Incorporated Avaya Nortel unified communications sales channel off
In time before the Chinese Lunar New Year, Avaya president and CEO Kevin Kennedy (Kevin Kennedy) led the company’s channel executives, specially flew to Beijing on the first post-merger channel for Asia-Pacific Conference.
An important channel for the former Nortel partners include Digital China, Changhong Jiahua, TeamSun, Tsinghua Tong Fang, Hao Feng era, three power networks, Synnex Technology International, LDL Technology, JNC communications, Avaya has been full of his kind invitation and solemn courtesy.
“Avaya cost 915 million U.S. dollars acquisition of Nortel’s Corporate Communications Department, but to get the existing Nortel customers and channels continue to be centered around us, Avaya must make a change.” Said Kevin Kennedy, Avaya pay more attention to the past major clients, a direct marketing strategy, channel sales less than 50%. However, the world’s 54 billion U.S. dollars in the enterprise communications market, 80% of all sales channels, so look forward to Avaya channel sales in 2010, the proportion increased to 85%.
, “According to the normal structural adjustment, to achieve this ratio takes at least 3-5 years of channel construction time, and incorporated from Nortel sales channels, you can help us to achieve the channel within a year, leapfrogging development.” Kevin Kennedy said.
Bet Distribution
“We want to try to win the original Nortel channel partner’s trust.” March 4, Avaya general manager of China, Wang Yun-an interview with reporters, stressed, Avaya Nortel enterprise solutions for all of the Department’s original partners are open to , as long as access to relevant product technology certification, you can enter the new Avaya system of cooperation. But this time the channel of the General Assembly is to a public channel for China, the former Nortel business eating a big assurance.
In May last year, prior to joining Avaya, Wang Yun was responsible for Cisco’s channels and China, vice president of marketing, he came to new owner’s foremost task is to this home-based direct selling company to build a comprehensive distribution channels.
“Has been a large customer direct marketing strategies adopted by Avaya, while the proportion of sales through other channels have been low.” Wang Yun believes that nowadays enterprise communications market is undergoing profound changes, the SME market growth was especially fast, and with partners the power of extensive sales, no doubt greatly enhance the market penetration.
“As the original Nortel channel sales ratio up to 90%, its areas of strength and concentrated in government, education, small and medium enterprises had big clients direct Avaya is difficult to set foot in the market, which will enable Avaya China, and further acceleration in sales this year, . “Wang Yun said, the actual incorporation in the channel has long been prepared on the Avaya. The first half of last year, declared bankruptcy shortly Nortel, Avaya have launched a targeted manner for Nortel channel partner incentive program, and many of the original supplier Nortel channel is received through the program successfully Avaya system, proxy authentication, in advance of today’s channel integration to do the transition.
According to news from the channel to understand, Avaya, Nortel and competitors for the channel “winkle”, had begun late last year, which is needed for Nortel’s bankruptcy to find a way out of the dealer is no doubt a godsend. According to a former Nortel dealer said he received last September in a Avaya channel program, which in particular claimed that the new joining Nortel channel partners will receive immediately from the Avaya sales, training, marketing and service areas such as material support , and each developing a new customer or orders, new members on the access to Avaya’s material rewards.
Wang Yun said that in 2009, led by the Chinese team has signed up Digital China, Changhong Jiahua and other domestic top-level channel, this year, shares the same side channels such as generals have also signed up just around the corner, followed by Avaya certification of new entrants at all levels of agency work is will grow faster.
“Avaya’s competitors on all fronts Cisco, Microsoft, HP and other channels into a sales ratio of up to 78, while the weakness in the global economy, the future of the Chinese market is undoubtedly an active factor in the new small and medium enterprises and regional economies, these markets need to With the strength to complete the penetration channel. “Wang Yun emphasized.
Markets sink
“We came from 20 countries and regions Asia-Pacific customers and channel representatives of the survey, 64.6% of respondents believe that with the emerging economies in the region of the continued improvement in customer’s unified communications (UC, Unified Communication) of the demand will increase significantly in 2010; and 37.7% of the respondents is that the market for SMEs in the coming year the main driving force. “Avaya Asia Pacific Channel Director Chee Heng Loon, told reporters that the Asian regional economic activity further stimulating the growth-oriented enterprises on the demand for unified communications, which also gives Avaya acquisition of Nortel’s Enterprise Solutions business after the market expansion provides a clear direction and opportunities.
“2009 global unified communications market contracted by 20% -30%, while the Chinese market is growing year on year rise of 60.9%.” Chee Heng Loon said that in the unified communications market in China, strategically important, more and more enterprises are enterprises the requirements of internal communication has been limited to provide low-cost VoIP communications, but a variety of equipment, a full range of communication and information transmission efficiency calls for a gradual increase.
“More and more companies try to Nuggets in unified communications market.” Analysys International analyst Zhang Yanan pointed out that both Avaya, Cisco, Alcatel and other telecommunications network equipment vendors, including Microsoft, IBM and Hewlett-Packard and other IT businesses, and even Even Internet giant Google, have sought to occupy a place in the unified communications market.
Wang Yun also agree that the current market competition in multi-enclosure of the state, “Our focus must be implemented in the channel, channel partners, who, gradually reduce the proportion of direct sales, through a variety of channel partners, sales channels to reach to the more multi-regional markets, the unified communications services delivered to more small and medium customers in front. “
“We will be as small and medium enterprises this year, one of the major growth point, not only in China, but around the world.” Wang Yun said that the acquisition of the assets of Nortel and channel partners to join us, will greatly assist Avaya in the small and medium enterprises the success of the field, “we decided to customized products for small and medium enterprises, rather than simply remove the current products designed for large enterprises a number of performance, but we already have a separate team to deal with such needs.”
“Avaya now has formed an open channel architecture, which integrates various types of channel partners, including the integration of the global or local Chinese operators, service providers, as well as distributors at all levels, and more ISV (independent software vendor) . “Wang Yun said that in order to allow marketing and sales can really sink in deep do do it thoroughly, and he went to Avaya sales team after the first is an adjustment within the establishment to provide certification training and technical support team, whose job is specifically to develop new business partners and system integrators, and for partners to provide more back-end tools to increase efficiency and systems.
“Avaya to make every pro originally converted for the role of the sales staff to play a general contractor to help customers integrate applications, to help channel the sub-sale.” Wang Yun said, Avaya technology and products from a previous sale of the enterprise, into a provide comprehensive communications services consulting firm, the specific work will rely more on sales channel partners to form a product technology able to reach deeper and further unified communications ecosystem.
