Mobile communications wizard Nokia has launched a channel partner program designed to accelerate the widespread adoption of business mobility. It will go into effect Jan. 1, 2007.
The Nokia for Business program will provide an integrated partner ecosystem for those involved in the design, deployment, sale and support areas for security and open mobility solutions.
A complete channel ecosystem has been the missing link in the business mobility value chain,” said Mary McDowell, executive vice president and general manager for enterprise solutions at Nokia. “By bringing together a universe of leading channel and operator partners, we can unlock the true potential of business mobility – for Nokia, for our partners and, above all, for businesses.”
The program is multitiered, offering authorized and expert partner designations for resellers, who will then buy from authorized distributors.
Each level incorporates three separate technology tracks, for mobility, security and voice. Partners can participate in multiple technology tracks, deepening their core expertise and extending their competencies to new technology areas. While specific product access depends on partner level, technology track, and meeting the related business criteria and certification requirements, it loosely breaks down thusly:
- All partners are authorized to resell Nokia Eseries business devices and are eligible for financial incentives.
- Mobility track partners are licensed to sell Intellisync Mobile Suite from Nokia and other software that enables mobile applications such as device management.
- Security track partners are licensed to sell Nokia IP Security solutions, which feature firewall/VPN, IPSec and SSL VPN, unified threat management and intrusion prevention.
- Voice track partners are licensed to sell Nokia enterprise voice solutions.
- Existing channel partners, such as those in the Nokia Security and Mobile Connectivity program, can tap the resources, incentives and additional technologies from the Nokia for Business portfolio if they so choose.
Other program features include:
- Access to pre-sales technical support, assigned account managers, marketing support and access to a knowledge base for ongoing support.
- A new Web portal for resellers will provide access to marketing materials and allow partners to easily track personnel training, market development funds and accrued rebates.
- Training and certification is integrated into the program accreditation requirements, and is available in a variety of formats, including: instructor-led courses via Nokia Authorized Training Providers; anywhere, anytime on-line courses; self-paced learning modules; online exams; on-the-job experience; and self-learning with job aides and resources.
- The completion of Nokia courses is not a prerequisite to attaining certification, as resellers can test out to receive certification.
Mobile devices are becoming a core part of enterprise infrastructure, driven by the rapid adoption of wireless e-mail solutions,” said Steve Brazier, president and CEO at analyst firm Canalys. “This trend has been driven by individual user demand, leaving CIOs with new challenges relating to security, manageability, standards and tariffs. By encouraging the development of an integrated channel ecosystem, Nokia will help break down this critical barrier, which should provide further catalyst for the widespread deployment of enterprise mobility.
The Nokia program is focused on rewarding partners for their investments in competency development and solution selling. Financial benefits are tied to each partner level and technology track, in recognition of the fact that some markets and technologies are at an early stage of development and require “market-making” investments.
Nokia will focus its own enterprise solutions sales force on high-touch demand-generation activities geared toward raising the profile and education level about business mobility. Fulfillment will be driven entirely through the channel and operators, the vendor said.