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Many Avaya solution providers see Avaya's full portfolio push as a strategic advantage.
"You talk about selling across the portfolio, there are so many tangential applications and solutions when you're talking about UC, integration into contact center, and a good data story," said Dan Whalen, vice president of engineering at Carousel Industries, an Exeter, RI-based solution provider and Avaya Platinum partner. "I agree with the messaging from Avaya."'
Strategic Products & Services (SPS), a Parsippany, N.J.-based solution provider and Avaya Platinum partner, has been offering Avaya's full portfolio for years.
Avaya has gotten serious about aligning its services and potential cloud-based opportunities with the technologies it wants its partners to sell, said Jim Maynard, vice president of sales for SPS.
"They want to be in a position to support people who want to deliver cloud-based services," Maynard said. "We want to support those and we want them to do it with our infrastructure and our tools."
During the conference, Avaya executives frequently cited the need to move away from point product sales and toward line-of-business solutions-based selling. Avaya VARs and distributors concurred that designing customer solutions is more about business use cases and architecture versus technology reselling.
"We keep talking in terms we're familiar with," said Lynn Murphy, senior vice president of U.S. and Canada for distributor Westcon Group. "Hearing Avaya boil it down into business solutions with technology behind it, I think we have to do the same thing."
"Part of our approach to solutions selling is that to be successful in this market, you have to defeat the technical jargon we have in our industry," said Ken Gent, president at Sunrise Solutions, an Annapolis, Md.-based solution provider and Avaya SME-focused partner. "It's building something based on their needs."
NEXT: Avaya's Tech, Data, Services Strategies Take Hold