Avaya shakes up distribution

Partners welcome access to mid-market portfolio

Distributors Nimans and MTV Telecom have heralded an increase in choice for resellers after telephony vendor Avaya shook up its distribution channel and granted them access to its mid-market portfolio.

As reported by CRN, Rocom has also been signed on to distribute the vendor’s SME-focused IP Office products, which are also handled by Westcon, Nimans and MTV.

Westcon, meanwhile, will retain exclusive access to the vendor’s higher end enterprise offerings.

John Howard, Avaya’s channel sales director, said: “MTV and Nimans wanted to sell a higher end product and there are a lot of competitors out there so we felt we were limiting our ability to sell.”

Howard asserted the new system would not affect the volume of business Westcon does with Avaya.

“Westcon has loyal resellers that have been working with it for many years. This is a very strong go to market for us and we have had positive feedback so far,” said Howard.

Jim Robertson, commercial director for MTV, said: “Competition is a good thing for resellers. It gives them choice and whoever provides the best service will grow their business.”

Tim Freeth, Avaya business manager for Nimans, said: “Previously, Avaya’s mid-market portfolio was only accessible through being a fully qualified Enterprise-level reseller, which involved investing heavily.

“Resellers will be able to capitalise greatly on these new business opportunities. Increased competition can only be healthy for the market.”