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Alcatel deploys new pre-sales scheme

Alcatel deploys new pre-sales scheme

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Alcatel has introduced a new direct touch sales team for its partners as it looks to increase its overall business by 20 per cent during the next year.

Alcatel national channel manager for enterprise solutions, Vaughan Webster, said the new initiative was devised to provide partners with more sales leads.

“We do have some lead generation campaigns,” he said. “But there was a drive from partners to see Alcatel being active and increasing brand awareness in the end-user space.”

To manage the direct touch program, Alcatel has appointed three new staff members in A/NZ. These are: Jeremy Fernando (Queensland), Mick Ditchburn (southern region) and Liam Denton (New Zealand).

“Their role is to leverage our database and network and bring leads through to our business partners,” he said.

The trio will focus on generating leads for its enterprise and high-end products, including Alcatel’s customisable PCX voice offering.

“The plan of attack is to address segments of the market that partners weren’t touching,” Webster said. “More often this will be the high-end of town: government and large corporates.”

Despite playing a more active role in pre-sales, Webster said the direct touch initiative would not interfere with the vendor’s indirect sales model. “Each transaction and the fulfilment of the contract will continue to be done by our partners,” he said.

Direct touch is the latest initiative to be launched by Alcatel since offloading its in-house enterprise sales division two and half years ago. The telecoms vendor also maintains a business partner program, as well as a cooperative funding scheme providing partners with financial incentives based how much they sell.

Alcatel now maintains two value-added distributors in Australia - Vexpress and Inter Pacific Communications - as well as five premium partners, including Integ/Lanlink and Nexon Asia-Pacific.


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