Westcon announces RapidRamp initiative for Avaya-Nortel integration 28 February, 2010 By Mark Cox

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RapidRamp features both a broad range of in-person courses taught by industry professionals, as well as 'on-demand' content modules. Once enrolled in RapidRamp, resellers can choose from beginning or advanced coursework in three basic curriculum channels: operational, sales and technical. Each course is taught by qualified personnel from Westcon Convergence, Avaya and Avaya Partners. Typical course titles range from "Mid-Markets Solution Selling" to "Avaya Solutions Designer One On One," and are delivered as webinars, module downloads or in classroom settings.

"The level of commitment for the partner here really depends how much business they do with Avaya," said Lynn Smurthwaite-Murphy, Vice President, Westcon Canada. "For partners who just sell occasional Nortel switches, they just need to know basic ramp up information. Partners who have a much larger business with Avaya coming from Nortel will typically have to do some combination of all three curriculum channels."

Smurthwaite-Murphy said that RapidRamp has both required and recommended material.

"There are options, and while the technical certifications are generally done in person, we feel that as much as they can do self-paced and on their own time, the better," she said. "We have webinars that are archived as well."

Resellers enrolled in RapidRamp are provided with a wide array of strategic resources -- not just the course content, but also dedicated account managers, business development managers and onboarding experts to ensure their specific business needs are being addressed.

"There are quite a few steps a partner who is onboarding has to go through," Smurthwaite-Murphy said. "To get the ability to articulate both Nortel and Avaya solutions there is a logical sequence you have to go through, not just sales or technical but operationally -- configuration, using tools, getting business transitioned from Nortel to Avaya. We map the transition out logically for them and walk them through it step by step."

The extent of the expert guidance is determined by the scale and scope of business partners will be doing with Avaya through Westcon, Smurthwaite-Murphy said.

"The size of their business with Westcon and the type of business they do is important," she said. "Those who don't sell as much won't need the one-on-one hand holding that a partner much more involved will handle."

RapidRamp follows up the Avaya New Partner Boot Camps in the U.S. and Canada which Westcon Convergence launched following Avaya's recent acquisition of Nortel. These two and a half day events provide new Avaya Partners with a detailed road map of Avaya product and services, while providing a path for current Nortel partners to become Authorized Avaya Partners.

"It's in everyone's interest that partners get through RapidRamp as fast as possible and get back to productivity and selling," Smurthwaite-Murphy said. "The resource is documented step by step with everything they need to know. The fact that Westcon has crosstrained all our Nortel and Avaya legacy resources, and that there is a combination of self paced aids and in-person resources to guide a partner will facilitate this."

To learn more about the RapidRamp Training Program, visit http://convergencepoint.westcon.com.