by Karl Soderlund, Vice President, Americas Channel Sales, Avaya
Gretzky said it best: “a great player plays where the puck is going to be”. The same can be said when it comes to a key business segment – the Mid Market is where the customers are, and where more are going to be. Avaya is bringing to market a complete and scalable solution in this space, which serves to remind that we are not a niche, one dimensional player in this market. We serve across ‘any size’ organizations when it comes to business communications.
Let me share some details and views on this significant launch. With the introduction of IP Office 8.1 we now scale up to 1,000 users on a single platform, or multiple sites (up to 32). When it comes to our competitors, most of them lack high scalability required for this market, and they need multiple models and code bases in order to compete head to head with us. IP office’s scale is now 2 ½ times the current single site maximum, and has native conference call capabilities, a single platform, and server consolidation. Finally, it is very secure through integration with Avaya Session Border Controller, ideal for the increased security needs of the mid-market.
The scalability and security benefits are key in today’s BYOD and mobility intense environment and IP Office delivers the best in market TCO for our customers — a huge selling point for partners. We are proud of these strengths, along with our ever-growing portfolio of mobility applications for IP Office. The flexible workforce benefits of Avaya Flare Communicator for IP Office, are now available on iPads and Windows tablets, as is the one-X Mobile app for iPhones.
For our channel, Avaya IP office is easy to quote, and simple to install with automated assistance from our new data switch ERS 3500. Additionally, 8.1 has remote support and diagnostics through SSL-VPN capabilities, which improves customer service experiences and partner service profits. This, along with release upgrade subscriptions in the base manufacturer support, offers a best in class investment protection story and improved up-sell opportunities for our partners,
When it comes to sales opportunities, they’ve now been multiplied with IP Office 8.1. For SME partners, the market suddenly includes the mid-market. (For enterprise partners, can now provide a growing base of mid-market customers with an affordable, yet high-capability collaboration solution that extends far into the mid-size space. Avaya has over 70 beta customers in the market right now and I am pleased to report that we are receiving tremendous positive feedback, validating the market and providing a customer approved solution. Week over week we are seeing strong growth in our current IP Office sales and we believe this momentum is being fueled further by the anticipation of this launch.
Starting immediately, partners can benefit by leveraging our new demand generation assets, along with training kits to build a large funnel of new opportunities. Avaya is excited to embark on this significant new chapter in our SME story, which includes the ability combine IP Office 8.1 with the ERS 3500 Ethernet switches and Radvision video solutions. This is a triple-play that is above and beyond what competitors can offer, and with our latest offering, we believe Avaya is now the strongest player in the mid-market communications space.