HP, Avaya Channel Relationship Gets Closer


HP Services will sell Avaya's unified communications and contact center portfolios as part of a new, three-year agreement between the two companies announced Tuesday.

HP and Avaya already have a tight channel relationship: Avaya's virtualized UC platform, Aura, is certified for interoperability with HP Networking products through HP's AllianceOne Program, and HP has existing platinum or gold Avaya Connect certifications in various countries, and is also a Platinum member of Avaya DevConnect.

The difference now is that HP will offer the full Avaya UC and CC portfolios -- including all of the relevant products Avaya gained through its Nortel enterprise acquisition -- and the two companies will also collaborate on solution sets specific to the health care, life sciences and financial services markets.

"Customers struggle with how to implement UC in a way that meets their operational goals, and HP has some particular skills in their services arena to do just that," said Bruce Mazza, director, UC solutions marketing at Avaya. "Combined with the technology we have at Avaya, it can allow customers to accelerate and get down the path for a fuller UC deployment. We're thrilled."

HP will offer the Avaya products through its own UC&C consulting services practice. Other existing HP and Avaya partners may have opportunities in fulfillment, said Jay Chitnis, HP senior manager, strategic alliances.

HP and Avaya will be looking for other ways to involve partners that sell both HP and Avaya down the road, he said.

"This announcement is focused on the services aspect, but stay tuned for a lot more, especially about vertical market programs," Chitnis said.