As a leading communications equipment company, Avaya sells its IP-telephony and networking solutions to customers through a direct sales force as well as a large, accredited partner network.

In order to maximise the effectiveness of the partner channel, particularly in relation to solution sales, Avaya asked SQN to work with a number of UK partners to identify and implement programmes to drive incremental sales.

Working with a handful of UK partners, SQN identified market opportunities, developed sales and marketing materials and implemented campaigns to generate business in areas including contact centres and small and medium business applications.