Nortel Networks has said that enhancements to its online service offerings for channel partners will be key to its growth as the vendor looks to "selectively" grow its channel.
The company is due to unveil a range of new tools at its Eurodac partner event in Dublin on 7 and 8 October. These, it claimed, would facilitate the sales process and promote its technology.
The enhancements include simulation tools to create virtual networks for potential customers.
Over the past two years Nortel has introduced online capabilities allowing resellers and distributors to order products and receive quotes, details of configuration and pricing, training and manuals.
Ian McKeown, IT director at Nortel, told vnunet.com: "The plan is to continue to develop the suite of tools we have.
"But tools are just part of the overall plan to make the channel more successful. It's about efficiency and productivity."
The simulation tool, due to be launched in the coming weeks, promises to let partners illustrate the benefits of migrating to converged IP systems.
"VoIP is a cause of significant fear and uncertainty among customers, and partners are looking for help to address that," said Peter Finter, head of enterprise solutions at Nortel.
Kevin Crehan, a consultant with specialist network reseller, Trend Communications, said: "VoIP is suffering from slow take-up because customers still don't feel comfortable with running their whole voice network across data.
"It is up to the vendors to convince them. It will be a long road ahead but if Nortel create business tools to make that path easier it will help resellers as well. Customers need to be made aware of what VoIP can do and also want proof of concept."
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