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Nortel deal paves way for eventual Avaya IPO

Avaya, the US-based corporate communications equipment maker owned by two private equity firms, has no immediate plans for an initial public offering, but will monitor market conditions and is open to an IPO in the next few years, Todd Abbott, senior vice president of global sales and marketing, said.

Silver Lake and TPG Capital took Avaya private in 2007 in a wide-ranging reorganisation including the streamlining of its internal processes.

Mr Abbott was speaking after Avaya completed its purchase of Nortel Network’s enterprise solutions unit for $915m. Avaya believes the deal will help it compete more effectively and boost market share against competitors, including Cisco Systems, which has been expanding through acquisitions.

Nortel, the Canadian-based network and telecommunications equipment maker, filed for bankruptcy protection early last year and has been selling off its operations, including the enterprise business, in pieces. As part of the deal, Avaya has taken on about 6,000 Nortel employees.

Mr Abbott said Nortel’s extensive sales structure would help expand Avaya’s distribution and boost the percentage of Avaya’s sales made through value-added resellers and other partners.

About 55 per cent of Avaya’s current sales are direct sales made by its own staff while most other companies in the industry derive over 80 per cent of their sales through partners who then take care of costly support and maintenance issues.

Earlier this month Avaya unveiled a roadmap for the combined operations that focuses on its advanced SIP-based Avaya Aura product line, enhanced with Nortel’s Agile Communications Environment technology to help customers move towards so-called ‘unified communications’ at their own pace while protecting existing communications investments.

“The new roadmap builds on the existing Avaya portfolio with capabilities integrated from Nortel’s enterprise solutions business,” said Mr Abbott.

Источник: Financial Times

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