Nortel Networks boosts top-level channel benefits

Networking and communications vendor Nortel has come up with a cocktail of extra channel incentives for Gold Solutions Partners in EMEA ready to step up a gear and meet the ‘Convergence Challenge’.

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By  Stuart Wilson Published  May 14, 2004

Networking and communications vendor Nortel has come up with a cocktail of channel rewards for Gold Solutions Partners in Europe, Middle East and Africa (EMEA) ready to step up a gear and meet the needs of the ‘Convergence Challenge’. Rewards available include incentives for unaided sales and vendor loyalty plus greater discounts on laboratory and demonstration equipment. “Our enhanced programme creates an end-to-end continuum of offerings and incentives for our channel partners and a range of high-value options for end-users,” said Adrian Marsh, director business and channel strategy enterprise networks EMEA at Nortel. “It provides a cornerstone for evolving relationships to help position our channel partners to drive profitable growth and offer a wealth of choices to end-users while building brand equity.” The updated programme includes three specific channel classifications to position partners to sell converged network solutions: Innovator, Global Customer Partner and Convergence Leader. Aimed at partners demonstrating growth, driving business using their own initiative and delivering excellent service to clients, the three new classifications form part of a voluntary programme for Gold Solutions Partners that display a range of qualities including service excellence, portfolio coverage, geographic presence and performance. “As Nortel Networks EMEA Partner of the Year, we like the sound of the improved benefits for Gold Solutions Partners,” explained Martin Fraser, marketing director at Kingston Communications. “Nortel Networks is raising the standard for channel partners by establishing a programme that rewards the value a channel partner brings to the market as well as volume.” Selling converged solutions opens up the possibility for enterprise channel partners to work with an increased number of vendors because of the wider project remit. These incremental programme benefits aim to drive greater vendor loyalty around Nortel products by coupling this with specific rewards and incentives.

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