Cox Business has entered into an arrangement with Nortel Networks, in which Nortel will begin calling on Cox Business’ data-only customers to help migrate those customers to voice services.
Cox business will provide Nortel with a list of its data-only business customers. Nortel’s objective will be to try to sell those customers equipment and voice services in a package, according to a Cox Business spokesperson.
Nortel Sales Center representatives will engage customer prospects and design and sell voice, data and equipment solutions in select Cox service areas, Cox Business said. Nortel will also install equipment solutions and provide technical support for these businesses.
As an adjunct to that deal, Cox Business becomes a reseller of Nortel equipment and services, allowing Cox Business’ sales reps to recommend Nortel solutions, backed by Nortel’s full sales and service resources.
Cox believes this is the first time that an MSO will team with a major telecom vendor.
Cox Business customers will now have access to a full range of Nortel’s product and services packages, including its hybrid IP PBX, called the Business Communications Manager (BCM), routers, Ethernet switches, wireless access points and phone clients.
“By teaming with Nortel, Cox Business can serve as a trusted provider for equipment solutions that directly complement the core communications services we offer today,” said Kristine Faulkner, Cox Business’ VP of product development and management.
Cox Business provides communications services to business customers in 18 markets across the U.S., including small businesses, multi-location enterprises, regional healthcare providers and federal, state and local government organizations. The company claims 240,000 business customers.
Recently, Cox Business became the first MSO to launch a fully hosted and managed IP Telephony feature platform, Cox Business VoiceManagerSM. In 2007, Cox became the first MSO to enter the top tier of U.S. business Ethernet providers, according to Vertical Systems Group.
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