Nortel Launch Channel Incentives to Boost EMEA Sales

Channel Partners working with Nortel in EMEA can now boost their revenue potential and profit return by taking advantage of incentive programmes offered by Nortel. These new programmes, launched by Nortel in early 2009, provide for channel loyalty rewards, competitive pricing initiatives and marketing support for Unified Communications and Multimedia Applications equipment for SMB and Enterprise customers.

“Channel partners play an integral role in our market strategy, and we want to share with them our renewed commitment by providing better incentives and flexibility to sell to both Nortel’s installed base and to win new customers,” said Amanda Giddins, pan European channels leader, Nortel Europe. “Customers today are looking to upgrade to newer technologies that can drive down costs, improve time to revenue and enhance their chances to succeed in the current economic climate.”

Nortel’s new Channel Loyalty Programme offers strategic reseller partners (buying from Nortel and its Premier Distributors) a simple and flexible incentive plan to reward partners for reaching or exceeding their quarterly revenue targets, enabling them to increase margin.

Building on current customers loyalty, Nortel launched Match Plus, a programme enabling Nortel channel partners to match or beat any like-for-like commercial competitive bid on any solution within Nortel’s SMB and Enterprise voice, data and applications portfolios.

Nortel also introduced Fast Start 2, a new programme to help partners more easily sell new IP Telephony systems that can then be expanded and grow with end-user customer needs as they convert more users to IP, Unified Communications and Multimedia Applications. Customers can also benefit from using these Fast Start packages for UC and Multimedia Applications trials with the option to buy the solutions as their business needs warrant.

“The introduction of the new Nortel programmes enables Nortel’s partners to attract new customers as well as better support their existing clients,” said Darren Boyce, managing director at Applinet plc. “In a time when capital costs and investment in new technologies is being closely guarded, today’s Enterprises will welcome programs like Fast Start 2, and the reseller community will enjoy the ability to become more profitable for their loyalty.”