NEC tackles a new channel strategy

NEC tackles a new channel strategy

New channel head appointed to bring cohesion to vendors disparate programs

NEC is approaching a return to growth in the local market by taking the opportunity to reformat its channel business and heighten investment in partners.

As a global organisation, Japan-based NEC struggled through the global financial crisis, and made a series of local staff cuts in 2009. It also withdrew from the retail market entirely, which led to a further 200 redundancies.

But the bad times are over, and the vendor is again looking to grow. It has appointed Anthony Carilla to bring its disparate channel programs together, and look for ways to increase investment in its partners.

Carilla previously managed the vendor's unified communications program.

"My role will be to bring these programs together," he said. "We're looking to grow the channel and boost the programs."

Those three programs are the Unified Communications Partner Program, Nexstep Partner Program and the Digital Display Program.

Partners will not need to retrain to remain on the newly-joined programs, but Carilla said it will now be easier for those partners with an interest in deepening relationships with NEC to skill up and access training from different programs.

He is also hoping that partners will leverage the newly-available resources to encourage partner-to-partner collaboration to approach potential customers with a solutions sale.

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Tags NECDigital Display ProgramNexstep Partner ProgramUnified Communications Partner Program

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