Nokia VARs get fuzzy line
Phone giant reveals new products but resists channel calls for closer ties
Nokia resellers are demanding a closer relationship with the vendor to help them increase margins and gain a competitive edge.
The mobile phone giant unveiled new handsets and remote access products at its Connections 2004 event in Helsinki last week.
Nokia launched its Secure Access System 2, a new version of its Secure Socket Layer IP VPN remote access product for enterprise users. It also released a new 3G and mid-range smartphone and a foldable wireless keyboard.
VARs are calling for Nokia to make more of its core mobile handsets and smartphones available to the channel direct, rather than through operators.
But Susan Macke, vice-president of Nokia's enterprise solutions division, said at the event that handset sales would continue to be targeted at the operators.
Macke added that resellers could increase profits through consultation and implementation on mobile enterprise projects, as well as the IP VPN products.
"We are working with systems integrators and partners to integrate our end-to-end mobile enterprise products and this is something new to us," she said.
Dean Murphy, head of mobility at VAR Satsuma Solutions, said: "In the UK market we have dug ourselves into the ground with heavily subsidised handsets for consumers when they connect to a certain operator," he said.
"But what our enterprise customers are looking for is lower running costs. Stronger, direct partnerships with Nokia would help resellers make bigger margins and put them in a better position to compete with operators in selling devices and airtime."
Nokia also said it is looking to increase its 2,000-strong channel and that it will step up its certification, accreditation and joint marketing programmes.