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back to article Avaya UK boss tears UK channel partners list in HALF

Anyone in Avaya UK's direct sales force wanting to bypass the channel must justify it to recently landed country chief Simon Culmer. It seems that Culmer, who pitched up at the unified comms vendor in May is staging something of a channel love-in – but not all of the current 800 resellers/integrators will be smothered with …

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  1. The Godfather
    Mushroom

    Hokey-Pokey

    Channel Centric' in today's parlance is a contrite way of saying 'sorry folks but we do want to pick some direct business when we want to'. In any environment, cutting out the smaller players (who could otherwise have become big) may make sense short term but as time progresses, this strategy often back-fires.

    "You put your left leg in. You put your left leg out.

    Put your left leg in and you shake it all about.

    You do the hokey pokey and you turn yourself around.

    That's what it's all about".

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