Nortel Increases Channel Margins

Nortel has announced the launch of its ‘Building Blocks’ initiative in EMEA to help drive additional profits for its SMB resellers. This follows the recent launch of their Accelerate Partner Programme specifically developed to accelerate the profitability of Nortel’s partners and increase the adoption of Nortel’s solutions in the small medium business market.

Building Blocks is designed to help Nortel business partners achieve up to 15 per cent additional margin when selling Nortel’s Small Medium Business (SMB) voice, data and security solutions. Nortel’s SMB solutions are divided into three specific ‘Building Blocks’ – converged voice and applications, converged data, and secure mobility. Resellers can then combine and sell to their customers each block either individually or combined as a single solution giving them an additional margin opportunity.

“The Building Blocks programme provides us with the opportunity to offer our customers more value in offering them with a range of solutions and services that better addresses their business needs” said Thomas Jacques, managing director, 1st Communications, a Nortel accredited reseller and one of the first resellers to join the programme. “In addition, as part of the programme we have been given enhanced benefits and support from Nortel and most of all an opportunity to make more margin for our business” concluded Jacques.

The more resellers sell the greater profit they can achieve when selling Nortel’s cross-portfolio SMB solutions. For example, when selling two Building Blocks together, resellers receive an additional 10 per cent discount and when selling three Building Blocks as one solution an additional 15 per cent can be achieved.

“Nortel understands the needs of those resellers selling to the small and medium sized market, this is why we’ve introduced a discount incentive along with our quick on-boarding SMB partner programme, to enable resellers to easily skill up and see a profitable return,” said Amanda Giddins, distribution director, EMEA, Nortel. “Building Blocks is yet another step to reward and support Nortel’s SMB resellers, helping them create profitable business opportunities while simplifying the way they do business with Nortel.”

“The key to successful channel sales is in building a programme that provides resellers with an easy up-sell opportunity offering converged voice, converged data and secure mobility, a true solution approach. This programme putts extra margin on the table for SMB resellers” said Simon Thompson, Westcon group sales director.

Accelerate is Nortel’s enhanced and simplified partner programme proposition that represents the next step in the Company’s EMEA Channel Strategy. Accelerate builds on Nortel’s existing partner programme framework, allowing its enterprise and SMB partners to continue to build on their investment in Nortel solutions accreditation and infrastructure and to work together in growing top-line revenues, expanding technology portfolio opportunities and offering margin-rich returns on that business. Accelerate also makes it easier for new partners to engage with Nortel for the first time and choose where and how we can work together best.

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