Nortel launches discount program for SMB resellers

Martin Hatcher, Nortel’s SMB sales leader A/NZ told CRN the program offers Nortel’s nForce partners significant discounts on its complete range of Business Communications Manager (BCM) UC-enabled IP PBX products.

“We are offering up to 50 percent discount and that makes these products attractive to BCMs,” he said.

“It helps our resellers when they have products with attractive price points.”

According to Hatcher, it reduces the barrier to entry for the technology and gives SMBs price parity with their traditional phone systems.

“By pricing our BCM products at an equivalent point to traditional key telephone systems, we’re encouraging resellers to offer a more comprehensive suite of unified communications applications without having to fight their customers on price,” he claimed.

Hatcher said the main difference between Nortel’s BCM and traditional phone systems is the applications they support out-of-the-box.

“SMBs are very price sensitive when it comes to justifying new technology, and this is often cited by resellers as a barrier to upgrades like unified communications.”

“The My Business BCM Program will level the playing field for resellers and allow SMBs to invest in a new technology platform with the option of activating more advanced functionality as they need it.”

The new program is open to all nForce partners with a specialisation in the BCM product range.