Avaya has slashed its Australian and New Zealand distribution line-up from five to three following a review of its Avaya and Nortel channel partnerships.
Distribution Central and Westcon Group have been retained to carry the integrated Avaya and Nortel product set. ARN understands former Avaya distributor, Avnet, and former Nortel distributor, Ingram Micro, have been culled from the list. Niche player, VExpress, is believed to have secured distribution status for Avaya’s SMB product offering.
A close source to the company said partners and distributors are now being notified of the changes and a transition period is expected to be in place.
Distribution Central sales and marketing director, Nick Verykios, was pleased to be retained and was preparing to cater for expanding Avaya/Nortel product portfolio. Last February, Distribution Central set-up a new business unit, Unity Systems, to focus on unified communication solutions including Avaya’s entire product portfolio.
“It is business as usual with the Avaya range,” says Verykios. “Our engineers and sales people have become very familiar with current Nortel products that have been phased into Avaya.”
Westcon Group Asia-Pacific vice-president, Wendy O’Keeffe, was also delighted by the distributor’s appointment as a fully-fledged Avaya distributor across ANZ. She confirmed Westcon’s ongoing relationship with the vendor in five countries in Asia and said the pair launched Avaya in Indonesia in February.
Westcon was previously a Nortel distributor locally and regionally and held an exclusive agreement in New Zealand, but maintains distribution agreements with Avaya in the UK, US and Europe. Although existing global relationships were not part of the ANZ distribution criteria, O’Keeffe said it added weight to the long-term partnership.
Westcon will now look to quickly ramp up its Avaya skills base by seconding UK-based Avaya resources into the ANZ and regional teams. O’Keeffe praised the professionalism of Avaya’s integration Nortel’s channel and the distributor review process over the past five months.
“Avaya took a very professional approach – everyone knew what was happening, and we had to pitch for it,” she says. “I’m sure it was a difficult decision to make, but they’ve made the right one.
“We are fortunate and very happy about the relationship.”
ARN had placed requests for comment on the distribution changes from Avaya, Ingram Micro and Avnet at the time of publication.