Nortel is bulking out its reseller programme in an attempt to grab a bigger share of the convergence market.
The vendor has made a number of changes, including an equipment buy-back programme, a 'marketing on demand' web portal and further investment in its distribution partners.
Nortel hopes to win more converged IP telephony and data network deals by offering to buy back competitors' equipment from potential customers, as part of its replacement strategy.
"Resellers involved in significant contracts will also be able to offer this to customers," said Andy Bills, vice-president of sales for the UK and Ireland enterprise division at Nortel.
"It's nothing new, but it could make the difference between a reseller winning or losing a deal," said Paul Renucci, managing director of Nortel VAR Damovo.
The vendor is also extending the availability of its Multimedia Communication Server (MCS) 5100 to the channel. The product provides secure instant messaging, IP telephony, video calling, presence awareness, instant file transfer and conferencing to desktops and laptops.
Nortel has also said it plans to extend its investment in its distribution partners - Clarity, Anixter, Westcon and Azlan - providing more marketing, training and financial support so they can bring more resellers onboard.
"Distributors have developed themselves into a stronger vehicle and can help us recruit the small resellers we do not have the reach to get to directly," said Bills.
Nortel has claimed its 'marketing on demand' portal will save resellers money by eliminating the need to produce marketing materials such as direct mail, advertising and e-marketing.
The vendor, which is looking to build its position in a voice and data convergence market dominated by Cisco and Avaya, has said it will be working with partners BT, Kingston Communications, Cable & Wireless, Damovo, Applinet and Unified Networks to increase its product marketing presence.
High-end resellers and systems integrators will also receive training and will be able to ship Nortel's MCS5100 product.
"Applications like these are going to start driving the convergence market," said Alex Keyse, senior account manager at Unified Networks. Unified recently announced it will be using Nortel products to overhaul Cardiff Council's network infrastructure.
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