Following the market trend as a result of the growth of e-commerce – in 2015 alone, according to E-bit, the sector earned R$ 41.3 billion, which means an expansion of 15% over the previous year – Avaya, a supplier global provider of communication software, collaboration and services for companies of all sizes and around the world, partners with TI Mix, specialized in the sale of online solutions, which together with Westcon, a company that distributes technology and leading solutions for market in unified communications, network infrastructure, mobility, data center and security, takes its products throughout Brazil through digital sales.
“Our goal with this partnership and new go-to-market is to enable our solutions to reach even more customers. Adherence to e-commerce is fully aligned with changes in the way companies buy and has to do with the Digital Transformation we are all going through in recent years – in all sectors – and this will certainly contribute positively to sales and recognition of Avaya's solutions and brand”, says Marcia Golfetti, Avaya Brasil's Channel Director.
The initiative was possible thanks to the development of the sales platform via TI Mix's website, integrated in real time with Westcon's inventory information, which handles all the logistics of purchasing Avaya products and distributing them to the channels. “We developed a website where companies and traditional resellers can buy software or hardware, according to their demand. Based on the results we have had with the business, we can say that we have met a real market need: in the last year alone, we had a growth of 100%. Our expectation is to grow 100% annually, says Guerino Macanhan, TI Mix Director.
The platform developed by Westcon and integrated into the TI Mix website allows for more agility and security in purchases, as it distributes and controls the entire stock of products. According to Marcelo Murad, from Westcon, having a reseller in this format is innovative and pioneering, even more so because the market is lacking in services like this that guarantee simplicity in choice and speed in delivery.
“We know that, although promising, B2B e-commerce still has a lot to mature and grow worldwide. When we designed this sales strategy, the goal was also to give small businesses faster access to solutions. In a very short time, we have seen a significant growth in sales, as these are high-turnover and low-complexity products”, adds Marcelo Murad, Westcon's director of products and marketing.
Westcon, a Westcon-Comstor group company, is a value-added distributor offering market-leading unified communications, infrastructure and security solutions worldwide through specialized sales channels. Westcon-Comstor has employees in more than 60 countries around the world and creates unique programs to support our channels to accelerate business completion. At all levels of Westcon-Comstor's organization, relationships with sales channels allow them to receive the support best suited to their needs. From logistics and customized financing solutions to pre-sales support and technical and engineering assistance, we work together with our partners to respond with agility and speed to market changes, in order to provide rapid profitability for resellers. Westcon-Comstor's product portfolio includes solutions from some of the most significant global manufacturers, such as Cisco, Avaya, Polycom, Check Point, F5, Palo Alto and Blue Coat, among others.
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