Nokia unveils new channel push for business mobility

Mobile communications giant Nokia has unveiled details of its new Nokia for business channel programme. The flexible, modular partner programme forms part of Nokia’s ongoing efforts to accelerate the widespread adoption of business mobility solutions.

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By  Stuart Wilson Published  October 7, 2006

Mobile communications giant Nokia has unveiled details of its new Nokia for business channel programme. The flexible, modular partner programme forms part of Nokia’s ongoing efforts to accelerate the widespread adoption of business mobility solutions. The new programme features two partner levels — authorised and expert — and allows channel partners to specialise on three technology tracks: mobility, security and voice. Nokia hopes that the launch of the new programme will create the industry’s most complete channel ecosystem for the design, deployment, sale and support of security and open mobility solutions worldwide. “A complete channel ecosystem has been the missing link in the business mobility value chain,” explained Mary McDowell, executive VP and general manager, 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 business.” The new business channel programme will offer a wide range of benefits to accredited partners based on their skill sets, solutions expertise and commitment to vale selling. Financial benefits are linked to partner level and technology track, reflecting the fact that some markets and technologies remain at an early stage of development and require ‘market making’ investments. “Nokia recognises the importance of developing a business channel — a network of partners with the ear of today’s corporations, intimately acquainted with their security, mobility and collaboration needs,” said David Petts, senior VP enterprise solutions sales, marketing and services at Nokia. “We’re serious about our commitment to our partners today and for the long term, and our programme has been designed to reflect that. Incentives will reward partners for investments in training and for value creation, not just for revenue generation,” he added. Nokia’s own enterprise solutions sales force will focus on ‘high touch’ lead generations, with the consequent fulfilment needs driven entirely through the channel and operators, ensuring that there is no conflict between Nokia and its partners. Nokia has already started to flesh out its go-to-market structure in the Middle East, naming Redington as a regional distribution partner for its enterprise mobility solutions. The vendor has also signed up a number of customer-facing partners including Emirates Computers, Al Futtaim Technologies and Solutions Middle East in the UAE. In Saudi Arabia, Nokia is already working closely with IT group NTG to develop demand for enterprise mobility solutions.

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