Alcatel-Lucent makes security sales simpler

David Parker: The old partner programme worked but it had become a bit 'clunky'

Alcatel-Lucent is hoping to ramp up partners’ security and applications expertise with a streamlined partner programme and specialisations-based rebate structure.

The Converged Partner Programme will give resellers a single, standardised contract covering the vendor’s entire portfolio. The level of discount awarded to VARs will be determined by the number of specialisations they attain.

The UK is the first country to roll out the programme and partners will have a “grandfathering” period to get up to speed on the new regulations.

David Parker, Alcatel-Lucent’s vice president of enterprise activities for the UK and Ireland, said: “The old programme worked but it had become a bit clunky. We simplified it because the market is looking for a converged solution.”

The vendor has partner specialisations centred on six areas, including two in voice, one covering SME and another in enterprise. Applications, security and data are also covered and the sixth focuses on the QIP address management line-up developed by Lucent.

To obtain Certified partner status, resellers must achieve a specialisation in one of the six areas. To ascend to Expert level they must gain one advanced specialisation. Obtaining three advanced badges will secure Premium status.

Parker revealed that in 2009’s opening quarter, less than half of the vendor’s UK revenue came through voice products, compared to more than 75 per cent in 2008’s first three months.

“Our voice reseller base has embraced security at a rate that has surprised even me,” he said.

John Massey, managing director of Alcatel-Lucent partner Actimax, welcomed the shift.

“It recognises the change in the market and that resellers ought to be able to sell both voice and data,” he said.