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5 ways Avaya can stave off irrelevancy

Jim Duffy | March 9, 2012
New Avaya data networking chief Marc Randall has five focus areas in his sights to help the company sell its Ethernet switches, gain market share ... and perhaps stave off irrelevancy.

"We've seen really solid growth the last two quarters which we think is going to extend into this quarter," Randall says, even though Dell'Oro notes otherwise. "And then we have a direct sales approach of taking our VENA architecture and selling that in the campus. We're seeing our business pick up.

"Do we have a brand?" he asks. "We let it get stale, but now is an opportunity to refresh. So we're kind of in a unique position here, I'm kind of excited about it."

On the competitive front, Randall says Avaya has a better end-to-end story than Extreme Networks; a more holistic story than Brocade, which he says is fixated on the data center; a better solution story than HP, which he says sells individual boxes based on low price; and a tighter enterprise focus than Juniper, whose "DNA is in the service provider space."

"I'm looking at having a better delivery and a better product line" than the competition, Randall says. "The chips will fall where they may."


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