Channel anticipates UC opportunities in 2010, says survey

The channel is confident of a recovery in 2010, according to latest research from Avaya.

The survey of Avaya resellers indicates that next year will be marked by customer investment in existing ICT projects, and that Unified Communications (UC) and VoIP technologies will offer the most opportunity for businesses.

According to the survey, 63 percent of channel partners surveyed expect demand to ‘turn the corner’ in the coming year, with 32 percent anticipating that it will happen in the first half of the year. In taking advantage of the upturn, 38 percent believe that UC will offer them the most opportunities in 2010, with VoIP next in line at 23 percent.

However, as demand recovers customers will remain cautious and three quarters of Avaya’s partners believe their clients are looking to extend and invest in existing systems rather than ‘rip and replace’. Customers are telling the channel that they have identified selected investment in projects to drive productivity (29 percent) and reduce operational expenses (36 percent) as the key strategies for the next 12 months.

Aside from UC and VoIP, the take-up of virtualisation (16 percent) and software-as-a-service (10 percent) were identified as the trends offering the channel the best opportunities in 2010. Comparatively few saw such drivers as the consumerisation of business IT and the greening of IT as a good bet (1.5 percent and 2 percent respectively).

“Our partners are overwhelmingly positive about the year ahead and see a range of opportunities open to them. Obviously we’re pleased about confidence in the areas of UC and VoIP but the focus on virtualisation is also interesting as this will be the de facto method for Avaya to deploy applications going forward,” said Jeremy Butt, vice president, worldwide channels.

Other findings from the survey include:
•           11 percent of Avaya’s partners believe demand won’t recover until 2011, though 10 percent claim that the turnaround has already happened
•           More than twice the number of partners believe reducing opex rather than capex is a key strategy for their customers in overcoming the economic environment (36 percent and 14 percent respectively)
•           Only 2 percent of partners believe growing regulation and compliance issues will create opportunities for them in the coming year
•           30 percent of partners believe the most important aspect of working with a vendor is the experience of fair and genuine partnership, with support for customer issues second at 28 percent

354 Avaya partners were surveyed across EMEA, including the UK and Ireland, Germany, emerging markets (MENA and South Africa), CEE, CIS and Western European countries, between October 7 and 31.