Nortel targets SMEs with new partnering program

Nortel targets SMEs with new partnering program

Nortel Networks has cast its nets launching a new partnership program, in an attempt to secure a piece of the small-to-medium enterprise (SME) networking market.

Announced this week, the partnership agreement dubbed Networking Reseller, is set to handle the special considerations and demands placed on resellers when selling into the SME space claims Gary Starr, Nortel's Australia New Zealand region channel manager.

"These businesses rate customer support and after-sales services as a high priority when making a purchase, presenting the reseller an opportunity to develop a long-term relationship with customers. While this market represents a huge market opportunity for resellers and VARS, there are also specific challenges associated with selling into this marketplace," said Starr.

This is the next step in Nortel's strategy to attack the SME space, Starr claims, with the program targeting resellers and VARs whose primary customer base is developing companies of less than 50 employees.

To bolster this initiative, Nortel has also created an SME VAR regional sales team dedicated to in-the-field support for Networking Resellers so as to handle the increased demand for focused, quality training and support from the vendor claim company officials.

"The Networking Reseller program is a vehicle which enables us to establish a solid and official relationship with resellers who have demonstrated experience and expertise in selling into small-to-medium enterprises," said Starr.

"It will also provide support for partners wishing to enter this market base. A number of organisations have for many years been successfully selling Nortel Networks products, but have not had adequate internal resources to qualify for current partner designations," claims Starr. "This program gives these resellers the opportunity to further develop their levels of success by providing them with comprehensive information, marketing and sales support."

Starr added that the reseller program is also consistent with Nortel's current push into unified voice/data networking, taking the vendor's solutions to the largely untapped SME market.

Potential Networking Resellers can sign up for the program at

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