Mumbai: In their bid to enhance its breadth and reach in India, Avaya India is looking to take the multi-channel route. Avaya has been present for more than 15 years in the country in the form of Avaya Global Connect. However, this year the vendor formed a separate entity called 'Avaya India' in order to adopt the multi-channel model.

Giving details about Avaya's channel strategies, Bejoy Antony, Director-Channels & Strategic Alliances, Avaya India shared, “We are looking to appoint partners who at the top end will help us concentrate on the contact center and the unified communication business, and at the bottom end cover the SMBs. We are looking for around 50-75 reseller partners in India for the first 12 months. We are not looking for partners by revenue, instead they will be focusing on profitability. This is a complex technology business and hence our partners should be able to solve the business issues of our customers and act as their business advisors.”

The three key solution areas for Avaya comprise contact center, unified communications and Avaya Aura System Platform Technology. As part of its go-to-market strategy, Avaya will focus more on Aura architecture solution aside to the contact center and unified communication solution.

“Avaya Aura System Platform Technology is making sure that every dollar being invested by the customer on Avaya or non-Avaya products help the customer to bind their existing infrastructure and architecture. Aura makes sure that a customer has seamless integration on both Avaya and non-Avaya platform. Its essentially the large enterprises who are adopting it,” added Bejoy.

In addition, Avaya has revisited its channel program, Avaya Connect, wherein the vendor has re-visited the framework of the program in terms of certification process, SLAs, support and contractual agreements globally.

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