In his first keynote to Avaya partners since taking the company reins in January, Avaya's President and CEO Kevin Kennedy said that Avaya's pending acquisition of Nortel's enterprise business would accelerate Avaya's channel plans significantly. If all goes well, he suggested, Avaya will be an 85 percent indirect sales company within two years -- half the time it would take, he estimated, if Avaya was continuing to push its channel agenda without Nortel's assets.
"Our channel focus is not a sales strategy, it's a company strategy," Kennedy said during an opening keynote to the 950 or so partners attending the conference. "We realize we have a long way to go to be what we think we need to be in the industry. Pending the Nortel acquisition, we expect another increase in relevance."