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.
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.
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.
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.
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.
Sennheiser, best known for its premium consumer products, already has a strong distribution network in Canada, but adds two more distributors to generate more opportunities and stimulate even greater awareness of its presence in the commercial space.
The Voyager Focus UC becomes the top of the line model in Plantronics’ noise cancelling office products line. It also features Dynamic Mute Alert feature, which senses and alerts users when they are trying to talk when muted.
Esna will become a wholly-owned subsidiary of Avaya, with Avaya ‘planning to adopt’ Esna’s over 200 active channel partners. Avaya also said the deal will provide existing Avaya partners with significant new opportunities.
Polycom introduces new and more flexible criteria to reach higher partner levels, while at the same time requiring minimum sales thresholds at all levels and getting more rigorous about joint business plans for upper tier partners.
In the U.S., ScanSource will carry Mitel’s entire product line, but in Canada, where the core Mitel products do not go through distribution at all, ScanSource will be limited to the Aastra product line.