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Alcatel partner program addresses all-in-one communications

Alcatel partner program addresses all-in-one communications

Vendor wants channel to get closer to SMB market through its latest product suite

Alcatel-Lucent has unveiled a partner certification program to coincide with the launch of its latest all-in-one Office Communication Solutions portfolio.

The pre-packaged product suite includes business telephony, applications, VoIP and secured LAN and WiFi infrastructure. All products feature integrated mobility and collaboration tools such as unified messaging, Web presence, shared access to contacts, calendars and documents as well as desktop and wireless phones. Aimed at SMBs, it is available in a compact 25- and 300-user model.

Director for Asia-Pacific voice and application, Dinesh Divakar, said one of the reasons behind the new complementary partner program was to train resellers on helping address customer needs.

"We want to be closer to the customer and we want to make sure partners have the skills to take care of them, otherwise they will be left high and dry," he said. "We're making sure there's something in place for our partners to get regularly trained. This is something we really focus on and emphasise."

The certification program will contain two tiers - standard and advanced. Standard level partners get access to basic training, resources and marketing programs. At the advanced staged, partners receive specialised training, demo equipment and resources such as pre-sales support and marketing programs. To meet program requirements, partners need to have at least one certified sales and technical person.

"If partners find themselves doing really well, they can grow beyond the SMB space to mid-market customers and have access to the next level of products, certification and training," Divakar said. "This program will give them the opportunity to grow."

Alcatel has about 120 resellers. Divakar said he would like to grow that number through its existing distributors - IPL Communications and VExpress. "We are looking for more data partners getting into voice. This is one market area we are looking to improve our penetration in," he said.


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