Avaya ‘Passport’ for Multi Channel Business Partner Strategy

Avaya has unveiled the next step in a multi channel programme designed to provide its customers with partners certified to support pan-country Internet Protocol (IP) telephony implementations.

Avaya say their new EMEA Passport programme has been introduced in response to customer requirements for a flexible and consistent level of service across markets. To address this need, certified business partners – from systems integrators and service providers to value added resellers – can apply to join Avaya’s ‘Passport’ network of certified international and in-country partners. Becoming a Passport partner represents a significant opportunity for those partners looking for international business growth.

Keith Humphreys, managing consultant at EuroLAN Research comments: “Avaya is leading the field with the introduction of the EMEA ‘Passport’ Programme.

Partners usually form loose multi regional relationships at vendor partner conferences but ‘Passport’ formalises this process while introducing minimum requirements on partners. The programme enables Avaya to provide its customers a unified approach in a multi channel world as well as providing a safety blanket.

“Customers requiring pan-EMEA or international implementation will benefit from the programme with a single point of contact from Avaya in partnership with certified partners recommended from the ‘Passport’ Business Partner network. Then the customer will work with Avaya and the ‘Passport’ network who will take charge of implementation from design, system and application delivery – to roll out and ongoing services. Avaya’s new ‘Passport’ programme will provide excellent customer service while at the same time support business partner growth plans with international accounts.

To ensure a continued high level of customer satisfaction Avaya has restricted the eligibility to partners certified to a silver status or above and will undergo strict selection based on geographical coverage, competency and customer satisfaction.

Mike Danson, managing director, EMEA from Touchbase comments: “The Passport programme fits in with our business growth objectives in supporting international IP implementations. We are finding that, due to globalisation, more and more potential customers are looking for technology partners who are able to provide international as well as specific in-country support. By using the Passport programme, we can provide our customers with a certified and trusted business partner network that can support their requirements.”

Tristan Munday, vice president, channels and sales operations, EMEA, Avaya comments: “As more businesses globalise, there is a significant business opportunity for our partners to offer international and in-country expertise to support customers’ migration to IP telephony. The new ‘Passport’ Programme creates a channel network that meets this opportunity as the needs of international customers evolve.”