Avaya is continuing its push into the midmarket with the launch today of a new programme, iConnect, which aims to increase support for partners targeting the sector.
The vendor argues that with markets generally flattening, the midmarket continues to defy the downturn.
“The revenue a partner can collect is much higher in the midmarket than in the enterprise. It’s a great opportunity for the channel, Claire Macland, VP EMEA go-to-market & marketing at Avaya (pictured) tells Channel Pro.
Avaya has been gearing its portfolio towards the midmarket (250 – 1000 seats) for some time – particularly around IP Office. “We now have a deep offering, from telecoms to networking and security,” adds Macland.
The new programme, which will be rolled out across selected European markets throughout the end of 2013 and into 2014, bundles targeted sales, marketing and technical training and support, and speeds up the process of getting partners trained, certified and selling to customers in the segment.
Avaya iConnect enables partners to complete 16 Avaya certifications at the end of a week’s training and includes: Sales training conducted by regional Avaya and distribution sales gurus, support for vertical positioning, technical training and marketing support.
Partners such as Aurora Networks, Capstone, G3, iQual and Pennine Telecom have already signed up to the programme.
“The midmarket is a special sector and it has many distinct characteristics,” comments Niall Anderson, sales & marketing direct at G3 Communications. “For the channel, it not only presents a large opportunity with good return on effort and shorter sales cycles, but it’s also more resilient to economic recession.
“For me, iConnect…has given us an effective decision-making framework, which is then underpinned by investment in new resources and programmes.”
“The concept and vision behind iConnect…has forced us to have our entire business involved in the programme,” adds Rob Magee, European sales director at Capstone. “The folks who will design, install and then support the midmarket technology stack, for example, are actively involved in the training and configuration of the demo equipment.
“Meanwhile, our sales and pre-sales teams are working with the iConnect account team to carve up a vertical and geographical plan that will drive activity and ultimately revenue for both Capstone and Avaya.”
