Unified Communications

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.

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.

Cloud

RingCentral adds Westcon to distribution network in U.S. and Canada

January 22, 2016 Mark Cox Comments Off on RingCentral adds Westcon to distribution network in U.S. and Canada
RingCentral already has a diverse go-to-market strategy which includes several top technology distributors, but they see additional benefits in adding Westcon to the mix.

Channel Programs

Avaya Canada lays out comprehensive midmarket strategy

December 3, 2015 Mark Cox Comments Off on Avaya Canada lays out comprehensive midmarket strategy
Avaya recently introduced its new Avaya Midmarket Select Program. But the program itself is only part of the company’s strategy to significantly increase its presence in the mid-market space in Canada.

Channel Programs

New Avaya Canada channel leader Rob Auld takes up challenges

December 3, 2015 Mark Cox Comments Off on New Avaya Canada channel leader Rob Auld takes up challenges
The mid-market is the key area of focus for Avaya Canada’s channel this year, but networking, cloud and video are also on the priority list.

Channel Programs

Avaya Canada team front and centre in development of new Midmarket program

November 16, 2015 Mark Cox Comments Off on Avaya Canada team front and centre in development of new Midmarket program
The Avaya Midmarket Select Program is focused on a select number of partners, and lets them allow rock bottom pricing in packages designed to facilitate solution sales. Avaya Canada’s key role in the program’s development has resulted in six of the 40 partners in the global program being Canadian.

Channel Programs

ShoreTel unifies cloud, on-prem programs in major channel program restructuring

September 29, 2015 Mark Cox Comments Off on ShoreTel unifies cloud, on-prem programs in major channel program restructuring
The new program is also much simpler than the old, with the number of tiers cut by almost two thirds. The cloud changes won’t impact Canada though – the cloud product still isn’t available here. Canadian partners will find opportunity registration and training changes interesting however.