Distributor Westcon held an event in London recently which had a dual purpose of giving the 80+ resellers that attended an insight into Avaya’s sales vision and strategy for the coming year and also to outline the tools and marketing services available to take that vision to market.
Keynote speaker, Nigel Moulton, Avaya’s EMEA Director of product and solutions marketing said, “Next year will be an exciting year for us and our partners as we see end users start to explore more sophisticated technologies. We will see greater demand for high-end collaboration products, for example, and for SIP technologies and networking solutions.
But this demand will come hand in hand with higher customer expectations. In fact companies are willing to invest in cutting-edge technologies but the business case has to be there and they need to know that they are going to get a return on their investment.”
Moulton added, “Our job is to work closely with our distributors such as Westcon and our resellers to ensure that we are basing our sales efforts on these end user business objectives. We need to be equipped to get under the skin of our clients to understand how exactly their business can benefit from using more collaborative solutions. This involves a bit of a mind shift but is a great opportunity for our partners to transition from a technology dialogue to a business dialogue, and be seen by customers as ‘big picture’ and innovative.
This customer-centric approach is what we’ll be focusing on next year. We’ll be working with our partners to make sure they have the tools, services and processes in place to really get to know the markets and specific industries they are serving so they can build expertise, easily identify opportunities, make the right recommendations and speed up sales.”
Runa Macleod, Marketing Director at Westcon said, “Resellers attending also had the opportunity to discover the campaigns and resources available to take these messages to market, find out what’s new with Avaya’s MarketLeaders programme and engage and network with Avaya and Westcon executives and MarketLeader agency experts.”
Commenting on the event, Alan Lloyd from G3, said, “Excellent and insightful event as ever with lots of interesting and useful content and services.”