Westcon advances channel enablement by training and certifying 18 Avaya Channel Partners

Westcon Group, a value-added distributor of category-leading unified communications, network infrastructure, data center and security solutions with a global network of specialty resellers, has advanced the enablement of its channel though the successful delivery of Avaya Professional Sales Specialist trainings and certifications to 18 of its reseller and system integrator (SI) partners. These trainings which have bolstered participating partners' knowledge and capabilities in Avaya SME-IP office and enterprise unified communications (UC) technologies were provided free of charge as a value-add by Westcon.

Commenting on Westcon's abilities that extend beyond the scope of traditional distribution, Tanya Lobo, Channel Director, MEA & Turkey at Avaya said, “Having a partner with capabilities and dedication that Westcon repeatedly demonstrates greatly enhances the value through the entire distribution chain. The trainings they have provided will enable their partners to approach customers with a watertight business case for the implementation of Avaya's technologies. This in turn will result in customer wins and benefits for every party involved.”

Manoj Panchal, Divisional Manager, Westcon Convergence said, “Our distribution model and award winning ‘Westcon Way’ - recruit, enable & grow- methodology goes well beyond simply providing IT products to the channel. Having highly skilled reseller and SI partners is an invaluable and fundamental asset to our organization as it helps us deliver the best solutions and the greatest value right down to the end customer. This is why we lay a great deal of emphasis on our value add services.”

Westcon conducted the trainings - Avaya Professional Sales Specialist, UC Fast Track and Avaya Professional Sales Specialist, SME Fast Track which were attended by 25 and 20 executives from partner organizations respectively. The training credentials validate that the candidate has basic-to-intermediary knowledge in selling Avaya products and customer focused solutions using best practices in selling and competitive sales techniques.

The courseware focuses on how to craft probing questions that help identify problems that form the basis of the proposed solution. Candidates are then taught how to leverage these insights in order to communicate the value of associated software, applications, and hardware and software-based service offerings, as applicable. The Avaya Professional Sales Specialist credentials are valid for one year and are reserved exclusively for Avaya channel partners and associates.

In addition to offering such training courses, Westcon demonstrates its commitment to its valued partners by offering its support in project bidding and other areas wherein they require assistance.