Nortel launches new channel strategy

Nortel Networks last week announced its launch of a new program for global integrators designed to foster relationships between the giant networker and companies that provide products and consulting solutions.

Members of the program, which is a Bay Networks line of business (LOB) initiative, will be referred to as Global Solutions Partners (GSP) and will work with Nortel to deliver network solutions including unified data and telephony networks.

"Clearly the growth predictions for this market indicate that customers are increasingly turning to this class of solutions provider to help them reap greater value from their investments in technology," Dave Shrigley, executive vice president of marketing, sales and service for Bay Networks (LOB), said.

"We consider alliances with world-class organisations as critical to our success in delivering Unified Networks and look forward to developing long-standing, mutually beneficial relationships with our GSPs."

According to officials, companies wishing to qualify for the GSP program must meet financial, geographic, skills and competence, certification and reporting requirements set by Nortel.

In return GSPs will receive a high level of support and interaction with Nortel Networks and multiple program benefits such as marketing funds to support training programs, demonstration equipment and joint marketing activities, officials said.

Officials said the GSP program will rollout worldwide over the coming months, starting first in the US. Unisys has already signed as a partner and Nortel Networks expects to announce several other GSPs in the near future, officials said.

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