Avaya is to expand its roster of five UK distributors and is currently in negotiations with Westcon and Ingram Micro.
"Avaya is planning for its new financial year, which will begin in October," said Daniel Bausor, Avaya's head of communications for the UK and Ireland.
"Several business partners have approached us to ask about partnering in the new financial year. I can confirm we are in discussions with Westcon and Ingram Micro."
Westcon UK already carries a limited accreditation from Avaya. Clive Longbottom, services director at analyst Quocirca, said: "Avaya is saying that it has to go full tilt into the channel. It needs good mid-channel players.
I think we can expect lots of action from Avaya with Definity and IP Office products. I think it realises that 3Com is doing well with NBX. Avaya wants to be seen as the main competitor to NBX."
Longbottom said he did not think agreements with broadline data distributors would affect existing Avaya distributors in the UK.
"Something like this will not be a replacement agreement," he said. "It won't replace other distributors but it will be a wake-up call."
One telecoms industry source said appointing distributors with a data background might cause confusion. "With a distributor such as Ingram in the picture, it becomes quite interesting," said the source.
"Three or four points of margin is pretty attractive for someone shifting a lot of PCs. Telecoms kit has a far better margin than that."
There has also been some change at fellow Avaya distributor NV3, a Northamber division. Pat Weekes, former managing director, and sales director Nick Frangione have both left the company. They declined to comment and Northamber was unavailable for comment.
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