The ROADS (Recruit, Onboard, Authorise, Develop & Sustain) initiative will support channel partners through their lifecycle with Avaya and Avaya’s distribution channel will provide a key role in new partner recruitment, onboarding and authorisation. Distributors will be rewarded for every new partner that achieves key training and revenue milestones within the first twelve months up to a total of $3,000 per partner.
Once authorised to sell, new channel partners will be given ongoing support including access to the new Avaya Learning Virtual Campus, an avatar-based university campus for partners to share knowledge and gain technical training and accreditation, and access to research materials and marketing resources all aimed at making it easier for partners to expand their Avaya sales portfolio and generate additional revenue.
Initially, Avaya will focus on on-boarding and developing SME, networking and video partners with the goal of bringing 60 percent of newly recruited partners to revenue within the first year. Key to this initiative is providing new partners with a dedicated distribution partner who is as motivated as they are to help ensure they are ready to sell Avaya products as quickly and successfully as possible. This targeted approach to developing and sustaining the growth of both new and existing partners will be instrumental in building a comprehensive network of channel partners who are able to sell Avaya’s complete portfolio across EMEA.
Avaya’s decision to put distributors at the heart of its go-to-market strategy will deliver numerous partner benefits including improved support and local language capabilities across all geographies. New partners will be able to quickly monetise their investment as an Avaya channel partner as well as delivering an additional revenue stream to participating Avaya distributors.
“ROADS is an holistic approach to maximising revenues for partners across their entire lifecycle with Avaya. Getting partners authorised to sell as quickly and as efficiently as possible is a big part of the initiative but once with us we want to be sure they stick with us; that they develop expertise to complement our portfolio and that they can deliver a complete solution to customers. By putting our distributers at the heart of this initiative we can deliver a depth and breadth of support that will help us achieve that goal", commented Claire Macland, VP Go-To-Market and MArketing, Avaya.