CPaaS GTM Strategy
Enterprise adoption of Avaya’s CPaaS platform was limited by customers’ lack of in-house development capability.
Category
GTM Strategy
Industry
CPaaS
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Contact us to explore how Optera Advisors can help turn your strategy into results.
Context
As Managing Director of the CPaaS (Communications Platform as a Service) Business Unit at Avaya, David Lallemand was responsible for accelerating revenue growth. While Avaya was successful selling CPaaS to application developers, adoption among Enterprise customers was limited, as these organizations often lacked the internal resources and expertise to build applications on CPaaS platforms.
Approach
David designed and led a new partner-led go-to-market strategy targeting the Enterprise segment. His team built an ecosystem of specialized development partners that delivered custom solutions for Enterprise customers on the Avaya CPaaS platform.
The Results
This approach significantly increased Enterprise adoption and, combined with other growth initiatives, contributed to a 100% increase in recurring revenue (MRR) over two years.
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Step into a more focused, aligned, and scalable future
We help you uncover opportunities, strengthen operations, and turn strategic ambition into measurable progress.
Category
GTM Strategy
Industry
CPaaS
Get In Touch
Contact us to explore how Optera Advisors can help turn your strategy into results.
Context
As Managing Director of the CPaaS (Communications Platform as a Service) Business Unit at Avaya, David Lallemand was responsible for accelerating revenue growth. While Avaya was successful selling CPaaS to application developers, adoption among Enterprise customers was limited, as these organizations often lacked the internal resources and expertise to build applications on CPaaS platforms.
Approach
David designed and led a new partner-led go-to-market strategy targeting the Enterprise segment. His team built an ecosystem of specialized development partners that delivered custom solutions for Enterprise customers on the Avaya CPaaS platform.
The Results
This approach significantly increased Enterprise adoption and, combined with other growth initiatives, contributed to a 100% increase in recurring revenue (MRR) over two years.