The Cable Show 2008
Nortel’s Cable Company Partnerships Will Provide New, but Limited SMB Sales Opportunities
| May 20, 2008 | Enterprise Communications | Show Update
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Analyst: Brian Riggs
Current Perspective: Neutral
Vendor Importance: Low
Market Impact: Low |
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Event Summary
May 19, 2008 -- Cox Business has entered into a joint sales and reseller agreement with Nortel centered on the delivery of CPE-based voice systems to small businesses. Cox will make the systems available in select geographies. Pricing was not disclosed.
Analytical Summary
• Current Perspective: Neutral on Nortel teaming up with Cox Business, because the move adds an interesting new company to the long list of Nortel SMB channel partners, but slow roll out of Cox’s CPE-based telephony services could limit the number of sales opportunities that this business relationship brings to Nortel.
• Vendor Importance: Low to Nortel, because the company adds Cox to a very long list of channel partners for its Business Communications Manager and other communications product offerings. It is unclear if Cox will provide managed PBX and CPE services that are substantially differentiated from those offered by Nortel’s many service provider partners.
• Market Impact: Low on the SMB communications market, because Cox will initially make the CPE-based VoIP service available only to its small business customers in Kansas and northwestern Arkansas. Though services are expected to become available to one other market in North America by the end of the year, such a targeted approach to service availability could severely limit the number of Cox customers Nortel will be able to target.
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Competitive Positives and Concerns
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