Avaya execs kicked off their sales and partner conference predictably — reviewing Avaya’s eight quarters of revenue growth, a shift of nearly a third of Avaya revenue to the channel in the last two years, and significant new product developments and introductions. The company’s focus on total solution results accruing to users (via Flare), to IT infrastructure owners (via Avaya Aura SIP-based architectures), and to Business Process owners (via Avaya ACE integration to business processes) allows partners and sales teams to have discussions with various buyers and influencers in the unified communications and collaboration (UC&C) market. This fits well with Avaya’s theme of “The Power of We” — not only do the solutions help customers work better collaboratively, but the partner programs aim to bring Avaya and its channels together to fulfill these needs. Kevin Kennedy stressed that the accelerating improvements in corporate results (revenue, margin, net promoter, and patents) are the result of many initiatives across the company —from product development to partner programs and beyond. One of his slides highlighted Avaya’s intention to deliver Faster collaborations that lead to Smarter decisions and Better business — Avaya is offering Faster, Better, Smarter to both channels and UC&C buyers.
Since this was a sales and channel conference, I took special note of the partners who sponsored and presented to the larger audience. I saw a clear representation of the broad opportunities and capabilities that demonstrate Avaya’s commitment delivering through channels to market — in short, the partners demonstrated that they value Avaya’s capabilities and transparency in going to market.
Two weeks ago, I used this blog to talk about videoconferencing solutions being deployed on portable platforms, namely tablets like the Apple iPad or Samsung Galaxy. Every video vendor is rushing to offer a more portable video experience to extend the use cases they support and drive more value — and more business. Mobility is a key information worker characteristic that video vendors are rushing to satisfy, and announcements over the last 24 hours bring two more requirements into focus:
Usability. Yesterday (31 Oct., 2011), Dimension Data published a press release about their global, managed visual communications services. They stressed the need to educate employees about how and when to use video — and their ability to assure availability and reliability — to increase adoption and thus the value of videoconferencing within an enterprise. Dimension Data will likely leverage elements of their Adoption Management Program (AMP) to educate users and drive adoption, while relying on their deep capabilities in delivering managed interoperable services across the unified communications and collaboration market to deliver reliability.