Distributor Crane Telecommunications, who added Nortel to their portfolio in January 2005, say they have raised the bar on every aspect of service and delivery regarding the Nortel product. In effect, the distributor claims to have set a new benchmark in the industry which has seen increased demand for the Nortel BCM from Crane.
Andrew Saunders, Managing Director of their Mitel and Nortel Business Unit told Comms Business Magazine. “September saw Nortel award Crane a Nortel Premier Support Contract Plus (PSC+) which means we can now provide resellers with a technical support and advice service for the BCM product – the only distributor to provide this service in-house.
Saunders continued, “Partner Support has always played a major role in Crane’s success so it is no surprise that our Nortel Business is following suit with account management, pre-sales support and post sales technical support. Not stopping there we also provide partners with a lead generation programme, on-line ordering for the BCM, sales training and configuration guides.”
Crane say they also understand the importance for fast turn logistics service so after just six months Crane found that sales volume had outgrown the initial ‘virtual stock’ model. This resulted in the distributor enhancing their logistics model to provide a next day delivery service.
Crane Nortel partner Spitfire has recently updated their Nortel IP Telephony Sales Partner Accreditation to include the BCM 50, Justin Orde joint MD at Spitfire commented “We are an established Nortel Partner and have been working with BCM for two years. Since January of this year we have been working with Crane and find their new service and delivery for BCM excellent. This is just as well because since the introduction of BCM50 we have significantly increased our sales and need a strong distribution partner that we can rely on”
Andrew Saunders concludes ”Crane is enjoying success and growth because our strength lies in the combination of great products, the BCM range addresses anywhere from less than 10 extensions to 100+ and our levels of support for our channel partners. Whether it is keeping our resellers informed about their orders, or ensuring that they get sales leads we are fast becoming the distributor of choice for Nortel products.”