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CRN Interview: Avaya Channel Leader On Breaking Down Barriers To Growth After Bankruptcy

Now that the Avaya has emerged from bankruptcy, U.S. channels executive Gary Levy says he's ready to kick partner recruitment and cloud-based business models into high gear.

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Are those partners adding vendors to their roster, are they defecting from competitors, are they new to the space?

I would actually say it's folks who are new to the space. It's folks who have in the past sold on a recurring revenue-type model, or partners who have adjoining or adjacent-type technologies. There are many other cloud solutions out there that are not related to our business. When a vendor or an aggregator or an agent is selling cloud solutions, why not add on a collaboration solution? Why not add on a contact center solution, or a UC-centric solution. We've been looking toward those types of partners, whether they are systems integrators, or service providers, or it can be a business that is selling something in a cloud model but wants to attach a best-in-class communications solution to that. Cloud is about stickiness, and if they're selling something else, but haven't been into our space, we're going to get them into our space. We're going to make it easy for them with our business development team and our strong distribution network.

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