John M Taylor December 27 2012 11:48:23FACTS
Avaya this month completed a programme, first announced in July, to terminate the reseller contracts of over 400 UK channel partners - half of their entire indirect channel. They claim to be able to reduce support costs. They are now attempting to attract about 100 new reseller partners under a new programme.
This was long overdue. Avaya clearly had too many partners on board for the volume of business that they are doing in the recession, largely due to the number they took on with the Nortel acquisition. Many of them were skilled with older products that have since been withdrawn. The older TDM-based partners have found it hard to adjust to the new world of IP, never mind to the broader aspects of UC. Others were disappointed to have invested in what were supposed to be strategic products Avaya like SCS only to see them later pulled. Still more had tactically kept the Avaya accreditation with a view to getting onto shortlists to sell other products. Some had simply not kept their accreditations current. It had to happen.
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