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Case Study - Avaya

The Overview

Avaya is a global company that provides business communication services.

The Problem

Avaya collaborates with channel partners to bring business’s an expertise to recommend and deliver the most effective communication solutions. However, sometimes educating partners about Avaya’s full list of services and solutions provided challenging.

The Solution

To help recognize, promote and educate their channel partners, Inkwell provides a variety of products and services designed to help Avaya channel partners reach more customers with Avaya products and systems.

Partners are given incentives to sell more Avaya products. Incentives include awards, signage, banners and promotional merchandise and collateral materials.

Avaya Partners receive co-op marketing funds, which they use to purchase co-branded merchandise including logo’d apparel, printed materials, promotional products trade show give-a-ways and mailings. Merchandise is designed for the partners to promote themselves at trade shows and other events. Inkwell developed and manages an e-commerce site for partners to purchase these materials using their co-op funds.

In addition, partners achieve and maintain three status levels. Silver Partners, Gold Partners and Platinum partners. When partner achieves a level of status, they receive a partner kit, which identifies the partner as a gold, silver platinum partner. Kits include an award and large banner to display at their place of business as well as other collateral materials and status gifts for the partner to use to identify themselves as an educated and qualified Avaya partner.

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