Nortel beefs up EMEA channel programme

Networking and communications vendor Nortel has revamped its EMEA channel engagement model, launching the ‘Accelerate>>’ programme.

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By  Stuart Wilson Published  March 8, 2006

Networking and communications vendor Nortel has revamped its EMEA channel engagement model, launching the ‘Accelerate>>’ programme as it strives to open up new business opportunities and enhance profitability for partners serving the enterprise and SMB market segments. “Accelerate>> presents a whole new range of opportunities for our partners: it helps them improve their efficiencies, drive new opportunities and find new customers — all at an accelerated pace,” said Peter Kelly, president enterprise EMEA at Nortel. “Accelerate>> is part of Nortel’s ongoing commitment to developing programmes that address the evolving business needs of our channel partners. In recent years we have made real step changes in product innovation, and following an evaluation of our partner programme, we felt the time was right to apply that kind of fresh thinking to how we do business with our partners.” According to Nortel, the new programme includes a number of new initiatives designed to help partners build up their business and also increase channel breadth and depth. Top of the list of improvements is a dedicated SMB offering, making it easier for partners to enter this space. The new SMB focus will include market creation activities, incentives and packaged services. Nortel distributors will be charged with the ongoing recruitment and development of partners with a number of new commercial offers for the channel. The vendor also plans to reward partners for revenue growth through a simple cash rebate scheme called 20-20. A more flexible marketing support system will be launched in an attempt to stimulate partners to boost customer breadth even further. Finally, Nortel also plans to implement a new partner relationship management (PRM) system, which will provide faster and richer access to a range of information on Nortel products and also offer enhanced training support. Nortel recently announced its 2006 partner award winners for the EMEA region. Baud Telecom Company of Saudi Arabia picked up the award for best breakthrough project while Almoyaed of Bahrain, Alpha Data of the UAE, Tetracom of Lebanon, Palmyra of Syria and Metco, which operates in Kuwait and Oman, all received special mentions in recognition of their longstanding partnerships with Nortel.

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