Mar

Incorporated Avaya Nortel bets distribution channels, unified communications market Nuggets

In time before the Chinese Lunar New Year, Avaya president and CEO Kevin Kennedy (KevinKennedy) led the company's channel executives, specially flew to Beijing on the first post-merger channel for Asia-Pacific Conference.

of the original key Nortel channel partners, including Digital China, Changhong Jiahua, TeamSun, Tsinghua Tong Fang, Hao Feng era, three power networks, Synnex Technology International, LDL Technology, JNC and communications, full Avaya has been the kind invitation and solemn courtesy.

Avaya cost 915 million U.S. dollars acquisition of Nortel's Corporate Communications Department, but to get the existing Nortel customers and channels continue to be centered around us, Avaya have to make changes. Kevin Kennedy said, Avaya pay more attention to major clients in the past direct marketing strategy, channel sales less than 50%. However, the world's 54 billion U.S. dollars in the enterprise communications market, 80% of all sales channels, so look forward to Avaya channel sales in 2010, the proportion increased to 85%.

according to the normal structural adjustment, to achieve this ratio takes at least 3-5 years of channel construction time, and incorporated from Nortel sales channels, you can help us to achieve the channel within a year leap-forward development. Kevin Kennedy said.

bet Distribution

We strive to win the original Nortel channel partner's trust. March 4, Avaya general manager of China, Wang Yun-an interview with reporters, stressed, Avaya Nortel enterprise solutions for all of the Department's original partners are open, as long as access to relevant product technology certification, you can enter the new Avaya cooperation system. But this time the channel to the General Assembly is a congregation of the original channel of Nortel China, eating a big assurance companies.

In May last year, prior to joining Avaya, Wang Yun was responsible for Cisco's channels and China, vice president of marketing, he came to new owner's foremost task is to this with direct sales to build a comprehensive distribution-based companies channel.

major clients, has been a direct marketing strategies adopted by Avaya, while the proportion of sales through other channels have been low. Wang Yun believes that nowadays enterprise communications market is undergoing profound changes, the SME market growth was especially fast, but through the power of partners, carried out a wide range of channel sales, will no doubt greatly enhance the market penetration.

Since the old Nortel channel sales ratio up to 90%, its areas of strength and concentrated in government, education, small and medium enterprises had big clients direct Avaya is difficult to set foot in the market, which will sell this year, Avaya China further acceleration. Wang Yun said, the actual incorporation in the channel has long been prepared on the Avaya. The first half of last year, declared bankruptcy shortly Nortel, Avaya have launched a targeted manner for Nortel channel partner incentive program, and many of the original supplier Nortel channel is received through the program successfully Avaya system, proxy authentication, in advance of today's channel integration to do the transition.

According to news from the channel to understand, Avaya, Nortel and competitors for the channel headhunt, had begun late last year, which is needed for Nortel's bankruptcy to find a way out of the dealer is no doubt a godsend. According to a former Nortel dealer said he received last September in a Avaya channel program, which in particular claimed that the new joining Nortel channel partners will receive immediately from the Avaya sales, training, marketing and service areas such as material support , and each developing a new customer or orders, new members on the access to Avaya's material rewards. Yun Wang said that in 2009, led by the Chinese team has signed up Digital China, Changhong Jiahua and other domestic top-level channel, this year, shares the same side channels such as generals have also signed up just around the corner, followed by Avaya certification of new entrants at all levels of agency work is will grow faster.

Avaya competitors on all fronts Cisco, Microsoft, HP and other channels into a sales ratio of up to 78, while the weakness in the global economy, the future of the Chinese market is undoubtedly an active factor in the new small and medium enterprises and the regional economy, these markets need to be accomplished through the power of channel infiltration. Wang Yun emphasized.

markets sink

We have 20 countries from the Asia-Pacific region, customers and channels with the representatives of the survey, 64.6% of respondents believe that with the emerging economies in the region body conditions continued to improve, customers unified communications (UC, UnifiedCommunication) demand will increase significantly in 2010; and 37.7% of the respondents is that the market for SMEs in the coming year the main driving force. Avaya Asia Pacific Channel Director CheeHengLoon told reporters that the Asian regional economic activity and further stimulated the growth-oriented enterprises on the demand for unified communications, which also gives Avaya acquisition of Nortel's Enterprise Solutions business after the market expansion provides a clear direction and opportunities for .

2009 the global unified communications market contracted by 20% -30%, while the Chinese market is growing year on year rise of 60.9%. CheeHengLoon said that in the unified communications market in China, strategically important, more and more enterprises are the requirements of internal communications has been limited to provide low-cost VoIP communications, but a variety of equipment, a full range of communication and information transmission efficiency The calls for a gradual increase.

More and more companies try to Nuggets in unified communications market. Analysys International analyst Zhang Yanan pointed out that both Avaya, Cisco, Alcatel and other telecommunications network equipment vendors, including Microsoft, IBM and Hewlett-Packard and other IT companies, and even Internet giant Google, have sought to occupy a place in the unified communications market.

Wang Yun also share in the current market competition enclosure multi-state channels, the focus of our channel partners to fulfill the body to gradually reduce the proportion of direct sales, through a variety of channel partners, the sales channels reach to more regional markets, the unified communications services delivered to more small and medium customers in front.

We SMEs as a major growth point in the year one, not only in China, but around the world. Wang Yun said the Nortel acquisition of the assets and channel partners to join us, will greatly help the success of Avaya in the area of SMEs, we decided to customized products for small and medium enterprises, rather than simply remove the current products designed for large enterprises a number of performance, but we already have a separate team to deal with such demands.

Avaya has now established an open channel architecture, which integrates various types of channel partners, including the integration of the global or local Chinese operators, service providers, as well as distributors at all levels, and more ISV (Independent Software developer). Wang Yun said that in order to allow marketing and sales can really sink in deep do do it thoroughly, and he went to Avaya sales team after the first is an adjustment within the establishment to provide certification training and technical support team, whose job is devoted to developing new business partners and system integrators, and for partners to provide more back-end tools to increase efficiency and systems. Avaya to make every pro originally converted for the role of the sales staff to play a general contractor to help customers integrate applications, to help channel the sub-sale. Wang Yun said, Avaya technology and products from a previous sale of the company into a full range of communications services to provide consulting company, the specific work will rely more on sales channel partners to form a product technology able to reach deeper and further unified communications ecosystem.

outbreak of unified communications

just past October to December quarter (Avaya2010 the first quarter of fiscal year), Avaya has made China the largest ever single-season performance increase , reaching more than 50% growth. Yun Wang attributed the growth performance of Avaya China, in 2009, adjust.

Wang Yun said the one hand, Avaya channel model that changes in the transformation of the agents have done a lot of combing work; the other hand, the market coverage, from the past, Beijing, Shanghai and Guangzhou, three cities coverage quickly spread to 14 major cities. Because Avaya found, unified communications and contact center customers more than 70% were not in a city.

the next three to five years, the Chinese market opportunities may be the last for many years combined. With the rapid development of 3G and the Internet, Wang Yun feel that it is the best time into the unified communications market is presented explosive growth.

Wang Yun pointed out that, after years of market cultivation, unified communications has now become the majority of business users to understand and recognize the hot technology, users have not only been confined to the financial, telecommunications, but to the hotel, education, fast elimination, logistics, manufacturing and other industries to expand rapidly.

According to consultancy Frost & Sullivan forecast data from 2008 to 2013, the domestic unified communications market will maintain a 14.2% compound annual growth rate in 2013 the domestic unified communications market will exceed 1.4 billion. At present in China's unified communications market, Avaya's share of 30.7%, 19.4% Cisco Systems, firmly occupy the top two.