Nokia helps operators target the enterprise

Nokia hopes to encourage more enterprise mobile deployments by opening up its business channel partner program to mobile operators and independent software vendors.

Nokia launched its business channel program earlier this year to help train value-added resellers and system integrators to install and support Nokia mobile services for enterprises, such as its Intellisync mobile management software. Members of the program get training, marketing and development funding, and special rebates. Enterprises can also use the portal associated with the program to find nearby system integrators who have the skills they’re looking for.

On Tuesday, Nokia planned to announce that it is inviting mobile operators to take part in the program. The business sales divisions that many operators have can get many of the same support features that the system integrators and resellers get, such as training, financial rewards, marketing support and access to leads.

In addition, the operators will be able to find system integrators that might be able to help out enterprises that they’re talking to. “One thing we constantly come across is that operators are very interested in selling more data services and selling them to corporate accounts, but they don’t always have the competencies and experiences to integrate them into the corporate network,” said John Mason, vice president of global channels and operators for Nokia’s enterprise solutions group.

Nokia also plans to announce that it will invite into the program the more than 400 independent software vendors that are part of the Forum Nokia Enterprise Zone so they can connect with operators and resellers as a way to sell their products. Many of the developers are small organizations that don’t have large sales teams, he said. Forum Nokia is a program to support developers who create applications for Nokia phones.

Nokia doesn’t yet have any operator partners to announce as new members of the program. The handset maker introduced the idea at a partner conference in October that included operators, and the response was enthusiastic, Mason said.

Nokia is competing against other companies that have entrenched relationships within enterprises, namely Microsoft and Research In Motion. But Nokia has an often-overlooked foothold in the enterprise. “We’ve had a pretty strong enterprise business, particularly related to security products,” Mason noted. Nokia has been selling firewall appliances since about 1998, he said.

Many of the companies in Nokia’s business channel program originally were partners selling the firewall, he said. “In fact, a lot of those security VARs are looking to grow their businesses beyond security,” he said. While firewalls once were a high-growth, high-margin business, that market is more mature now and those companies are looking for new opportunities such as wireless, he said.

In addition, Mason pointed to Nokia’s Intellisync business. Nokia bought Intellisync, the developer of an enterprise device management product, and along with it acquired the company’s relationships with enterprises.