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Nortel Strengthens Focus on North America Channel Program


New Investments, Simplified Programs Strengthen Channel Partner Relationships

JULY 24, 2006, TORONTO - Nortel* [NYSE/TSX: NT] reinforced its commitment to its North American channel partners through new investments and simplified programs for its enterprise channel program.

“The North America channel program is one of the key strategic areas that will help drive Nortel’s business momentum and growth,” said Dion Joannou, president, North America, Nortel. “Nortel is committed to improving and strengthening relationships with our channel partners, increasing the value we bring to customers and mutually growing our respective businesses. This is yet another example of how Nortel is making business simple for our partners and end customers.”

Nortel plans to increase its focus in key areas of the North American enterprise channel market, including strengthening relationships with value added resellers and developing strategic relationships with select value-added distributors.

To better address this strategic area, Nortel also announced today (in a separate release) strategic value-added distributor agreements with Ingram Micro, SYNNEX Corporation and Westcon Group to support an extensive channel network focused on the Small and Medium Business (SMB) market. These expanded relationships will allow Nortel to extend its reach into the SMB market and more effectively address the unique SMB requirements of its channel partners.

As part of its enterprise partner renewal, Nortel is significantly simplifying its channel program, focusing on new revenue stimulation, channel conflict management and new technology introduction, as well as channel sales training. This fundamental shift in Nortel’s channel go-to-market strategy will help remove any obstacles to establishing effective channel relationships and ultimately help drive Nortel partners’ profitability.

Nortel is focused on the following eight key initiatives designed to strengthen channel relationships and make it easier for channel partners to do business with Nortel:

* Services - firmly embed services within Nortel’s broader enterprise channel strategy to deliver value-added service offerings;
* Training - further develop and maintain a suite of channel sales training modules that focus on foundational skills and knowledge, hands-on lab sessions and sales certification;
* Tools - further integrate, simplify and enhance channel order management, configuration and reporting tools;
* Communication - establish a simple, predictable and consistent plan to communicate with channel partners;
* Programs - continue to enhance and expand channel partner relationships to maximize coverage, recognize partners aligned to Nortel strategic technologies, leverage stocking distribution and develop new and strategic partnerships;
* Coverage - further implement a systematic process to dynamically identify geographic and competency gaps and bring partners on board as needed to attain an optimal coverage model;
* Channel governance - further improve the process for managing channel programs and direct/indirect customer engagements; and
* New product introduction - implement consistent process to introduce new products into the channel to address key partner requirements, training and accreditation support.

Nortel is already delivering on its commitments in several of these focus areas, including availability of an integrated channel sales training program, launch of new channel promotions and access to new configuration tools.

About Nortel

Nortel is a recognized leader in delivering communications capabilities that enhance the human experience, ignite and power global commerce, and secure and protect the world’s most critical information. Our next-generation technologies, for both service providers and enterprises, span access and core networks, support multimedia and business-critical applications, and help eliminate today’s barriers to efficiency, speed and performance by simplifying networks and connecting people with information. Nortel does business in more than 150 countries. For more information, visit Nortel on the Web at For the latest Nortel news, visit

Certain statements in this press release may contain words such as “could”, “expects”, “may”, “anticipates”, “believes”, “intends”, “estimates”, “targets”, “envisions”, “seeks” and other similar language and are considered forward-looking statements or information under applicable securities legislation. These statements are based on Nortel’s current expectations, estimates, forecasts and projections about the operating environment, economies and markets in which Nortel operates. These statements are subject to important assumptions, risks and uncertainties, which are difficult to predict and the actual outcome may be materially different. Further, actual results or events could differ materially from those contemplated in forward-looking statements as a result of the following (i) risks and uncertainties relating to Nortel’s restatements and related matters including: Nortel’s most recent restatement and two previous restatements of its financial statements and related events; the negative impact on Nortel and NNL of their most recent restatement and delay in filing their financial statements and related periodic reports; legal judgments, fines, penalties or settlements, or any substantial regulatory fines or other penalties or sanctions, related to the ongoing regulatory and criminal investigations of Nortel in the U.S. and Canada; any significant pending civil litigation actions not encompassed by Nortel’s proposed class action settlement; any substantial cash payment and/or significant dilution of Nortel’s existing equity positions resulting from the finalization and approval of its proposed class action settlement, or if such proposed class action settlement is not finalized, any larger settlements or awards of damages in respect of such class actions; any unsuccessful remediation of Nortel’s material weaknesses in internal control over financial reporting resulting in an inability to report Nortel’s results of operations and financial condition accurately and in a timely manner; the time required to implement Nortel’s remedial measures; Nortel’s inability to access, in its current form, its shelf registration filed with the United States Securities and Exchange Commission (SEC), and Nortel’s below investment grade credit rating and any further adverse effect on its credit rating due to Nortel’s restatements of its financial statements; any adverse affect on Nortel’s business and market price of its publicly traded securities arising from continuing negative publicity related to Nortel’s restatements; Nortel’s potential inability to attract or retain the personnel necessary to achieve its business objectives; any breach by Nortel of the continued listing requirements of the NYSE or TSX causing the NYSE and/or the TSX to commence suspension or delisting procedures; (ii) risks and uncertainties relating to Nortel’s business including: yearly and quarterly fluctuations of Nortel’s operating results; reduced demand and pricing pressures for its products due to global economic conditions, significant competition, competitive pricing practice, cautious capital spending by customers, increased industry consolidation, rapidly changing technologies, evolving industry standards, frequent new product introductions and short product life cycles, and other trends and industry characteristics affecting the telecommunications industry; the sufficiency of recently announced restructuring actions, including the potential for higher actual costs to be incurred in connection with these restructuring actions compared to the estimated costs of such actions and the ability to achieve the targeted cost savings and reductions of Nortel’s unfunded pension liability deficit; any material and adverse affects on Nortel’s performance if its expectations regarding market demand for particular products prove to be wrong or because of certain barriers in its efforts to expand internationally; any reduction in Nortel’s operating results and any related volatility in the market price of its publicly traded securities arising from any decline in its gross margin, or fluctuations in foreign currency exchange rates; any negative developments associated with Nortel’s supply contract and contract manufacturing agreements including as a result of using a sole supplier for key optical networking solutions components, and any defects or errors in Nortel’s current or planned products; any negative impact to Nortel of its failure to achieve its business transformation objectives; additional valuation allowances for all or a portion of its deferred tax assets; Nortel’s failure to protect its intellectual property rights, or any adverse judgments or settlements arising out of disputes regarding intellectual property; changes in regulation of the Internet and/or other aspects of the industry; Nortel’s failure to successfully operate or integrate its strategic acquisitions, or failure to consummate or succeed with its strategic alliances; any negative effect of Nortel’s failure to evolve adequately its financial and managerial control and reporting systems and processes, manage and grow its business, or create an effective risk management strategy; and (iii) risks and uncertainties relating to Nortel’s liquidity, financing arrangements and capital including: the impact of Nortel’s most recent restatement and two previous restatements of its financial statements; any inability of Nortel to manage cash flow fluctuations to fund working capital requirements or achieve its business objectives in a timely manner or obtain additional sources of funding; high levels of debt, limitations on Nortel capitalizing on business opportunities because of credit facility covenants, or on obtaining additional secured debt pursuant to the provisions of indentures governing certain of Nortel’s public debt issues and the provisions of its credit facilities; any increase of restricted cash requirements for Nortel if it is unable to secure alternative support for obligations arising from certain normal course business activities, or any inability of Nortel’s subsidiaries to provide it with sufficient funding; any negative effect to Nortel of the need to make larger defined benefit plans contributions in the future or exposure to customer credit risks or inability of customers to fulfill payment obligations under customer financing arrangements; any negative impact on Nortel’s ability to make future acquisitions, raise capital, issue debt and retain employees arising from stock price volatility and further declines in the market price of Nortel’s publicly traded securities, or any future share consolidation resulting in a lower total market capitalization or adverse effect on the liquidity of Nortel’s common shares. For additional information with respect to certain of these and other factors, see Nortel’s Annual Report on Form10-K/A, Quarterly Report on Form 10-Q and other securities filings with the SEC. Unless otherwise required by applicable securities laws, Nortel disclaims any intention or obligation to update or revise any forward-looking statements, whether as a result of new information, future events or otherwise.

*Nortel, the Nortel logo and the Globemark are trademarks of Nortel Networks.
Use of the terms “partner” and “partnership” does not imply a legal partnership between Nortel and any other party.


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