Avaya is launching a partner collaboration and support scheme to help resellers win big-ticket multi-country deals.
The Multinational Channel Deal (MCD) programme applies to projects spread across at least three countries, containing a minimum of $500,000 (£323,545) worth of Avaya kit. Partners can take prospects to the vendor and get help putting together proposals. The vendor will also work to ensure the logistical and legal constraints of cross-border kit and services delivery are taken care of.
For territories where the partner has no presence, work can be backed off to an appropriate local partner or to Avaya professional services teams.
Jan Lawford, EMEA channel director, stressed that partners would retain sole ownership of the customer relationship.
"More and more customers are looking for partners to be able to serve them on a truly global basis," she added. "We are helping partners win these huge multi-country deals without having to invest heavily."
In the past couple of years, a handful of Avaya partners have set up their own programmes and ecosystems designed to win and deliver global contracts. The Intelligent Communications Alliance (ICA) was formed in January 2009 by three Platinum partners: London-based Datapoint, SPS from the US, and Singaporean outfit Jebsen & Jessen.
Another London VAR, G3 Telecommunications, leads the Aura Alliance, a coalition of about 50 partners across the world. Both these schemes were, in part, launched to pick up big global contracts that have come up for grabs as Avaya has shifted more and more away from direct sales.
Lawford (pictured), who sits on the partner council of the Aura Alliance, claimed the MCD scheme would be a complement, and not a competitor to VAR alliances.
"[In putting together the MCD programme] we have worked with a number of partners and taken their feedback, learnings and input, and one of those was Datapoint," she said. "We also worked closely with [G3 managing director] Tony Parish.
"In terms of whether it conflicts or complements [the Aura Alliance and ICA], it absolutely complements. We are looking to see how they can engage with this programme."
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