Alcatel-Lucent appoints Integ to take carrier-grade gear to industry verticals

By Stuart Corner
Monday, 23 November 2009 02:59

Strategy

Alcatel-Lucent has expanded its relationship with ICT systems integrator Integ to include the sale of carrier grade communications equipment to large enterprises across a number of vertical markets: mining, utilities, energy and government.

Integ was formerly Alcatel's enterprise systems distribution arm and was created through buyout of that business in 2003, funded in part by its management. Equipment covered will include IP/MPLS and optical transmission systems and, Alcatel-Lucent says, the two companies will combine their capabilities to offer end-to-end integration services, tailoring solutions based on project complexity and customer needs.

The two companies worked with a third organisation, Creator Tech, "to assist in the development of a sustainable partnership, sound mutually agreed objectives and joint sales plans." Creator Tech is an Australian outsourced sales and marketing company specialising in sales, marketing, and business development strategy services for communication technology suppliers, service providers and related companies. One of its directors, Frank Zeichner, is a former senior Alcatel executive.

Alcatel-Lucent says the move to appoint Integ represents a new indirect sales model: it presently addresses this market directly and through a number of existing relationships. "Likewise, it is a first for Integ to offer carrier grade networking solutions, building on its proven IT portfolio and integration services, as well as its existing business partnership with Alcatel-Lucent in the enterprise voice and data space," Alcatel-Lucent said.
 
The company added that "As part of [ASX-listed] UXC, Integ is also able to provide the financial strength to be able to address larger solutions, and access a wide range of specialist skills from across the UXC group of companies."
 
Cheryl Heaney, sales director at Alcatel-Lucent's Verticals activities in Australia said: "There is an ever increasing need from industries like utilities and energy to rely on sophisticated networking infrastructure that can support mission-critical operating environments. Carrier grade capabilities like 99.999 percent reliability and guaranteed quality of service play a critical role in driving fail-safe business operations and outcomes. Integ's strong relationships into key industry verticals in Australia will help us extend our reach to new customers and address their needs together."

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