Month: February 2016

Cloud

New products and plan in place: Avaya now needs to execute

February 3, 2016 Mark Cox Comments Off on New products and plan in place: Avaya now needs to execute
After a long restructuring, Avaya now has its two core next-gen offerings available, and has a systematic and well thought out plan to take them to market, leveraging both its channel and internal resources better than in the past. They still have to execute on these better than in the past however.

Channel Programs

Avaya readies distribution changes

February 3, 2016 Mark Cox Comments Off on Avaya readies distribution changes
While Avaya is not contemplating adding or dropping any distribution partners, it is working on restructuring their compensation model, to encourage them to fulfil the role Avaya wants them to play in their new go-to-market strategy.

Cloud

Arcserve looks upmarket with new UDP software release upgrading Linux capabilities

February 2, 2016 Mark Cox Comments Off on Arcserve looks upmarket with new UDP software release upgrading Linux capabilities
New wizards and additional recovery options are also aimed at helping partners sell Arcserve UDP to larger customers than before.

Channel Programs

New Avaya channel program changes provide more targeting, rewards

February 2, 2016 Mark Cox Comments Off on New Avaya channel program changes provide more targeting, rewards
Enhancements to Avaya’s program are intended to be non-disruptive while also allowing more rewards to be targeted to strategic areas. The company also pledged to be a better partner than it has been in the past.

Marketing

Avaya pledges new partner-focused marketing initiatives

February 2, 2016 Mark Cox Comments Off on Avaya pledges new partner-focused marketing initiatives
Avaya has reorganized its marketing strategies to emphasize joint go-to-marketing initiatives with partners, with an emphasis on obtaining case studies for customers.

Big Data

New Avaya Americas International channel chief Aguirre to work with Canada channel chief Auld

February 2, 2016 Mark Cox Comments Off on New Avaya Americas International channel chief Aguirre to work with Canada channel chief Auld
Santiago Aguirre, who adds Canada to his Caribbean and Latin American responsibilities, says this will leverage regional strength to strengthen Avaya in Canada, and that he won’t be disrupting Auld’s work in Canada.

Barat Dickman, vice president and general manager of unified communications and collaboration at Westcon-Comstor.
Cloud

Comstor launches video-as-a-service offering

February 1, 2016 Robert Dutt Comments Off on Comstor launches video-as-a-service offering
Westcon’s Comstor group teams with Polycom to offer cloud-based video-as-a-service that solution providers can offer under its GoldSeal services label.

Channel Communities

Changing relationships with vendors highlight CompTIA’s 2016 channel trends

February 1, 2016 Mark Cox Comments Off on Changing relationships with vendors highlight CompTIA’s 2016 channel trends
A new study from CompTIA based on December 2015 data includes an assessment of trends in the IT industry specific to the channel.

Big Data

Recurring revenue model key to Internet of Things success

February 1, 2016 Mark Cox Comments Off on Recurring revenue model key to Internet of Things success
While the Internet of Things is a hot commodity, monetizing it, except in industrial sectors where similar work has been done for years, has been problematic. One expert says that the key to monetization is implementing it with a successful recurring revenue model.