Name:
Tanya Lobo
Company:
Avaya
Designation:
Distribution Director, Global Growth Market
Years in the company: 14
Years in the channel: 8
Biggest channel achievement till date: R.O.A.D.S ( Recruit – Onboard – Authorise – Develop – Sustain the channel) initiative targeting market GAP coverage and white space development.
Development of the distributor community from volume to value focusing on recruitment, partner development, and marketing and solution selling
Your mentor in the industry: Nidal Abou- Ltaif, President for Avaya, AsiaPAC, Middle East, Africa
Company focus for 2015: Energising, motivating, rewarding and empowering the channel to address the fast pace technology adoption
Percentage of channel sales: 95 per cent
Technologies to drive regional channel growth: Mobility enablement, security, cloud-ready communication solution and networking
Issues in the regional channel: Lack of investment to develop skills
Key to grow profitably: Outcome based selling that focus on addressing the customer expectation
