Channel Partnership Types within Nortel (CALA)

In order to assist you in choosing the best partner for your business needs, below is a description of the various partner types and an explanation of the differences. Keep in mind that in order to sell certain products in the Nortel Enterprise Portfolio, a channel partner must be accredited to sell those products. To support our commitment to the customer, channel partners are required to become accredited in certain Enterprise Portfolio products in order to resell and service them. This accreditation ensures our channel partners are equipped with the necessary tools and knowledge that drives successful product positioning, configuration, installation and support services to the end-customer.

Nortel Partner Advantage
With the Nortel Partner Advantage, you get the service and quality you demand, regardless of your organization's size, scope, and network solutions needed to build your own competitive advantage.

Choose a level of expertise that's right for you
Partner Advantage designations (Advantage, Premium Advantage, and Elite Advantage) help you choose a channel partner with the service level and solutions breadth best suited to your organization.

Business is easier with people you know
Our community of Partner Advantage channels brings you:
  • A commitment to quality and service that's second to none
  • Trained and certified personnel focused on specific areas of competency
  • Measured performance based on criteria that matter to you
  • Product expertise and capabilities across Nortel Networks data, voice, and applications portfolios
  • Technical and emergency support ranging from basic to 24x7 coverage
In some instances, Partners may have gone beyond the minimum requirements to earn a Partner Advantage designation.

Partner Advantage Designations The Partner Advantage is a tiered designation program. Each designation increases requirements in the areas of competency skills, support infrastructure, resources and customer satisfaction.

  • Elite Partner - With the highest level of requirements met, the Elite Partner has product expertise across Nortel's complete data, voice, and applications portfolios for Enterprise customers. They have met full accreditation requirements across all three product portfolios. The Elite Partner has achieved Nortel's top level of performance.

  • Premium Partner - At the next level, the Premium Partner has met our high standards and completed full accreditation and has product expertise across multiple Enterprise product portfolios.

  • Advantage Partner - The entry level in the Partner Advantage Designation Program is for Channel Partners who have a focused expertise on Nortel Enterprise data, voice, or applications portfolios.

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Authorized Resellers
Authorized Resellers fall into two types: Nortel Reseller or Contracted Nortel Reseller. Nortel Resellers (NNRs) and CNNRs are authorized to sell and service any product available in the Nortel Enterprise Portfolio, including those subject to accreditation if they meet the criteria. In addition, partners that have a contract (CNNRs), may participate in Partner Advantage.

Global Solutions Partners (GSPs)
A GSP is a channel partner that typically operates as large systems integrators. Their business is global in scope, and they have both extensive sales and network service operations in each geographic market that they serve. GSPs have the ability to provide full networking life-cycle support to their end customers.

Stocking Distributors
A Stocking Distributor is a channel partner that stocks Nortel Enterprise Portfolio products and sells only to resellers.

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