Changes to the Avaya Connect Partner programme includes revisions to the requirements for achieving Silver, Gold and Platinum level status and the introduction of six new Solution Experts designations: enterprise unified communications and contact centre, midmarket unified communications and contact centre, networking and video. To achieve the Solution Expert designation in any one of these areas, partners need to acquire credentials in sales and design, achieve certain revenue thresholds as proof of their experience, and demonstrate customer satisfaction. The Silver, Gold and Platinum level status will be determined based on the number of Solution Expert designations achieved by each partner company.
The changes to the programme make it easier for channel partners to achieve a higher level status for their chosen business model and to distinguish themselves based on their expertise. Highly flexible, the programme supports both capex and opex sales models, allowing channel partners to support premise, cloud and hybrid cloud models. They can also take a ‘full stack’ approach to the Avaya solution portfolio, or they can focus on a particular area such as networking or contact centre and still differentiate their expertise and gain the financial benefits for their solution area.
The programme changes go into effect on October 1, 2014 with Avaya’s fiscal 2015, allowing partners a transition year during which they can earn their status levels based on current or new requirements, whichever works in their favour.
Andy Litherland, vice president, European Channels, Avaya said “Business challenges require the expertise of a trusted partner who understands how technology can be applied to achieve the desired business outcome. It’s rare that a customer will require a single isolated product. The changes to Avaya Connect address what we as a vendor need to do to encourage our channel partners to develop the expertise to help ensure customer needs are met to the highest level of their satisfaction and reward them for doing so.”
Geoff King, Product Director, Pennine Telecom commented “These Solution Expert designations give us a great way to highlight what we do best for our customers. Basing Avaya Connect level achievements on our true dedication and expertise with Avaya solutions rather than buying power means we have a better opportunity to differentiate ourselves and promote our capabilities in the marketplace.”