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Nortel brings on new channel and alliances manager

Nortel brings on new channel and alliances manager

Garry Scarborough will focus on improving partner benefits like rebates, discounts and joint marketing funds

Garry Scarborough has been appointed Nortel's director of channels and alliances for Asia-Pacific

Garry Scarborough has been appointed Nortel's director of channels and alliances for Asia-Pacific

Networking vendor, Nortel, has appointed Garry Scarborough as director of channels and alliances for Asia-Pacific. He replaces Jason Moore, who left Nortel a few months ago to pursue other interests.

Scarborough will be Sydney-based and has his sights set on making the vendor more attractive to the channel.

“As Nortel moves towards becoming an application and services company, we want our channel business to become much more applications and solutions focused,” he said.

Scarborough’s responsibilities will involve coordinating Nortel’s go-to-market strategy, including how the vendor conducts business in the channel, and improving its current infrastructure. He will also oversee new products into the channel and increase enterprise services and training.

Scarborough said he also planned to analyse Nortel’s channel discount structure to see how the vendor could make that more attractive. He highlighted possible initiatives around rebates and joint marketing funds.

Nortel also wanted to invest in partners by introducing specialist product packages that they could sell into specific vertical markets like hospitality or healthcare, he said.

“The first vertical that we’re going to be launching is our new contact centre packages that will become available on October 6. It will be a specialised bundled package that includes hardware, software applications and services. It's a total solution for contact centre prospects,” Scarborough said.

Prior to joining Nortel, Scarborough held senior management positions with Avaya and Cisco.


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