#21 Newsmaker of 2009: Mary Whittle of Avaya Canada

Since stepping into the shoes of Steve Bielawski when she became Avaya Canada’s new channel chief early in 2009, Mary Whittle’s first year has certainly been an eventful one for the company.

While the former Ingram Micro and Motorola executive was busy refreshing Avaya’s relationship with the Canadian channel around three Cs — coverage, competency and capacity – the parent company made several significant technology announcements, launched a program to poach partners from ailing rival Nortel Networks, undertook a company-wide reorganization to make the channel its primary route to market, and won the auction for Nortel’s enterprise business with a bid of US$900 million.

Just before Whittle came aboard, Avaya Canada set the ambitious goal of growing its channel business from 55 to 90 per cent within three years. The Nortel acquisition will help and so will Avaya Connect, the new partner program launching in February 2010. Whittle intends to be selective in growing the partner base, however.

“We have to be judicious about this and be careful about who those partners are. We need to make sure partners have the capability of selling and installing our products,” said Whittle. “We want to make sure both sides are successful so everybody wins. I’ve never seen a vendor who took on a channel-centric focus who didn’t exceed even their own expectations.”

Would you recommend this article?


Thanks for taking the time to let us know what you think of this article!
We'd love to hear your opinion about this or any other story you read in our publication.

Jim Love, Chief Content Officer, IT World Canada

Featured Download

CDN Staff
CDN Staffhttps://channeldailynews.com
For over 25 years, CDN has been the voice of the IT channel community in Canada. Today through our digital magazine, e-mail newsletter, video reports, events and social media platforms, we provide channel partners with the information they need to grow their business.

Related Tech News

CDN in your inbox

CDN delivers a critical analysis of the competitive landscape detailing both the challenges and opportunities facing solution providers. CDN's email newsletter details the most important news and commentary from the channel.