Nortel to focus on small and medium-sized businesses this year


  • Business
  • Friday, 14 Mar 2003

NORTEL Networks Malaysia Sdn Bhd, a telecommunications equipment and solutions company, will focus on the small and medium-sized businesses (SMBs) as part of its global marketing and channel initiatives this year. 

Its managing director Cheam Tat Inn, however, said that Nortel would not be rushing into this market.  

“We're exploring as to how to enter the market right now; the pricing and the value proposition,” he said. 

Among Nortel's large range of products, the Business Communi-cation Manager, dubbed “office in a box” would be most relevant to SMBs, he said. 

“The SMBs need not put in a huge infrastructure. With Business Communication Manager, they can have a unified messaging system that converges voice and data, without extensive wiring and cabling costs,” he said. 

Nortel president for enterprise marketing Robert Burke said though a significant part of Nortel's revenue came from SMBs, this would be the first time the company placed a particular focus on the SMBs market. 

“With our wide range of base technology, we have the ability to move applications to smaller footprints so that we can provide the SMBs with smaller, lower cost products,” Burke told a media briefing on Nortel's One Network, a World of Choice vision in Kuala Lumpur on Tuesday. 

Among Nortel's new products for the SMBs are the Passport 1600 and BayStack 380-24F which will be available next month and later this month respectively.  

These products were designed to relieve the network roadblocks that typically hit smaller companies. 

Nortel's push to provide network routers and switches to smaller companies mimics a growing trend in the sector as telecom equipment makers see little demand from larger enterprises during the prolonged IT spending drought. 

Cheam said there were many other players offering communication applications. 

However, he said Nortel had a much wider product range which looked extensively into areas that many vendors did not, such as security, and the ability of the application to support all clients and devices. 


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