Distribution changes unveiled by Alcatel

Norwood Adam to lead convergence charge with bespoke products for resellers

Alcatel will restructure its distribution channel. Norwood Adam will lead its convergence charge by packaging bespoke products on behalf of resellers.

Neal Tilley, northern Europe solutions marketing manager at Alcatel, said Norwood Adam's skills and experience would provide resellers with added value as well as products. He said some resellers will stick to pure voice and data but claimed others demand product bundles for particular customer needs.

"Norwood Adam is looking at voice and data convergence and we need to create packages with it. The distributor is trying to build solution sets, and if we do not help it it will not get the traction it deserves," he said.

"We are trying to sell more solution-based products, and that means going to channel firms individually and asking them what they need."

Manny Pinon, sales and marketing director at Norwood Adam, said Alcatel has "seen the light" and recognised the role of value-add distribution. "In the past Alcatel took the view that distribution was all about hitting numbers and volumes," he said.

"We are going to take the mantle as the value-add distributor. We will do the system integration and take it through VARs that want to take bespoke solutions to their corporate customers."

Norwood recently announced it was expanding its reseller support and service offering and has said it will continue to build on its success.