Nortel Adds Specializations, More Value for Partners

In an ongoing effort to better serve the needs of SMBs, Nortel is adding new specializations and, it says, more value to its partner program. By the close of the first half of 2008, Nortel says it will offer between six and 10 training specializations; the first will be in advanced data. This year will also see a continuation of the move to a valuerather than volume-centric partner model.

“Our transition to a value-centric partner program, coupled with the introduction of an SMB specialization, punctuates how Nortel is now aggressively enabling our small and medium-sized VARs,” says David Wilkinson, vice president of channel strategy, Nortel.

In the new model, partner ranking and benefits will be based on expertise and specializations along with growth and performance. Putting more emphasis on value for its more than 600 contracted solution providers, Nortel will continue to offer one discount tied to partner level and then offer a different discount that reflects volume, meaning more partners will get higher discounts.

“SMB-centric partners now have the opportunity to wrap their unique business models around a new partner program that not only differentiates them in completely new ways, but allows them to reap significantly higher financial benefits very, very quickly,” says Wilkinson.

Learn more at http://www.nortel.com/prd/index.html.