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31 Jul 2009
Comments:3
Integrator Datapoint has hailed the success of its global coalition with two other Avaya Platinum partners after landing several meaty contracts.
Avaya’s efforts to drive more business indirectly have left about 180 previously direct contracts up for grabs. Brentford-based Datapoint teamed up with Singapore’s Jebsen & Jessen and New Jersey VAR Strategic Products and Services to form the Intelligent Communications Alliance (ICA) in January.
Between them, the companies have almost 350 Avaya accreditations and a 9,000-strong customer base across more than 60 countries. The ICA has a direct presence across Europe, Asia and North America, with strategic partners in South America, Africa and Australia.
Further reading
Martin Hill-Wilson, director of strategy for Datapoint, claimed the ICA’s combined muscle could compete with big vendors for multinational contracts. He revealed the trio had already grabbed several deals.
“We have positioned ourselves as a systems integrator - a single-stop shop for design, billing, support and deployment,” he said. “Many of the solutions we sell have Avaya at the core but we can wrap other vendors around that.”
Keith Humphreys, managing consultant for analyst EuroLAN, said: “Partner collaboration is effective in the market and this is an illustration of that. Vendors like IBM, Microsoft and SAP are all encouraging partners to collaborate geographically or to add new skills.”
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Do you agree?
Datapoint
I understand the CEO & CFO, "left" on the same day. Its does not sound like a company being "Bullish" to me, more like the 'proverbial' leaving the sinking ship. Maybe they will prove me wrong and turn it around.
Posted by Andy Brown | 21 Sep 2009
Setting The Record Straight
Although Simon can be clear about his own direct experiences, the rest is speculation, so let me take an opportunity to correct the motivation and circumstances of the ICA.
The ICA was an internally conceived idea based on market observation. The desire was to take advantage of this and we felt confident in doing so given our prior experience of managing a global customer base.
Alchemy who is our VC partner had nothing to do with the decision not did they need to fund it. Our motivation was just sensible strategy - diversify our growth opportunities.
The only tune we dance to is our own.
Posted by martin hill-wilson | 07 Aug 2009
Erm really
Unfortunately we have seen Datapoint's services go downhill in the last year so much so we removed our services from them recently. I get the impression this recent partnership is causing real confusion internally and stretching an already "thin" team to point of breaking or leaving.
A once great supplier suffering from VC pressures of more, more for less, less . Shame.
Posted by Simon Parker | 04 Aug 2009
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