Nortel has a new program called IPT 1-2-3 to encourage sales of customers looking to migrate to VoIP from legacy systems. An interesting comment was made to CRN by Pat Patterson, Nortel’s director of North American IP telephony marketing, who said: “When we looked at the large installed base that Nortel has in hand, we weren’t gaining our fair share of the IP telephony market”. He went on to tell CRN that in many cases, Nortel’s channel partners found it easier to quote a “rip and replace” solution from Cisco rather than adopt a solution that would use a combination fo old and new Nortel equipment. These are certainly interesting statements, aren’t they? It suggests Nortel’s VoIP equipment isn’t competitive and/or its sales systems/progrmas aren’t working or effective. That’s a troubling admission by Patterson. Update: As a reader was quick to point out, the CRN article also talks about Nortel has also created a new tool so partners can get quotes far quicker to customers. Nortel is also providing financial incentives and financing options. Still, is it just quotes and prices that have been at the root of Nortel’s woes?
VoIP by Numbers, 1, 2, 3