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Nortel plans to broaden channel

Nortel plans to broaden channel

Voice and data communications vendor, Nortel Networks, will look to branch into new market areas in 2006 by acquiring more resellers and broadening its product range.

Nortel recently partnered with telco service provider Gen-i/AAPT to expand its services division and plans to extend its partnership with Telstra to penetrate the enterprise market space, according to Nortel's general manager enterprise networks, Nick Avakian.

The threat of the bigger telco players, such as Telstra and Optus, entering the integration market should influence smaller partners to start aiming for niche market areas with their services, he said.

"It's important for resellers to figure out what their business plans are and whether they need to develop strong alliances with their competitors to offer a broader level of service to their customers," Avakian added.

The vendor is also looking to advance into the SME market space and is casting its eye on resellers that specialise in niche market areas such as multimedia. The company would be targeting SMEs with its low-end voice products, such as the BCM 50.

"We are trying to recruit partners that deal with specialised channels and markets, who could take our products and solutions into other market segments, where our traditional resellers may not play in," he said. "We think there are more opportunities out there if we could find the right channel partners."

Avakian said another new opportunity for Nortel in the New Year was the contact centre space. He said he hoped to steer some of its traditional voice partners in that direction by providing a host of higher-end applications.


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