The plan is to rationalize and simplify the portfolio, although there is no rush to settle on a common platform. There is also relatively little channel overlap, so no need to rationalize the number of partners.
Zang moves into the cloud PBX market with Zang Office, although at this stage, the channel opportunities, other than referral fees, are limited. Partner opportunities for Zang Space, the collaboration tool, appear stronger.
Apart from the typical benefits from certified status of Microsoft’s validation with customers, Microsoft’s policies of encouraging partnerships is generating new business for Actiance from other Microsoft vendor partners, and developing a higher value-add channel for them.
The move of the distributor’s facilities from Montreal to a facility of double the size in the Greater Toronto Area will enable more Canadian integration work, better SLAs for more customers, and improved co-ordination with the U.S. distribution facility in Indianapolis.
Ottawa’s Combat Networks won the Networking Partner of the Year award from Avaya. The solution provider, which has a deep Avaya practice, also listened closely to the details about Avaya’s strategy and approach going forward.
Santiago Aguirre, who adds Canada to his Caribbean and Latin American responsibilities, says this will leverage regional strength to strengthen Avaya in Canada, and that he won’t be disrupting Auld’s work in Canada.
Avaya recently introduced its new Avaya Midmarket Select Program. But the program itself is only part of the company’s strategy to significantly increase its presence in the mid-market space in Canada.