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TENSAI

AVAYA
CASE STUDY

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About
AVAYA

Avaya is a global technology company specializing in cloud communications, contact centre, and collaboration solutions. 45,000 Enterprise and SMB Solutions, 1,800 Account Managers, 1,500 Solution Sales, 1,000 Technical Professionals
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CHALLENGES
FACED

Avaya encountered bandwidth issues in engaging with its top transacting partners and new partner enablement activities
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AVAYA

01.

ABM FACTS

96% businesses expected an annual revenue increase directly linked to marketing initiatives within their partner networks

02.

CAMPAIGN TIMEFRAME

3 months

TENSAI

TENSAI’S STRATEGY & GOALS

01

Segregating Transacting & Non-Transacting Partners

Avaya had shared 300 partners divided into regions & asked to drive the campaign, end-to-end for the entire quarter to get desired results.

02

Region-wise segregation & activity planning

Tensai could figure out 5 regions majorly that needed enablement & engagement for partners and shared a plan of action with Avaya accordingly regions targeted – West, North, East, South & RON region.

03

Series of activities planned & executed

Following activities were executed simultaneously in series in the above regions mentioned:
• Pre-sales, Sales & Technical Trainings with end-to-end execution & progress tracking campaign
• Distributors Meet (Conference followed by entertainments & reward winning quizzes related to the solution they wish to focus on during the quarter)
• Partner Summits (2-day off-shore engagement with theme of “DIRECTOR ONLY Event” to drive business growth with new onboarded partners)

Results

Avaya could enable transactions with new partners in the entire quarter with 45-50% rise in revenue generated through the above list of partners. Avaya had more than 75% partners technically sound with strong pre-sales to support end-to-end sales. They decided to run multiple demand generation campaigns from the next quarter.
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