Voda One Helps Avaya VARs Tackle Homeland Security

Called Federal Edge, the program includes lead-generation tools, sales and product training for government customers, access to General Services Administration (GSA) schedules, and regional conferences based on homeland security and business-continuity solutions, said Eva Fujan, vice president of sales and marketing at Voda One, a Pittsburgh-based arm of distributor Westcon Group.

In recent months, Avaya, Basking Ridge, N.J., has moved more government leads to the channel, Fujan said. "They've authorized more resellers to sell off their GSA schedule to get more market coverage in federal offices outside D.C. Avaya wanted more of a local presence with those agencies, and they didn't want to add a bunch of people to do that," she said.

Avaya's indirect government business has risen 50 percent this year, said Susan Padalino, the company's channel sales director for government solutions. "We needed a much larger geographical representation. The most immediate and effective way to cover federal government was our indirect channel," she said.

Government customers are showing considerable interest in converged communications, said Dendy Young, CEO of GTSI, a Chantilly, Va.-based government solution provider. "It is an important component of our business today, and we see our customers tracking the trends in that area," he said.

As part of Federal Edge, Voda One launched Avayasolution.com, where government buyers can learn about Avaya solutions and solution providers in their area. Voda One also plans to host 10 seminars for government CIOs and purchasing agents in which solution providers can showcase their skills at free booths. Avaya solutions will be featured as well, including a $25,000 backup phone and data system that Voda One bundled for solution providers to sell.

"It's shippable and mobile. Our resellers can help them recover their communications within 20 minutes off-site," Fujan said.

Voda One hired Input to monitor spending opportunities so it can pass on leads. Input estimates the DHS will spend $3 billion to $7 billion in the next three years.

AMY ROGERS contributed to this story.