Avaya Extends Radvision Scopia Video to Connect Partners

All 10,000 of Avaya’s Connect channel partners worldwide will be able to add the Radvision Scopia video solution to their unified communications (UC) portfolios under an authorization program the vendor will begin in January 2013, company officials said.

Last March, Avaya plunked down $230 million for Radvision, a move that immediately doubled its video portfolio with the Scopia line of videoconferencing and telepresence technology, which Avaya said it would fold into its Aura platform. Channel partners are central to the deal’s ultimate success, with both companies keenly interested in how best to maximize the combined partner ecosystem.

To kick off the authorization of its channel partners for the Scopia line, Avaya already has fast-tracked Radvision accreditation for some 50 of its Connect program members with existing video experience or a strong interest in leveraging video for their customers, a process that will continue through the end of this year for select partners, according to an Avaya spokesperson.

“By incorporating Scopia video solutions into Avaya’s video portfolio, authorized partners can deliver greater value in video, with a wider reach,” said Tom Mitchell, Avaya senior vice president. “This will bring more affordable real-time collaboration video to more businesses, simplifying the ability to communicate anywhere, on any device and on any network.”

Radvision partners already operating under the vendor’s Eye-to-Eye partner program, which includes resellers, VARs and distributors, will not be disturbed by the Connect authorizations and will be invited to join the larger effort later this year, company officials said.

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.

John Lyons, the newly named chief executive at Avaya Connect partner North American Communications Resource (NACR), an Eagan, Minn.-based solution integrator, said, “By authorizing Avaya Connect partners like us to offer Radvision Scopia solutions, we have a unique opportunity to help our customers take full advantage of a new generation of video communications tools, and make real-time collaboration a significant driver of value throughout the enterprise. “

A number of Radvision Eye-to-Eye program members have joined the Avaya Connect program, company officials said.