In its recent, highly-anticipated move, Avaya spent $230 million to acquire Radvision in the middle of 2012. However, the company insisted that the initial introduction of their video products rolled out through the Avaya Channel would happen at a steady pace, due to the margin opportunities and markets specialties involved.
As part of the initial introduction, Avaya has stated it will put all Connect partners on a fast track. Those that have existing video experience with the authorization process of Radvision would be the first selected. To date, well over 50 Avaya – a mixture of VARs and video integrators – are already chosen for the program.
The essential Avaya partners that have already acquired advanced video capabilities or show a strong interest to leverage video for the company’s consumers are selected, due to their drive to provide an optimal customer experience. Many of these individuals are positioned to begin supporting and selling video solutions from Scopia to satisfy the growing market.
Additionally, Radvision partners that are already participating and connected to Radvision’s Eye to Eye partner program before the business was acquired, can remain in the program with no immediate changes to their benefits. By the end of the year, the partners are to be invited to join the Avaya Connect program.
Part of Avaya’s requirements for their partners includes essential training and an investment in demo equipment along with the need to complete a full services assessment. To be considered for Avaya authorizations, the Avaya partners will need to build their team with two Avaya certified support specialists, two Avaya professional sales specialists and one Avaya professional design specialist that are specific to Scopia.
Avaya has combined their video network operating center with their managed services, to eliminate the requirements for service providers and multiple communications technologies.