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Newsmaker #20 Renzo DiPasquale, Avaya Canada

Infrastructure

Renzo DiPasquale, the former channel chief of Avaya Canada, was all over the community in 2013. From January on, DiPasquale was the guiding force behind bringing the popular U.S. channel program GrowRight to the Canadian channel in 2013.

Renzo DiPasquale

Renzo DiPasquale

The GrowRight program was followed up with a new lucrative deal registration bonus.
DiPasquale may have been working fast, but it seemed the channel was still stuck in slow motion. To alleviate that, he got creative and introduced a major initiative that would see the networking vendor streamline the channel’s access to the entire line of unified communications, contact centre, networking, and SME products along with new pricing and solution quoting.

Called Avaya One Source, this new initiative was made available to channel partners and distributors and helped to dramatically reduce the complexity of product selection and pricing.

With Avaya One Source, DiPasquale reduced 1,400 Avaya material price groups down to 13, while combining more than 200 separate pricing catalogs into one. During this process Avaya also standardized global pricing and discounting along with special pricing for those competitive bidding situations. One Source also included graduated discounting based on partner levels.

DiPasquale’s good work in 2013 was reward by being placed on the board of directors of the newly created not-for-profit association Canadian Channel Chiefs Council and internally at Avaya with a promotion to vice president of enterprise sales for the subsidiary.