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Avaya adds Rocom as SMB distributor

by Stuart Wilson, Tuesday 1 April 2008

IP telephony player Avaya has named Rocom as a UK distribution partner for the vendor’s portfolio of small and medium business (SMB) products. AT Communications Group (ATC), the AIM-quoted parent company of Rocom, expects the deal to deliver a minimum of US$14m in additional revenues during the first two years.

Mark Mitchell, VP EMEA channels at Avaya, said: “The partnership between Rocom and Avaya represents a key element of our UK growth strategy for 2008 and beyond. Rocom’s ‘total distribution’ capability compliments the Avaya channel model perfectly.”

According to ATC, the deal represents the first time in the last four years that Avaya has appointed a new UK distributor. ATC claims that its ability to offer a full service capability – including installation and maintenance through its Servassure division – was instrumental in winning Avaya rights.

Alex Tupman, CEO at ATC, said: “’I am delighted to announce another significant contract win with Avaya, which will deliver over £7m (US$14m) of revenues to the Group over the first 2 years. This is a huge win for ATC as it reflects our ability to work with global multinationals and provide them with a complete service from product distribution through to installation and maintenance.”

“This contract reflects the success of our end to end capability and will underpin our future growth as we secure larger and high margin business. I look forward to reporting further success in due course,” Tupman added.

Avaya’s SMB business has been strong in recent years and the company is committed to growing this section of its activities at an exponential rate. Avaya’s global SMB footprint covers more than 39 million users, of which more than 3.5 million connect with Avaya IP Office.

ATC Group consists of several divisions that operate independently but share resources at a divisional level to ensure there is no duplication of effort. ATC Group includes systems integration arm ATC Solutions, third party service provider Servassure and distribution outfit Rocom. ATC’s Rocom division recently won a two year UK contract to supply communications kit to online retailer Amazon.

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