Avaya Expands Midmarket Push With Scaled-Up IP Office


Avaya on Tuesday confirmed a new version of IP Office, its UC system for small and midsize businesses (SMB), that makes the system's single-site user capacity more than two and a half times larger and enables Avaya to better target midmarket users that are too small for its enterprise-grade UC products.

The 8.1 release of IP Office, which is sold by Avaya 100 percent through the indirect channel, can serve small businesses as tiny as 5 employees or scale up to 1,000 users in a single location, up from the previous software's 384-user single-location capacity.

The lines have blurred between the types of midsized customers best served by IP Office and mid-to-larger enterprise customers investing in Avaya's higher-end Aura Communication Manager and other Aura products, Avaya executives said.

"This is now something more relevant to sell to midmarket customers," Brad Gifford, Avaya senior director, SME Go-To-Market, told CRN.

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New to IP Office as of 8.1 is the Avaya Flare Communicator for Apple iPad or Windows-based laptops, an option previously available only to large enterprise Avaya UC customers.

IP Office users also get centralized management and licensing capabilities for managing their multi-site communications infrastructure, a number of new security options for IP Office, including a version of Avaya's Aura Session Border Controller tailored for SMB use, and automated network setup for IP Office when paired with Avaya's ERS 3500 data switches. Interoperability between IP Office and the Scopia video endpoints Avaya acquired with Radvision is also coming.

A majority of Avaya's partners that sell IP office only sell that Avaya platform, according to Mark Monday, Avaya vice president of collaboration platforms. But, they are also unlocking larger-capacity opportunities in the traditionally defined midsized enterprise where IP Office would be a fit.

"The truth is that a lot of these CEOs of [SMB] customers, they don't always define themselves by the number of seats, so we have to look at how to give partners the option to take this line and be comfortable selling it to any of these types of customers," said Karl Soderlund, Avaya vice president, U.S. channel sales. "We need to be able to adjust accordingly."

Chris Atha, director of business development at AdvanTel Networks, a San Jose, Calif.-based solution provider and Avaya Platinum partner, said AdvanTel is already selling the 8.1 release and that Avaya was right to target a larger slice of the midmarket with IP Office.

"We've seen a strong interest in the product from what you might call everyday enterprise: customers that aren't small but aren't yet Fortune 2000-size," Atha said. "This is a feature set appropriate for them -- they can get their arms around it, whereas sometimes the applications in the enterprise platform can be too complex for them."

NEXT: Avaya's UC Portfolio Targeted To Provide Partner Options