As part of its ongoing commitment to drive channel partner profitability and increase customer satisfaction, Avaya a global leader in business communications applications, systems and services, has announced a new model to reward its value added (VAD) distribution partners.
In line with the recently launched EMEA BusinessPartner Programme, the initiative has been specifically designed to recognize those distribution partners who bring true value to Avaya’s business by placing more emphasis on certification and training and the focus on strengthening their relationship with resellers.
 

“The new Distribution Partner Programme in EMEA complements the existing BusinessPartner Programme and is designed to ensure our Avaya distributors are able to focus on their core competencies, build sustainable business models while allowing them to derive tangible benefits through adding value to their relationship with Avaya” said Carlos Sartorius, President EMEA, Avaya.
 

To create consistency and develop one framework across Avaya’s channel partner base, both small medium business (SMB) and enterprise distributors will now be able to move up the value chain and be rewarded with a point-based certification process by focusing on the following initiatives:
 

• Weekly Sales Out Report
• Inventory Report
• Rolling Forecast
• Customer Support Desk
• Avaya Certified Education Partner Status (ACEP)
 

“While revenue volumes will still be recognised we felt it was important to further reward those distributors which achieved Avaya Certified Education Partner Status (ACEP) providing an appropriate learning framework for their resellers. We see this as a milestone as ACEP will allow distributors to develop a consistent and fully interactive relationship with their resellers ensuring customers receive top quality service” concluded Sartorius.
The new Programme, announced at Avaya’s BusinessPartner conference in Paris which was attended by over 350 partners, will officially ‘kick off’ starting from January 2008.