Nortel Focus on Integrating Networks Allows Customers to Focus on Business

    Enterprises and communications service providers
    can bring their communications challenges to Nortel and
    expect tailored solutions without worrying about the nuts and bolts of their
    networks. That’s the key message behind Nortel’s new services-led business
    focus, Dietmar Wendt said today in outlining the progress made since his
    appointment nearly two months ago as president of Nortel’s Global Services
    business.

    “We want to be the ‘partner of choice’ and the number one network
    services and solutions provider in all segments where we choose to compete,”
    Wendt said. “To achieve this, we plan to relieve our customers of network
    concerns by ensuring they have the right hardware, software and configurations
    for maximizing interaction of networks and components from multiple vendors,
    integrators and services. Nortel can take over these time-consuming details
    for customers, freeing valuable resources to focus on their businesses, not
    their networks.”

    “Key next steps include building on our base of qualified resources in
    the regions through hiring and by establishing additional delivery partner
    relationships,” Wendt said. “We also need to improve our partner incentive
    plans, establish competitive pricing, and execute on our new relationship with
    Microsoft.”

    Nortel has leveraged its extensive expertise in real-time voice and
    multimedia integration to become a strategic partner to Microsoft(x) for
    advanced unified communications solutions and systems integration, the
    companies announced today.

    “Restoring Nortel to a position of leadership and growth requires a more
    services and solutions-led approach,” said Mike Zafirovski, president and CEO,
    Nortel. “We are making rapid progress toward a services business that will
    align Nortel with the industry’s best.”

    Picking up the pace in its move to a more services-led approach, Nortel
    has also:

    – Established a new operational model for the Global Services business
    unit more suitable for competing in this market space. The model
    features four Service Product Groups focused on global business
    development – Network Implementation Services, Network Support
    Services, Network Managed Services and Network Applications Services.
    It also includes two Business Solutions Groups to drive vertical
    market solutions and to create new services capabilities through
    Nortel’s expanding services partner ecosystem – Network Business
    Solutions and Network Partner Solutions. Nortel is also investing in
    the evolution of its services tools and core processes using a Lean
    Six Sigma approach.

    – Strengthened regional services execution and delivery by establishing
    local accountability for resource planning, skills development and
    acquisition, cost management, sales effectiveness, and customer
    satisfaction. This is expected to make Nortel more nimble in
    responding to the needs of global enterprises like London-based
    Rolls-Royce and service providers like India’s Bharti Airtel Limited,
    each of which recently signed long-term managed services agreements
    with Nortel.

    – Defined a ‘go-to-market’ model that delivers Nortel-branded services
    and solutions directly or through channel partners and systems
    integrators based on customer requirements.

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