“Partners are very excited about the technology, especially because it supports SIP and [is] standards-based, so it’s easy to provide interoperability quickly,” Romano said. “Any video-capable clients can dial into a Radvision MCU and sit in on conferences with full continuous presence.”
As unified communications becomes more a serious discussion among channel partners and customers -- and video becomes a critical element of UC strategies -- Avaya believes having a fully interoperable videoconferencing solution will open new markets for partners.
The first phase for Avaya in integrating the technology into its channel base is actually introducing it to its channel base -- Romano noted before it was acquired, Radvision never really built a channel. “When we became a branded company that was definitely an issue for us in the United States. So when Avaya bought us we needed to ramp up our U.S. presence so we’re focused on onboarding Avaya’s channel partners,” he said.
In its first phase the company identified 10 key distribution partners, then has gradually brought on resellers to reach its current count of 120 partners. Romano said Radvision’s initial focus was on partners who are already familiar with video: “The thought there was [these partners] know video, they understand it, and so they’d be able to move quickly on to the Radvision brand,” he noted.
Come January, all of Avaya’s Connect partners will have the opportunity to become authorized to sell the Radvision Scopia technology. Scopia-authorized Avaya partners will be required to meet certain training and staffing requirements, invest in demo equipment and pass a services assessment. In exchange, they will receive top-tier levels of technical support, services integration and training to incorporate video into a UC solution, according to Avaya.
Romano noted Avaya still has a bit of work to do to integrate the Radvision technology to create a common experience across all clients. “We don’t yet have integration to data and common rosters so that’s being worked on to provide a much tighter level of integration,” he said. “We will be rolling it out over time and across the different products.”
But even with the current voice and video integration, the Radvision and Avaya technologies are opening new opportunities for both UC-focused channel partners and video-focused partners.
“Bringing the two worlds (videoconferencing and voice) together is something Radvision and Avaya can do,” he said.