Nortel Strives for Channel "Velocity" with Expanded Indirect Sales Program

This IDC study focuses on Nortel's Velocity program, which brings new emphasis on partner commitment and advanced technologies through the use of various incentives including a revised approach to market development funds.

"Nortel continues to build its channel program in lockstep with the company's strategic technology initiatives," said Ken Presti, research director of IDC's Network Channels and Alliances service. "There is a clear emphasis on growing a channel program that encourages partners to evolve in parallel with the direction of the market, while at the same time supporting those partners with a straightforward and streamlined channel program. But the company must also make good on its commitment to consistent management and clean financial reports in order to effectively secure channel commitment and investment."