Avaya Roads caters to the reseller community – new and the existing ones. It supports the sales people within the reseller community and incentivises the distributors. Normally, the programmes are either designed for the partners or the distributors but this programme involves all the key stake holders of the partner ecosystem to drive and get incentivised.
What does it stand for?
ROADS stands for Recruited, On-Board, Authorise, Develop and Sustain partners. Avaya looks at recruiting partners in two folds. One is that the company looks at the gaps in the market from the coverage point of view and recruits the new partners and enables them to grow. Second part is that the company looks at the existing base and gives them opportunity with focus and dedication to help them grow. It is a handholding programme for three years with various phases. It is basically for those partners who clock turnover cap below 20k mark but Avaya also looks at the partners who are under the cap of 100k and equips them to grow their business to half a million mark.
On the on-boarding part, Avaya develops skillsets of the partners and makes them acquainted with the value propositions of the solutions so that they become strong enough to address the market. And automatically these partners become Authorised Partner of Avaya and get empanelled with Avaya Connect, which enables them to access benefits in terms of pricing, marketing support, PR activities and back-end support as well.
Avaya then develops these partners through Blitz, which helps them close the deals. The company engages external coaches to help them develop customer-calling capability and closing skillsets. The key in this is that every time they attempt the customer-calls, Avaya people monitor them in order to guide them close the calls. That way Avaya develops their confidence, pipeline and reach to the market.
Finally, the company ensures the statuesque is maintain with the partners; therefore, ensures regular communication with them through tele-calling and telemarketing. We also engage an external company to give a progress update of the partners and also constantly give them updates about the schemes to grow them.
What is the attraction point for the partners to get hooked to Roads?
What is nice about this programme is that once the partners go through this programme, they can make close to 15 thousand dollars by going through the whole step. The reason we are putting the money is that we want them invest this money back in training for themselves. Because they understand Avaya, opportunity in the market, technology available from us, so we want them to go into the bigger market. Then the distributors come in and co-invest with them to grow and give them the foundation, skills, ecosystem to build the market.”
Along with our trainings, the distributors keep on doing regular trainings in order to keep them abreast with our programmes. The distributors also have their own incentive programmes to push the sale. We put the distributors as the game planners as they need to bring some X dollars to Avaya through these partners and Avaya in return gives them back some Y dollars.”
How do the partners get money?
There are two phases. On the revenue of 1.5 million dollars they earn, they get 40k dollars and on 3 million dollars earning, they get 90k dollar. In addition to this, the sales people across the regions register their wins and the first twenty wins receive good incentive. And, any of the partners in this programme hits 200k dollar mark gets enrolled into Achievers’ club.
The gist of the programme is that normally the distributors runs their business on three percent. In addition to that the distributors can achieve another three percent if they sell 3 million dollars, which is very strong motivator for the distributors. This is also applicable for the partners. Their regular business goes on, anything comes through this programme is on top of that.
