Nortel takes tools to channel

Online service offerings revamped for channel partners

Nortel has revamped its online service offerings for channel partners, including simulation tools to create virtual networks for potential customers.

The firm said that the offerings will be key to growing its channel selectively.

Over the past two years the company has introduced online capabilities that allow resellers and distributors to order products, receive quotes and details of configuration and pricing, and offer training and manuals.

Ian McKeown, IT director at Nortel, said: "The plan is to continue developing the suite of tools, but they are just part of an overall plan to make the channel more successful. It's about efficiency and productivity."

Peter Finter, head of enterprise solutions at Nortel, said: "VoIP [voice over IP] is a cause of uncertainty among customers, and partners are looking for help to address that."

According to Kevin Crehan, consultant at specialist network reseller Trend Communications, in terms of online support, Nortel has fallen behind Cisco.

He said the problem is that, while Nortel understands the carrier market, it has taken a long time to get to grips with the enterprise market.

"To succeed in the voice convergence area requires a good support mechanism and quality of service, because customers need to focus on getting the underlying platform right," Crehan said.

"VoIP is suffering from slow take-up because customers don't feel comfortable with running their whole voice network across data.

"If Nortel creates business tools to make that path easier it will help resellers. Customers need to be aware of what VoIP can do and want proof-of-concept."

Meanwhile Nortel will pursue a strategy of selective growth of channel partners as it makes moves to tap into the convergence market.