Nokia revamps partner programme

Mobile vendor's new programme centres around three main technology competencies

Mobile device vendor Nokia has launched its revamped partner programme with three different technology competencies.

The Nokia for Business Channel Programme has two levels of partners, Authorised and Expert, and comes in three technology tracks: Mobility, Security and Voice.

Nokia claims its current channel partners, such as those in the Nokia Security and Mobile Connectively programmes, have the opportunity to become accredited in some or all of the technology tracks.

Mary McDowell, executive vice-president and general manager of enterprise solutions at Nokia, told CRN: "We want to expand our go-to-market capability so we are launching this new partner programme. We currently have 1000 partners globally and we are looking to further expand this figure."

McDowell said Nokia is holding partner conferences to recruit new VARs and the programme will go live in January 2007.

"We hope some partners will qualify on more than one technology track and we are targeting security, networking and mobility software VARs. We are also looking for system integrators keen to establish a mobility practice," she added.

McDowell said Nokia's distributors will play a key roll in the success of the programme, but the vendor does not have a partner recruitment target.

"Firms which partner with us will receive the recognition of being a Nokia partner which will have market creditability. Marketing and lead generation will also be passed to partners and we don’t work direct," added McDowell.

Dave Ellis, director of e-security at Nokia distributor Computerlinks, said: "It makes sense for Nokia to makes these changes. If you look at Nokia today compared with four or five years ago the skills the channel needs had differed dramatically."

Ellis said not all Nokia resellers will be able to provide all of its offerings, so it is a sensible idea to segment the technologies.

Bernie Dodwell, European security manager of Nokia distributor Westcon, said: "Nokia is trying to increase its presence in non-security markets and cross-sell into the voice and mobility markets."