Nortel announced at their partner conference in Cannes today the addition of a small and medium size business (SMB) programme to its new Accelerate partner initiative.
The new SMB programme has been created for new and existing partners that sell to companies with up to 250 employees. The programme is designed to accelerate the profitability of these partners and increase the adoption of Nortel technology in the SMB sector throughout EMEA.
“We are bullish about the SMB market in EMEA, and the opportunities it represents for Nortel and our channel partners, “said Peter Kelly, president, Enterprise EMEA, Nortel. “Our compelling proposition for the entrepreneurial SMB reseller includes a highly successful and expanding SMB solutions portfolio, dedicated services and incentives, and the expertise and resources to provide local support and people. Leveraging this package, our SMB partners can penetrate new markets and create profitable business opportunities.”
Prior to the creation of the programme, Nortel conducted market research to identify and understand the specific needs of the SMB reseller. Consequently, the Partner Programme provides SMB channel partners with a set of comprehensive support options and rich financial incentives. SMB Partners have direct access to marketing and sales resources designed to support customer acquisition and accelerate sales.
“Nortel truly understands the needs of the SMB reseller. Why? Because they listen,” said Paul Fullman, Product Manager, Datasharp. “A lot of vendors have strong views about how their partners should do business, but Nortel takes time to understand our needs and the needs of our customers. Their approach is, ‘tell me what it is you need in order to sell’ and they then offer all the support needed to make that sale happen. We found that really refreshing coming from a company of Nortel’s size and pedigree.”