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Nortel helping local channel overcome economic slowdown challenges

  • 12 February, 2009 15:30

<p>Nortel is using the global success of its SMB telephony products – specifically the recently released Business Communications Manager (BCM) 450 – to help the local channel overcome the challenges of the economic slowdown.</p>
<p>With global sales of the BCM 450 already well over the 1,000 unit mark, the product has become Nortel’s fastest selling IP telephony solution at a time when resellers are starting to see the effects of the global economic recession on their sales cycles.</p>
<p>“The main challenge that our resellers are experiencing when selling products to their customers is the economic climate,” says Martin Hatcher, Nortel’s SMB sales leader for Australia and New Zealand.</p>
<p>“Our channel partners are reporting that sales cycles have slowed, and companies are taking longer to decide on which products they invest in for their future,” says Hatcher.</p>
<p>“The advantage of a product like the BCM 450 is that it’s priced competitively with IP telephony products that service 100 or fewer users, and yet can easily scale up to support more than 300 users. This means companies that are scaling back look at the BCM 450 as a viable solution for the short term, when they might be downsizing, but that will give them room to grow as economic conditions improve.”</p>
<p>Craig King, director of Nortel channel partner Dimension Network Solutions, says the BCM 450 hits the “sweet spot” for Australian companies and has compelling features that are already saving local companies a lot of money.</p>
<p>“Whereas in the US company sizes can average 500 or more staff, in Australia we’re servicing a massive market in the 150 to 300 staff size, and it’s these companies that are being hit hardest by the economic slowdown,” says King.</p>
<p>“Aside from price, our customers are flocking to built-in features like voicemail push to the iPhone and Blackberry, and meet-me-conferencing that allows anyone connected to the BCM network to start an ad-hoc, pin-secured conference from anywhere in the world without having to pay for expensive third-party hosting solutions.”</p>
<p>Dimension Network Solutions installed the first Nortel BCM product in Australia in 2000, and has since built up its business around the BCM product family, expanding from its Victoria base to become a national service organisation.</p>
<p>The BCM 450 recently won the 2008 Product of the Year Award from Internet Telephony magazine.</p>

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