Nortel boosts SMB focus in India with new products

DQC Bureau
New Update


OCTOBER 6, 2006


Nortel has announced new product offering targeted at the burgeoning SMB

segment in India.

Canada-based Nortel's new product range includes switches, routers and access

points and will feature the SMB-specific Business Communications Manager

(BCM50), and a digital hybrid PBX supplied by Nortel's Korean JV, LG-Nortel.

Nortel has also established a long-term strategy to cater to specific needs

and challenges of SMB customers. Nortel India, MD, Ravi Chauhan said, "India is

the first country in Asia where the SMB initiative is being rolled out, and is

backed up by dedicated marketing, support infrastructure and people. The SMB

initiative will be one of Nortel's biggest product rollouts in India, with

multi-city road shows taking the solutions out to customers across the country."


He added, "Nortel is gearing up to become a dominant player in the SMB

segment. We have streamlined our training processes and established a robust

ecosystem for our SMB solutions that will help channel partners deliver the

value of Nortel's voice and data solutions across India at a really affordable

cost. Our solutions will cater to businesses even as small as three to five


Commenting on Nortel's channel strategy, ER Ashok Kumar, Director-SMB, Nortel

India said, "We will follow the 'four E' approach: Engage, Enable, Excite and

Execute. As part of enabling our channel partners, we will invest the manpower

and resources to educate them, provide complete technical support and develop a

unique rewards program. There is an increasing number of data networking dealers

who aspire to get into voice networking, and vice-versa. We will work with them

and train them to broaden their knowledge."

To provide an end-to-end value proposition to SMB customers Nortel will also

set up a dedicated national customer support center. This support center will be

accessible through a toll free number, which will provide customers a single

interface for all post-deployment support and services. Nortel's SMB solutions

will be distributed through Ingram Micro and its focused resellers covering the

length and breadth of the SMB segment across the country.