Alcatel-Lucent begins channel programme revamp


Alcatel-Lucent begins channel programme revamp

Microscope contributor

Streamlining partner engagement across its various business units will be the focus of Alcatel-Lucent's revamped channel programme, details of which began to emerge today.

Speaking to MicroScope at the annual Alcatel-Lucent forum in Paris, Mark Hatton, managing director of convergence and security distributor Sphinx, conceded that like many vendors, Alcatel-Lucent hadn't always "got  the channel", but thought this was now changing.

"Go back two to three years and it's fair to say it wasn't the easiest to engage with, partly because at the time it was focused on bringing the two organisations together," said Hatton.

"At the moment there are separate contracts and separate Ts&Cs on voice, on security, etcetera. So the price points, discounts and rebates available all differ. This new programme has less paperwork and more consistency of pricing and discounting," he added.

The programme will also include more sales team incentives, according to Matt Ashman of Alcatel-Lucent enterprise partner Khipu Networks, who added: "It's important for our sales teams to see that; it makes them more focused."

Alcatel-Lucent is running its annual forum event until Thursday, with the focus this year being around implementing the concept of the 'dynamic enterprise.'

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