Nortel to expand its SMB channels

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By  Published  October 6, 2006

Nortel is planning to expand its small and medium-sized business (SMB) channels as part of its strategy to grow its SMB presence in the Middle East.

The equipment maker said it was working closely with its distributors to speed up the recruitment and development of its SMB resellers.

The global drive will begin in the UK, Ireland, Germany, France and Spain and will be rolled out across the rest of the Europe, Middle East and Africa (EMEA) region from the start of next year.

In addition, the firm announced it has launched a new marketing campaign aimed at equipping existing and new partners with new materials.

The campaign will also offer activities including online and print advertising, and regionally run business road shows as well as a localised direct marketing programme.

Nortel claimed that through the initiative it would be one of the first vendors to offer a targeted SMB data approach that delivered segmentation of early adopters and identified verticals of SMB end-user communities.

“Nortel is working with SMB resellers who understand today’s new world of convergence, applications and mobility and can add value to our award-winning portfolio of small and medium market solutions,” said Amanda Giddins, director, Distribution/Indirect Reseller Business, EMEA.

“Nortel has been implementing a number of market initiatives this year to simplify the way we work with our SMB resellers, offering them new business opportunities with minimal up front cost and virtually no down-time through direct local Nortel support,” she said.

“The SMB resellers we have recruited to date are specialists in their field, providing first-class support and service to small and medium businesses,” she added.

Representing resellers, Guy Koster, vice president, Technology Solutions Group at Westcon Group Europe, said the Westcon Group welcomed the new approach from Nortel.

“Their comprehensive offering gives us flexibility to deliver optimised SMB solutions, training, incentives and more margin-making opportunities to the reseller which also enables them to differentiate themselves in their local market,” he said.

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