Avaya Taps Access Distribution To Woo Data VARs

The commitment Access has shown in bringing on new security vendors and growing its security business convinced Avaya that the distributor would be able to build up VoIP expertise and transition data partners into the convergence space, Archer said.

Through the first half of the year, Access' security practice has increased 15 percent compared with the year-ago period, with key vendors including Check Point Software Technologies, McAfee, Symantec, CA and F5 Networks.

"Our intent over time is to build a unique practice area focused on our technology expertise and partner community [in both security and VoIP]," Zahl said. "VoIP is an investment area for us. We believe we can build the expertise."

Avaya has no plans to add additional distribution partners, Archer said.

Under Avaya's new leadership, the vendor will more heavily invest in its channel strategy, he added. "You're going to start to see the indirect channel factor more into Avaya's go-to-market strategy. You're going to see greater partner investment and more opportunities for partners that aren't currently working with Avaya to sign up and get authorized."

Solution providers said they hope D'Ambrosio will bring a fresh perspective to Avaya as it moves to grow and gain market share and help the company become more channel-friendly than it was under predecessor Don Peterson, who had to focus on shoring up Avaya's financials.

"Lou [D'Ambrosio] may be more motivating, more inspirational and get some excitement going. Don [Peterson] wasn't that kind of CEO," said Jeff Hiebert, president of ROI Networks, an Avaya partner in San Juan Capistrano, Calif. "I think [D'Ambrosio] may have a better understanding of the channel, but the proof will be in the pudding."

Access Distribution is the latest distributor to expand its portfolio recently. Synnex this week signed a deal with Symantec to distribute former Veritas storage solutions, and Avnet Partner Solutions added Citrix Systems to its line card. Last week, McAfee authorized Ingram Micro and Tech Data to carry its IntruShield Network Intrusion Protection and Foundstone Enterprise Vulnerability Management products, marking the first time they're available through broadline distribution.