Avaya on Wednesday confirmed that Avaya Connect partners can now be authorized to sell Radvision Scopia video as part of their UC deployments.

It's an anticipated move from Avaya, which acquired Radvision for $230 million in June but insisted that the rollout of video products through the greater Avaya channel would be deliberately paced, given the market specialty and margin opportunities involved. According to Avaya, the Scopia authorization will be available to all Avaya Connect partners globally by January 2013.

As part of the rollout, Avaya will fast-track Connect partners with existing video experience through the Radvision authorization process. About 50 Avaya partners -- a mix of mostly video integrators and VARs -- have already been confirmed for that program, according to Avaya.

[Related: Channel, Product Integration Details Emerge as Avaya Closes Radvision Acquisition]

"These are partners who already have advanced video capabilities or have a strong interest in leveraging video for their customers and can drive a high-quality customer experience. Many are in a position to begin selling and supporting video solutions from Scopia right out of the gate or have velocity and reach in this growing market," Tom Mitchell, Avaya's senior vice president and president, Go To Market, told CRN.

In addition, Radvision partners that were participating in Radvision's Eye-to-Eye partner program before the acquisition will continue to have that program with no immediate changes to the benefits, Avaya said. In November, those partners will be invited to join Avaya Connect and Avaya will confirm more detailed plans for bringing them aboard, Mitchell explained.

"Our intention is to make the transition to Avaya Connect as easy as possible, recognizing the investment Radvision partners have made in training and demo systems and rewarding them accordingly," Mitchell said.

About 20 Radvision partners have contacted Avaya about transitioning to Connect, he added.

In order to sell Scopia, Avaya requires partners to meet minimum training requirements, invest in demo equipment and complete a services assessment. Similar to other Avaya authorizations, Avaya partners need to employ two Avaya professional sales specialists, one Avaya professional design specialist and two Avaya certified support specialists specific to the Scopia portfolio.

SKC Communications, a Shawnee Mission, Kan.-based solution provider, was among the 50 Avaya partners fast-tracked for their existing video expertise.

"Combined with our video network operations center and managed services offering, we eliminate the need for multiple communication technology and service providers, simplifying the process for our customers," said Tray Vedock, SKC president and CEO.

NEXT: Acquisition Brings Interoperability

John Lyons, CEO of NACR, a top Avaya partner based in Eagan, Minn., agreed that the video opportunity with Avaya is a "significant driver of value throughout the enterprise."

"Video is the essential next step in collaboration, and Avaya has made video more cost-efficient and simple to use, while gaining in feature functionality," Lyons said in a note emailed to CRN.

Radvision now operates as an indirect, wholly-owned subsidiary of Avaya, officially called Radvision, an Avaya company, and rolls up to Jim Chirico, Avaya executive vice president, business operations. It's considered Avaya's fourth major business unit, alongside its voice/UC business, data networking business and contact center business.

Avaya since the acquisition's close has been able to offer interoperability between Radvision Scopia, Avaya Aura, Avaya Flare Experience, Avaya 1000 series and one-X Communicator products, with integration for IP Office soon to follow. Avaya is also in the process of tying Radvision and Avaya hardware and software MCUs together and finishing broader interoperability between Radvision Scopia products and Avaya wares like session border controllers and other functions on its Aura platform.

Avaya, meanwhile, recently confirmed it will cut headcount as part of a plan to remove as much as $235 million in operating expenses in its new fiscal year. The company has wrestled with significant executive turnover and appears to have permanently delayed its plan for an IPO.

PUBLISHED OCT. 10, 2012