Avaya Selects BlueRoads for Channel Management

Telecoms equipment company using solution as part of effort to meet aggressive revenue growth goals for the channel

Telecoms equipment company using solution as part of effort to meet aggressive revenue growth goals for the channel

San Mateo, CA — August 15, 2005 — Telecoms equipment company Avaya is using a channel management solution from BlueRoads as part of its effort to meet aggressive revenue growth goals for the channel, the solution provider announced today.

A global leader in business communications applications, systems and services, Avaya is using eDemand, a channel program powered by BlueRoads. Already, the solution provider said, Avaya has realized significant adoption rates by its business partners and, in return, a rapid return on value in line with the goal of capturing new market share and opportunities via the channel.

"We needed a systematic method which reflected input from our business partners that established 'rules of engagement' in order to build business partner relationships based on trust to drive channel revenue," said Gregg Kalman, sales vice president for channel strategy and programs at Avaya. "BlueRoads' deep-rooted experience in developing channel management methodologies that promote business partner participation made them the right solution as we continue to accelerate our growth through the indirect channel and increase our presence in the market."

To date, results from eDemand and BlueRoads have surpassed expectations, with Avaya already exceeding its 12-month pipeline visibility goal by 275 percent in less than 30 days. Additionally, BlueRoads said that the ease of use of the program and the open sharing of information increased the user adoption of Avaya business partner salespeople by 842 percent in less than 30 days.

"In today's competitive market, companies need to utilize the power of the channel to increase revenue and prominence in the market," said Axel Schultze, president and CEO of BlueRoads. "Avaya is a pioneer in establishing a trust-based channel program and BlueRoads is pleased to be the vehicle to achieve their vision."

Additional Articles of Interest

— For an in-depth look at how Nortel Networks is increasing the effectiveness of its lead management program, see the SDCExec.com article "Closing the Sales Loop at Nortel Networks."

— For examples of companies implementing warranty management solutions to reduce costs and improve product quality see the SDCExec.com daily news items on Carrier, auto supplier ArvinMeritor, retailer Sears and appliance manufacturers Whirlpool and Sub-Zero deploying these types of solutions.

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