Intelligent Communications is an exclusive new program from Crane, built around Avaya Communication Manager (ACM) and has been developed as a direct result of feedback from Crane’s resellers. Crane approached Avaya and worked closely with them to develop the aggressively priced bundled solution that will assist Crane resellers in targeting the 50 – 200 user market, a key target market for the majority of their resellers.
In developing the programme, Tim Brooks, Crane Managing Director for Avaya Business says ‘history and experience has taught us that the best way to ensure a successful program is to work with your customers from the outset and take a consultative approach. We initiated this through a reseller forum which took place in early March of this year. Following this we undertook an extensive competitor pricing exercise. This gave us the base line information required to work with Avaya to begin to design the system components and target pricing required, the result is the Intelligent Communications program.’
As well as an aggressively priced product bundle, Crane have also provided comprehensive marketing collateral designed to help resellers drive the offer to market. E-marketing tools, sales collateral and lead generation will assist resellers in targeting the end users. Crane Avaya Marketing Manager, Runa MacLeod says ‘The program has been available since early August and has already received excellent feedback. We wanted to provide resellers with a complete integrated campaign, I think we have achieved this with Intelligent Communications, we have invested heavily in sales and marketing tools to help resellers really drive sales and make the most of this profit opportunity.’
Brendan Cross of STL, one of the resellers who attended the event, had this to say about the new program ‘Intelligent communications is just what the channel needed, the aggressive pricing will really help STL sell more of the ACM product and help us move the business forward in the target market.’