Nortel Networks' 1:1 to channel partners

Chennai: Small-sized channel partners of Nortel Networks (India) Pvt Ltd have reason to smile now. For the company has introduced an attractive incentive scheme for the channel partners which in turn is expected to boost the company''s sales.

Says Sanjay Jotshi, director, marketing channels, "The incentive scheme called Nortel Networks Overdrive, is similar to the frequent-flier programmes of airlines industry. The more the channel partners sell our products, the more they gain."

According to him the incentives are points-based. Depending on the points accumulated the channel partner can choose a gift. "At an average each rupee of Nortel''s product sold earns the seller one point," Jotshi explains.

In addition, Nortel will offer incentives to the post-sales support engineers and training programmes for the channel partners or their engineers.

Jotshi says that the company will increase the number of the bronze category channel partners to 100 by this December from 40 at present. The company has a two-tier distributor model.

Tier one consists of service providers like Wipro, HCL Infosystems, HCL Comnet, Ramco Systems, GTL, 3D, Spanco, Ingram Micro, IBM, and HP. Tier II consists of the Ingram Micro distributors as well as others.

Nortel will focus on Hyderabad, Chennai, Ahmedabad, Pune, Kolkata and Chandigarh. Currently, the company''s operations are concentrated in Delhi, Mumbai and Bangalore.