Nortel Modifies SMB Strategy

Nortel is introducing modifications to its SMB program that will allow new and existing VARs access to pre-defined SMB voice and data packages. In addition, Nortel is introducing an accreditation program with pre- and post-sales training curriculum that it says will help lower the cost of entry and increase time-to-market for both new and existing SMB channel partners to sell Nortel’s Business Communication Manager (BCM) 50.

The modifications to Nortel’s SMB strategy complement its recently announced IPT 1-2-3 initiative to provide easy-to-implement options that help enterprises migrate or upgrade to IP telephony. Nortel is working with its VADs to increase its SMB channel base and extend its reach into the SMB market by recruiting new resellers.

“Nortel understands that resellers are the key channel to reach the SMB market, and those resellers who are able to quickly and effectively address the growing opportunity for IP telephony solutions will be the most successful,” said Eric Schoch, vice president, North American marketing, channels and distribution with Nortel. “Nortel is providing a simple way for VARs to attack this opportunity with pre-defined bundled solutions, streamlined training, improved quote tools and commercial offers.”

Nortel is introducing new standard voice and data packages with the company’s BCM50, including two IPT packaged solutions to meet small-office needs for upgrading an installed base site to IP; three voice-centric packaged solutions, sized in configurations for four, eight and 16 users; and a data-only solution, which includes Nortels Business Ethernet Switch 100, the Business Access Point 120 and the Business Secure Router 222.


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