Cloud driven SMB strategy will drive Avaya India to expand channel presence

Infotech Lead India: Avaya announced its SMB strategy for India. Cloud being offered at $20 per month is the backbone of Avaya’s SMB plans.

As part of strengthening its business from SMBs, Avaya India will enhance its channel presence in the country.

Avaya India is in the process of revamping its channel plan to beef up distribution. The company will have 35 new channel partners under 8-10 master resellers. Redington and Beetel are Avaya’s national distributors.

The plan to add new master resellers to the channel system will improve business. However, Avaya will not remove the existing channel partners of around 200, according to Adil Doctor, director SMB Sales – Asia Pacific at Avaya.

India is a price sensitive market. At present, Avaya does not have financing model for its SMB customers in India in line with Dell or IBM. But Avaya promotes Cloud solutions which do not require huge upfront payments.

The company is expecting 50 percent revenue growth this year as well. In fact, Avaya has been growing at more than 50 percent in the last 2-3 years.

Bradley Gifford, senior director, Global Channels at Avaya

At present, 6-7 percent of Avaya India’s income is coming from SMBs. Globally, SMB business contributes to 15-20 percent to total revenue. “Our target for India is to achieve similar levels,” said Bradley Gifford, senior director, Global Channels at Avaya.

Avaya also sees significant demand for video.

Bradley Gifford of Avaya said 60 percent Indian SMBs want video. Avaya’s Radvision video solutions are assisting Indian SMBs to improve collaboration and revenue.

Adil Doctor of Avaya said India’s slowdown is not reflecting in IT spend. Manufacturing, education, hospitality, healthcare, etc. will continue to see traction.

Adil Doctor

Avaya is spending around 16 percent of its revenue on Research and Development. It is expecting that its solutions for BYOD environment will assist Indian SMBs as well.

Recently, Avaya announced a new real-time collaboration solution for crisis management in BYOD environments. The new solution helps organizations and businesses reduce negative impacts from unplanned events by enabling fast, coordinated communication and collaboration across any endpoint.


Recently, Peabody Orlando Hotel has deployed Avaya network. Peabody Orlando Hotel has upgraded its convention center and expanded hotel to an always-on network and its current annual earnings are around $300,000 from convention center services.

Avaya has launched Avaya Aura Conferencing 7.0, the new version of its conferencing solution. It also launched the Avaya Flare Experience for Apple iPad tablets and Microsoft Windows-based PCs and laptops, along with a new version of its Avaya Aura unified communications platform and expanded mobility for the Avaya Communication Server 1000 (CS1000).

A recent Avaya survey said 32 percent of respondents use social media for customer service interactions in India. Social media usage in customer service interactions in India has been gaining momentum. 32 percent use social media and/or an online forum for a customer service related query.