Avaya appoints Rocom

Telephony giant Avaya has made its first UK distribution appointment in four years by adding Rocom to its stable of SME distributors.

Rocom, which is part of IT group AT Communications (ATC), will now have access to Avaya’s full range of SME products alongside Westcon, MTV Telecom and Nimans. This includes IP Office and Avaya’s one-X Quick Edition peer to peer IP telephony offering.

Rocom estimates the partnership will deliver a minimum of £7m extra revenues over the first two years.

ATC’s ability to provide installation and maintenance services through its Servassure division was key to winning the contract, the firm claimed.

Alex Tupman, chief executive of ATC, said: “I am delighted to announce another significant contract win with Avaya, which will deliver over £7 million of revenues to the Group over the first two years.

“This is a huge win for ATC as it reflects our ability to work with global multinationals and provide them with a complete service from product distribution through to installation and maintenance. This contract reflects the success of our end to end capability and will underpin our future growth as we secure larger and higher margin business. I look forward to reporting further success in due course.”

Rocom’s Avaya business unit will be headed by Kevin Harrison. It will comprise Avaya field sales professionals, pre-sales consultants, desk-based support and marketing services.

Former Westcon luminary Neil Moulton’s new consultancy, Chaucer Channel Services, has also been drafted in to help with the launch.

Mark Michell, EMEA vice president at Avaya, said: “The partnership between Rocom and Avaya represents a key element of our UK growth strategy for 2008 and beyond. Rocom's "Total Distribution" capability complements the Avaya channel model perfectly.”