The Global Association for Contact Center Best Practices & Networking

Dec 28, 2011 -- Avaya is eying opportunities from the contact center, unified communications (including video) and data center (products) markets in India. "We are looking at an estimated $143 million contact center market, $373 million unified communications (UC) and video market, $848 million data products market and about $1 billion from services," said Sudhir Nayar, Channel Head, Avaya India.

The company will focus on the BFSI, ITeS, enterprise and government verticals. Under the enterprise vertical, the focus would be on manufacturing, hospitality and the private sector.

"We have put in place a business development team for each vertical. The BDMs would match our focus with customers, analyze trends and develop joint GTMs with partners. We have changed the lead-generation program from a common one to a BDM-enabled one," said Nayar. "We have also set up COEs at several of our partners such as CS Infocomm, Immunity Networks & Technologies, and Datacom Products in Mumbai; IntecInfonet and Telecraft E Solutions in Delhi; Zener Systems in Bengaluru; and KSBL Information Technologies in Sri Lanka. The COEs will showcase all Avaya UC solutions for SMBs."

Avaya is also banking big on its services. "We have two services—system support and professional services. From a tier-2 partner perspective, we want them to come up with a USP around our services and GTM. There are also solutions for SPs and managed service opportunities for SIs," Nayar informed.

The company, which was so far focused on the Platinum Partners of its Avaya Connect Partner Club Partner Program, will involve a large number of its Gold and Silver partners moving ahead. "51 percent of our business comes from new partners," Nayar said. "Although we have 150 partners in these three tiers, we are focused on 45 partners from India and Saarc to begin with."

As part of the involvement, the company has earmarked a significant investment for partner training; pre-sales, sales and post-sales certification; setting up COE at partner sites; and events and new product launches.

Posted by Veronica Silva Cusi, news correspondent
Source: http://www.crn.in

About Avaya:
Avaya Inc. designs, builds and manages communications networks for businesses. Focused on businesses large to small, Avaya provides an Internet Protocol (IP) telephony system of communications software applications and services. Driving the convergence of voice and data communications with business applications - Avaya helps customers leverage existing and new networks to achieve superior business results.