Nortel takes voice distribution direct

Nortel Networks has dropped 3D Networks as its exclusive voice product distributor in Australia and would distribute its Meridian and Succession products direct to the reseller channel.

The change brings the local subsidiary in line with the company's global tier-one channel model for telephony systems.

Under the previous arrangement, 3D Networks was both a distributor and system integrator for these products. It would continue to act as a voice and data integrator for the Nortel product line, the company said.

"The driver [for the decision] was to align it with what our model is around the world for the voice products," said Nick Avakian, general manager, enterprise networks at Nortel Networks Australia.

3D had been distributing the range of Meridian PBX and Succession Voice Over IP products.

Existing distribution agreements with LAN Systems and Unitel for its Business Communications Manager (BCM) products remain unchanged.

Reducing costs was also a contributing factor in the decision, he said.

Nowadays, Nortel's voice products are built-to-order in North America and shipped direct to the reseller channel and customer, he said.

He added that 3D's core competency was as a reseller/system integrator and not necessarily as a distributor.