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Nokia Siemens Networks launches channel programme

by Stuart Wilson, Monday 9 June 2008

Nokia Siemens Networks has whipped the covers off its brand new channel partner programme. The company hopes to extend its reach into new customers and markets and also boost its ability to bring real solutions to them. The company is committed to its ongoing future vision to connect five billion people by 2015.

“Today the ability to develop market segment specific solutions that truly respond to customers’ business challenges depends heavily on collaboration with partners who are experts in these segments. This is why we have decided to set up a network of partners to complement our direct sales force,” commented Peter Kühne, head of indirect channel at Nokia Siemens Networks.

“A professional, motivated sales and channel partner network backed by our brand, unbeatable product portfolio and state-of-the-art technical and marketing support creates long-term success for all parties,” Kühne continued.

Based on a survey carried out with current partners in November 2007, Nokia Siemens Networks has put in place a programme that it claims emphasises true collaboration. Partners were introduced to the benefits of the programme at the Nokia Siemens Networks sales partner event in Vienna. Benefits include online access to technical, sales, marketing and branding materials and support, as well as a complete training catalogue and dedicated professional sales support personnel.

Nokia Siemens Networks bills itself as a leading global enabler of communications services. The company provides a complete, product portfolio of mobile and fixed network infrastructure solutions and addresses the growing demand for services with 20,000 service professionals worldwide. Nokia Siemens Networks is one of the largest telecommunications infrastructure companies with operations in 150 countries. The company is headquartered in Espoo, Finland.

CommTel Network Solutions, a specialist Australian company providing design, engineering and integration services for advanced telecommunications systems, is one of the first companies to sign up for the new programme.

“Partnering is about building a trust-based relationship through a strong mutual interest and respect for each others’ experience and skills which leads to a win-win result. I’m happy to say that Nokia Siemens Networks has this characteristic as the fundamental basis of its partnering approach. They really are a strong partner for us.” said Robert Green, managing director at CommTel Network Solutions.

Inside the programme

Partners can join the programme at one of two levels: sales partner or premium partner. Through certification, sales partners get sales and technical training, access to the sellable product portfolio, and a wide range of sales, technical and marketing support.

Premium partners get the same benefits as a sales partner, plus added advantages such as beneficial commercial conditions for equipment and training, access to co-branded sales and marketing templates, and executive-level strategy sharing.

The partner level that companies can join is determined by market presence, level of expertise, and sales potential. Sales partners need a minimum of two qualified sales representatives that have attended a regional enabling workshop, which covers both technical and value argumentation on the supported portfolio. Premium partners need a minimum of three qualified sales representatives.

All partners need at least two technically trained persons per product or services area. Qualified technical personnel have attended a regional enabling workshop, a technical product training course as well as an installation and commissioning course per product area. The technical training courses are offered by Nokia Siemens Networks Academy.

Prospective partners must provide a long-term three year business plan with projected sales figures, product areas, customer segments and geographies. Prospective partners must also provide a six month short term forecast with projected monthly sales figures and products, a marketing plan, customer references and participate in product development feedback events.

For more information on the Nokia Siemens Networks channel partner programme, partners should go to www.nokiasiemensnetworks.com/channelpartnerprogram

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