Introduced in the Asia-Pacific region, Lucent's dual channel programs appear to be paying off for the network vendor and its partners. Now the company has announced it's on the trail for more partners, as the programs go global.
Over the past 12 months, Lucent has recorded a 40 per cent revenue growth for its services business unit in Asia/Pacific on the back of its NetworkCare Service Delivery Partner (SDP) and NetworkCare Reseller Partner (NRP) programs.
Like a number of large vendors, Lucent is attempting to shift its focus from products to "complete solutions" (services), and is out to take the company's resellers with it.
Derived from programs established by the former Ascend company before it merged with Lucent last year, the SDP and NRP programs let Lucent's partners augment their own services with Lucent professional services or resell the vendor's services with a margin.
"The whole thing about this program is that the reseller owns the account," claims Renato Trentin, director of Channel Sales. "Our resellers have told us we've given them what they want."
As a partner resellers can expect pre- and post-sales product support with resellers fielding difficult technical queries straight to Lucent's Melbourne-based help desk.
Lucent also offers free training to its partners and in exchange expects them to establish a network design and test lab, which, Trentin claims, is significantly endorsed by Lucent.