Enterprise communications company, Alcatel-Lucent Enterprise, has revamped its channel program in Australia. Its new Value for Partner Program aims to double the company’s revenue with partners, halve the cost of partnerships, and co-create new business models and solutions with its partners.
According to the company’s A/NZ enterprise business vice-president, Maud Holvast, the move follows its recent split from Alcatel-Lucent in October 2014, which saw Alcatel-Lucent Enterprise go with a new investor, Huaxin, and Alcatel-Lucent get acquired by Nokia Corporation.
“This investment into Alcatel-Lucent Enterprise brings a changing business strategy. We’ve got a new vision and mission to focus on our partners and customers. Alcatel-Lucent Enterprise always had a channel model but now that we are an independent company, we've added investment and commitment to our partners and partner model," Holvast told ARN.
Holvast said there are some objectives a partner has to achieve to join the program. Alcatel-Lucent Enterprise Australia will work with these partners to identify their goals and they’ll also have to go through partner enablement training.
“We liaise with them on what the partner wants from the program, the market they want to attack, if they are more focused on gaining SMB, mid or large businesses because we want a good mix of market segments.”
The channel program will also be linked with the company’s SMB Champions League incentive program, where high-achieving resellers will be treated to a trip to a yet-to-be disclosed exotic destination.
Holvast said the company and its partners will maintain its focus on specific verticals, namely in healthcare, government, hospitality and education.
“These verticals fit very well with Alcatel-Lucent Enterprise because they have a very diverse communications need. It’s not a one-size fits all approach, it might work for other companies, but we are targeted to those very diverse environments,” she indicated.
In increasing its focus on the channel, especially the SMB space, the company has also hired partner account managers across Australia. It’s hired three people in this role and is looking to hire another in the coming months.
“Besides our channel managers who work closely with our direct partners, we now have partner account managers covering the SMB resellers in New South Wales and ACT region, another in Victoria, South Australia and Tasmania, while the third is focusing on New Zealand. Now we’re looking for someone that can be dedicated to the SMB resellers in Queensland,” she said.
According to Holvast, the company also aims to capitalise on the growth opportunities by expanding its partner base over the next six months. It is currently in works with distributor, VExpress, and Telstra on a Total Office Mobility (TOM) solution.
In addition, it will soon be moving its New South Wales office to a new location in Rhodes.
“This is the first time we are cut loose from our parent company and standing on our own feet. It is an exciting place to be but there’s plenty of responsibility that comes with it. But with investment going in, it makes it easier for us to work on our key focuses,” she added.
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