R E L A T E D C O N T E N T

BT integrates new disties

Azlan and Crane agree to work with Nortel and telco under terms of Integrator programme

Ben Tudor, CRN 06 Dec 2004

BT and Nortel have signed up Azlan and Crane as distributors under BT's Integrator scheme.

The firms took on Westcon earlier this year under the same terms. At present the Integrator programme includes Cisco, Nortel, EMC, BT Contact Central and Emerging Partners Alcatel and formerly BT-owned Mitel.

"We're into seven figures with Nortel through Integrator now," said Chris Jagusz, general manager of new business sales at BT Indirect Channels. "Now we've had time to work out how to make a success of this, we plan to turn seven figures into eight figures over the coming year."

Simon Thompson, sales director at Westcon, was relaxed about the appointments.

"When Nortel and BT approached us, they made it very clear that distribution would be opened up within six to 12 months," said Thompson. "This has been a proof of concept. Now we've got the processes in place."

Alan Reeve, European voice business development manager at Azlan, said: "We have a lot of experience in voice in Europe; in the UK we're from more of a data background. This will help data VARs get into this with expertise from ourselves, Nortel and BT."

Crane's appointment was a surprise, not least because it has a long history with Avaya.

"When you combine Nortel's Norstar, Succession and Meridian with BT's services, we're looking at a very rapid development in sales," said Andrew Saunders, who recently joined Crane from Avaya as managing director of the distributor's BT business unit.

Bruce Everest, convergence business development manager at Avaya, said: "We can't imagine any downturn in Avaya business at Crane because of the investment both firms have put into the relationship. Crane wants to become a trusted advisor and offer choice. It's healthy competition."

Nortel's new head of enterprise channel strategy and support, Rob Shervill, said the aim of the programme is to take market share from competitors, not from BT's direct salesforce.

"We're not going to be going over the same accounts," he said.

ben_tudor@vnu.co.uk

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