Nortel announced key
enhancements to its go-to-market strategy in the North America small and
medium business (SMB) market through expanded value-added distributor (VAD)
agreements. The new agreements with leading SMB market distributors – Ingram
Micro, SYNNEX Corporation, Westcon Group, Inc. – are designed to broaden
Nortel’s channel base and strengthen reach of its program.

These newly expanded distributor agreements are focused on driving
increased sales of Nortel’s SMB portfolio, which includes recently announced
SMB, voice, data and wireless products, as well as its award-winning Business
Communication Manager (BCM) 50. The VADs will be positioned to help resellers
fully leverage Nortel’s technology and service offerings by giving channel
partners greater access to Nortel product support and marketing tools.
“Nortel’s North American channel program is one of the key strategic
areas that will help drive our business momentum and growth,” said Eric
Schoch, vice president, North America Enterprise Marketing, Channels and
Distribution, Nortel. “As part of our focus on capturing a significant piece
of the North America SMB market, it is critical that we be strategically
aligned with leading distributors such as Ingram Micro, SYNNEX and Westcon.”

Ingram Micro, SYNNEX and Westcon will work closely with Nortel to
simplify its SMB go-to-market strategy and will assist Nortel in marketing its
SMB portfolio to channel partners. The VADs will also provide the channel with
training and support for Nortel’s solutions to reduce technology “ramp-up”
times. The end result is expected to be streamlined and simplified processes
for Nortel’s channel partners and their customers, as well as increased
agility in responding quickly to SMB customers’ needs by ensuring they are
matched to the right partner with the right Nortel technology.
Ingram Micro, SYNNEX and Westcon will help Nortel substantially increase
its SMB channel base and extend its reach into the SMB market by recruiting
new resellers, particularly ones experienced in SMB voice and data
convergence. Tighter integration between Nortel and these distributors will
also help Nortel increase momentum for its recently announced IPT 1-2-3
initiative to provide simple, easy to implement options that help enterprises
migrate or upgrade to IP telephony at their own pace and at a more affordable
“The SMB market presents the greatest opportunity for Westcon to enhance
and add value to Nortel SMB solutions,” said Anthony Daley, executive vice
president, the Americas, Westcon Group, Inc. “As Nortel’s largest distributor
in North America, we are committed to helping resellers grow their SMB
business at every level, from lead generation to sales support and training,
to reach a wider SMB customer audience and provide a context for helping them
to succeed.”
“Together with Nortel, Ingram Micro can make Nortel solution providers
even more valuable to the markets they serve. This expanded relationship
provides our customers with new service and solutions around Nortel’s SMB
voice and data offerings to grow the SMB market,” said Keith Bradley,
president, Ingram Micro North America. “Our technical support, market
development and field sales teams are prepared to help Nortel and their
channel customers meet the wireless, data and IP telephony needs of small and
medium businesses.”
“In today’s changing market place, resellers are continuously challenged
with learning how to sell the business value of voice and data convergence in
the SMB market,” said John Paget, president of Technology Solutions Division
(TSD), SYNNEX Corporation. “Together with Nortel, we help resellers increase
SMB market penetration by providing end-to-end solutions that encompass the
voice and data convergence. Resellers benefit from access to Nortel solutions
training, marketing materials and customer sales support to better educate the
customer on the business value of a combined voice and data solution.”
For nearly 20 years, Nortel has provided voice communication solutions to
more than 15 million small and medium business employees in more than 80
countries, and its award-winning BCM 50 sold more than 22,000 units globally
during its first year of availability.