Nextel Adopts Channel Initiative

Ernie Cormier, vice president of enterprise solutions at Nextel, based here, said the company is looking at how it can extend its platform and solutions to the VAR community.

"We're working through our intent to make great improvements in our ability to sell and support our rich data solutions through indirect channels," Cormier said.

Within a few months, the wireless carrier plans to announce new partnerships with large systems integrators as well, Cormier said. Over time, Nextel also intends to work with regional systems integrators, he added.

Nextel has an indirect channel selling its voice and data services, but the new channel initiative would focus on partners selling the Wireless Business Solutions offering Nextel launched last week.

The five components of the initiative include Nextel's packet data network, upon which the wireless business solutions are developed; horizontal and vertical applications developed by partners; services such as digital cellular voice, Direct Connect long-distance walkie-talkie services, wireless data capabilities and messaging and mobile office applications; tools such as a mobile application manager; and technical support.

Nextel's internal sales force is already selling about 30 solutions developed by partners, such as @road's transportation fleet-management application and Inciscent's wireless network management solution.

"I think Nextel is making the right decision in working with VARs," said Andrea Staertow, director of business development at Inciscent, a wireless solution provider based in Falls Church, Va. "It's critical that all three [the application developer, VAR and Nextel work well together to give customers a complete solution," she said.