Being a channel director in this setting is akin to conducting an orchestra . partners carry significant importance . This is because , within the Latin American business culture , trust established between individuals and the level of trust within institutional relationships between companies hold equal importance . Our region places great emphasis on social connections and this aspect is distinctly reflected in our business interactions .
How do your partners deliver Avaya solutions to end-users ?
Our strategy of ‘ Innovation without Disruption ’ encapsulates how our partners deliver Avaya solutions to end-users . The lessons learned during the pandemic underscore the importance of avoiding disruptions in the adoption of technology to create memorable experiences . This is why our partners provide solutions tailored to each client ’ s situation , offering both OPEX and CAPEX models , on-premises and cloud solutions . This sends a clear message to the market : ‘ Set your timeline , move at your own pace and unlock unique capabilities to propel your business forward .’ It is all about moving forward your way , making your choices , setting your pace and achieving your success !
How do you ensure channel partners flourish in a highly competitive market ?
We collaborate with our partners in three key development areas : 1 . Human factor : Our focus is on enablement programs . These programs empower our partners to transform their sales teams into business consultants and their technical support teams into experts in integrating and operating next-generation solutions .
2 . New business models : The array of technological offerings is vast and ripe for reshaping how we work and serve our customers . The challenge lies in making this technology accessible to the Latin American market . Adopting new servicebased models is the key to achieving this accessibility , allowing customers to embrace technology at their own pace .
3 . Demand generation : The evolving telecommunications market presents both significant growth opportunities and threats , with new competitors emerging rapidly from the software world . To thrive , we must expand our customer base . Hence , a joint marketing plan becomes crucial , enabling us to connect with new decision-makers within our existing customer base and reach out to new customers . Innovation can emerge in any aspect of a company and all are seeking ways to digitize their business relationships . This presents a significant sales opportunity for us .
What are the latest trends you see emerging across the channel ?
The top five trends I see emerging in our industry are : 1 . Cloud-based customer experience solutions 2 . Generative Artificial Intelligence in contact centres 3 . Virtual office / hybrid use cases 4 . Communications APIs for business : Enabling businesses to create highly personalized experiences for their customers , enhancing connectivity and engagement .
5 . Innovation without disruption : Customers are seeking innovative solutions that do not disrupt their dayto-day operations , emphasizing the importance of seamless integration and adoption .
Which regions do you see offering the most opportunities for your company ?
In today ’ s global economic landscape , marked by challenges such as the conflict in Ukraine , inflation control , escalating interest rates , nearshoring and the repercussions of climate change , the Latin American region stands out as a distinctive growth prospect for Avaya . Countries like Brazil , Mexico and Colombia present unique opportunities .
Furthermore , within vertical solutions , Avaya boasts high adoption rates , particularly in offerings like our Avaya Experience Platform ( AXP ), a public cloud solution designed to empower companies of all sizes to innovate seamlessly , introducing new features for both customers and employees without disruption . This solution aligns with the evolving needs of businesses , making it an invaluable asset in today ’ s dynamic landscape . •
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