Nortel bends to customer convergence demands

NEWS Nortel has updated its channel partner programme in response to demands from end users for more converged technology solutions. The Nortel Networks Partner Programme is the new version of its Business Partner Programme and is geared towards enabling its channel to sell both voice and data products in one bundle. Peter Finter, director of channel strategy for EMEA explained the multi-tier nature of the programme allows partners to move into new areas outside of their specialist remit. Partners can start off as sales partners using a Specialist Support Partner as a back-up for more specialist services. Peter Finter, director of channel strategy for EMEA said: "Frankly, some partners have had fingers burnt working with other vendors. We have the responsibility to ensure the partner's business plan has integrity. The new programme allows partners to take small steps rather than quantum leaps."