Channel anticipates year of UC opportunity as customers invest for success

A new survey of channel partners by Avaya suggests the channel is confident of a recovery in 2010, and that customers will invest in existing systems for projects that drive productivity and reduce operational expenses. At the top of the list, partners indicated that unified communications and VOIP technologies offer the most opportunity for their business and for meeting customer objectives.

According to the survey, 63% of channel partners surveyed expect demand to 'turn the corner' in the coming year, with 32% anticipating that it will happen in the first half of the year. In taking advantage of the upturn, 38% believe that unified communications (UC) will offer them the most opportunities in 2010, with voice over IP (VOIP) next in line at 23%.

However, as demand recovers, customers will remain cautious and three quarters of Avaya's partners believe their clients are looking to extend and invest in existing systems rather than 'rip and replace'. Customers are telling the channel that they have identified selected investment in projects to drive productivity (29%) and reduce operational expenses (36%) as the key strategies for the next 12 months.

Aside from UC and VOIP, the take-up of virtualisation (16%) and software as a service (10%) were identified as the trends offering the channel the best opportunities in 2010. Comparatively few saw such drivers as the consumerisation of business IT and the greening of IT as a good bet (1.5% and 2% respectively).

“Our partners are overwhelmingly positive about the year ahead and see a range of opportunities open to them. Obviously, we're pleased about confidence in the areas of UC and VOIP, but the focus on virtualisation is also interesting as this will be the de facto method for Avaya to deploy applications going forward,” said Bridget Kelly, country manager, Avaya South Africa. “Customers' desire to invest in legacy systems is also good news for our partners, who can offer a solution in the form of Avaya Aura, which preserves their investment today, reduces expenses and provides the next-generation communications platform as they move forward.

“Our recently-announced Worldwide Channel Programme - Avaya Connect - will support our partners in taking advantage of the opportunities 2010 will present, and provide them with the support for demand-generation, solution and sales training they've indicated is critical for their success.”

Avaya announced Avaya Connect, its global programme to drive greater profitability and growth for channel partners, at its 2010 EMEA Partner Conference in Prague, Czech Republic. The conference was attended by over 500 delegates, who represented 380 partners throughout the region.

Other findings from the survey include:

* Eleven percent of Avaya's partners believe demand won't recover until 2011, though 10% claim the turnaround has already happened.
* More than twice the number of partners believes reducing opex rather than capex is a key strategy for their customers in overcoming the economic environment (36% and 14% respectively).
* Only 2% of partners believe growing regulation and compliance issues will create opportunities for them in the coming year.
* Thirty percent of partners believe the most important aspect of working with a vendor is the experience of fair and genuine partnership, with support for customer issues second at 28%.

Notes to editors:

Three-hundred-and-fifty-four Avaya partners were surveyed across EMEA, including emerging markets (MENA and South Africa), UK and Ireland, Germany, CEE, CIS and Western European countries, between 7 and 31 October.