Computer Dealer News: Avaya targets ISVs, Juniper: company going after emerging multi-billion busine

Avaya is trying to redefine business communications with a series of new products highlighted by Communications Manager 3.0.

Also part of the strategy is an expanded partnership with Juniper Networks and the channel.

According to company CEO Don Peterson, there is an emerging global software and services market for business communications applications it wants to capture. By next year it will be worth more than US$30 billion (US$13 billion in software and US$17 billion in services).

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The company's strategy will centre on its next generation of IP telephony software and applications.

"Do you remember a day when your organization needed an action item that only you possessed? Hopefully, they found you. We want to make this process happen more often and faster," said Peterso in a conference call to reporters.

"What we also want is to fit this process into individual businesses."

The announcement is similar to ones made by Cisco Systems and Mitel Networks.

Gartner analyst Jeff Snyder believes future real-time enterprises will combine intelligent, real-time communications with business applications through open standards with voice and other tools.

Wheeling and dealing

The new products include Avaya's IP telephony software and Communication Manager 3.0, a core part of the Avaya's MultiVantage communications applications.

When Wynn Las Vegas opened this month, the 45-story hotel and casino tried to set a new benchmark for customer service and convenience with an IP telephony solution. An integrated voice and data network enables it to provide centralized guest service functions throughout the hotel and its 2,698 guest rooms.

Michael Thurk, group vice-president, enterprise communications group for Avaya, said hotel ownerSteve Wynn developed what he calls the ultimate hotel resort in the world, and wants to delight all customers.

"What we looked for was workflow: When a customer enters the room (and) how they use the devices, no matter if they spend many weeks or months (at the resort)," he said.

"There are many ways the phone becomes the portal to the resort. There is access to all kinds of information and it can be used to read and pull down menu items from the many restaurants (inside the hotel). They can look up entertainment choices, and the staff are accessible seamlessly by guests at anytime (through mobile devices)."

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Avaya partnered with Extreme Networks, Juniper, Citrix, solution provider MPC Solutions to develop the intelligent solution for Wynn.

The solution, Thurk said, cuts down on service delays.

The Juniper/Avaya partnership centres on enterprise customers worldwide. Both companies will be able to resell each others' products and services. The two will develop converged solutions combining Avaya's enterprise communications and Juniper's security and routing products.

"The focus will be on the campus and branch solutions that tightly integrate with Juniper's routing technology. This give us a clear path to intelligent communications," Peterson said.

Avaya said more than 140 independent software vendors, systems integrators, are supporting the strategy.

Canadian participation was not available at press time.