Avaya embarks on channel route

Avaya GlobalConnect Ltd, a leading enterprise communication
solutions provider, is all set to take the IT channel route to promote its new
solution-Avaya IP Office. This is for the first-time, the company is looking at
building an exclusive IT channel network to promote IP Office, which is an
all-in-one communication solution for the SME segment.

SANJAY SINGH Aims to garner 30% of the Rs 160 crore SME IPBX market share in the first year of operations

"It requires a lot of IT and networking skills to market
and implement IP Office at the customer's place. So, we decided to be
associated with IT channels for IP Office as they have better skill sets and
market knowledge. This is a starting point for Avaya in the IT channel
space," said Sanjay Singh, National Marketing Manager (Channels), Avaya
GlobalConnect.

The company is looking at appointing only value-added
resellers (VARs) as its partners, who have sound knowledge in systems and
network integration, besides dealing with communication equipment. "We want
to appoint at least 40-50 VARs across the country," he clarified.

Avaya is initially looking at metros and mini-metros for
expansion and growth, before moving into other markets. It has identified cities
such as Delhi, Mumbai, Bangalore, Hyderabad, Kolkata, Chennai, Pune, Chandigarh,
Gurgaon, Jaipur, Cochin, Ahmedabad and Coimbatore, among others, as the
potential markets for IP Office.

Presently, the company is conducting roadshows and workshops
in metros to create awareness among both channel partners and end-customers.
"We are also working on a training program for the channels, which will
help them in pre-sales and post-sales. The company will also announce special
promotional schemes and bundle offers for IP Office shortly. Overall, channels
will play a key role in taking IP Office to the market and SME is the segment to
bet with," elaborated Sanjay.

Avaya GlobalConnect aims to garner 30% of the SME IPBX market
share in the first year of operations, which is estimated at Rs 160 crore
currently, said Sanjay. "The market is growing phenomenally and would touch
Rs 450 crore in the next three years. Avaya would cross Rs 100 crore by then.
The company targets the total contact center and IP telephony market for SMEs,"
he quipped.

Avaya GlobalConnect is a leading enterprise converged communication solutions
provider in India that focuses on four major areas. It claims to be a leader in
IP telephony with 44% market share; contact center with 52%; enterprise voice
solution with 30% and video conferencing with 29%. "We are mainly into
direct marketing and channels play a key role in taking low-end voice solutions
to the market. LG is our major partner here and we are their sole distributor in
India who market their PBX and KTS products.