Avaya integrator, NSC, has become a Nortel Gold vendor partner as part of efforts to take a multi-vendor approach.
The integrator’s decision comes amid expert predictions that an Avaya acquisition of Nortel will result in an overlap of customers. The one-time tech giant declared Chapter 11 bankruptcy protection in the US early this year.
“We approached Nortel and they were, I think, surprised that we approached them. For them, it has been struggle street for a little while, as you’d imagine being in Chapter 11. I think to have us to come along with positive growth was a bit of a surprise,” NSC managing director, Craig Neil, said.
“We know it’s going to have a future and we know there’s going to be a new owner of the enterprise part of Nortel very shortly. We know that’s [Nortel acquisition] going to happen either with Avaya or another party, but that’s what’s giving us the confidence around Nortel as a company.”
The product lines of Avaya and Nortel would be strengthened through any potential acquisition, Neil said.
“I think there are some great things Avaya can leverage from the Nortel portfolio, particularly data,” he claimed.
Neil said the Nortel deal came about after a series of workshops scrutinising various vendor offerings.
“We looked at Cisco and they’ve got 23 Gold partners and thought ‘we don’t want to get involved in that’. Alcatel is fairly flat, if not shrinking,” he said. Although the deal did not involve an additional dollar figure to gain distribution rights, there are accreditation requirements NSC must fulfil. Neil expected to generate $5m-$10m revenue growth in the next financial year.
NSC’s confidence comes on the back of several wins. Last week, the integrator extended its agreement with student recruitment provider, Hobsons.
In July, it won a major IP telephony rollout at Sydney’s Macquarie University following a tender process. In early June it won a deal with Vision Australia to provide vision impaired communication assistance.