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Avaya CEO Jim Chirico On Beating Inertia And How Cloud, Subscriptions Will Cultivate Channel Growth

“I need the channel to sell the new,” Avaya's CEO Jim Chirico told CRN while discussing the UC giant’s pivot in favor of cloud and subscriptions to help Avaya return to growth.

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The Importance Of Partnership

Avaya CEO Jim Chirico and his team had to hustle to turn around a company that in 2017 filed for bankruptcy. But Avaya has turned over a new leaf and is laser-focused on its new approach to the unified communications and contact center market by zeroing in on the cloud and a subscription-based buying model.

Avaya has had a legacy base of loyal VAR partners for years, but the company now needs the channel more than ever as it focuses on returning to growth through new, flexible offerings. To that end, Avaya wants to grow declining channel revenues by helping its partners make the pivot along with it towards next-generation services sold on a subscription basis.

Chirico met up with CRN at Avaya Engage 2020 to talk about changing up the company’s culture, the all-important Avaya/RingCentral relationship, and the strategy that Avaya has in place to help partners grow their business with cloud-based solutions and recurring revenue.

Here’s what Chirico had to say.

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