Avaya has announced that it will offer incentives to Nortel partners interested in moving to Avaya, in the form of a "fast-tracking" into the Avaya Business Partner program. Mary Whittle, channel director for Avaya Canada, explains Nortel partners can move past the 101 to 301 courses necessary for Avaya certification and began at the 401 level. While the first three levels deal with broad industry concepts, at the 401 level more Avaya-specific technical and marketing material is covered.

"The heritage of Nortel and Avaya is of two companies with over a century of innovation in voice," said Whittle. "Partners that have been loyal Nortel partners are likely to have a similar understanding of the base technology as an Avaya partner."

And with the biggest cost for a partner engaging with a new vendor coming around certifications and training, Whittle said the fast-tracking removes a major investment barrier for Nortel partners looking to make the jump, making it a faster and less costly process. She added the similar heritage of Nortel and Avaya has been one of the drivers.

"They're comfortable the Avaya portfolio is one that recognized the importance, frankly, of picking-up the phone and getting a dial-tone," said Whittle. "Nortel partners see that Avaya respects and recognizes their industry expertise and knowledge.

A spokesperson with Nortel Networks declined to comment on Avaya's program, except to say its partners know and trust its solutions, and the reliability of its products.