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Nokia and Tech Data Corp. partner to introduce wireless data into traditional data sales channels
December 09, 1998
Nokia's new corporate strategy for Nokia 9000il Communicator offers new sales channels to increase wireless data use
Nokia, the world-leading supplier of mobile phones, has signed an agreement with Tech Data Corp., a leading distributor of computer products and business services, for distribution of the Nokia 9000il Communicator. Tech Data will provide Nokia access to resellers, VARs, integrators and computer retailers specialized in selling data applications and solutions. The distribution agreement is part of a new two-tiered channel strategy for Nokia's GSM 1900 wireless data product, the Nokia 9000il Communicator. Nokia's initial efforts will focus on the New York City area.
Nokia said that the agreement with Tech Data is the first step in a long-term strategy to distribute and bring wireless data to mainstream users.
The Mobile Data Initiative (MDI), a cross-industry effort led by Intel to provide mobile PC users with data-ready wireless communication and connection to corporate data networks and the Internet, identified
distribution channels as one of the barriers to wireless data adoption.
Experience among Mobile Data Initiative companies indicated that computer and wireless phones distribution channels are not as effective at selling wireless data today and that there needs to be some bridging between the two.
Nokia's initial commitment is to focus with one distributor, create a successful strategy and then expand it. Tech Data offers solid relationships with VARs and resellers and expertise in packaging products, solutions and service. Under the distribution agreement, Tech Data will provide marketing support to its customers, and Nokia in turn will work with the VARs and resellers to develop marketing and training programs that will assist them in selling of the Nokia 9000il Communicator to Fortune 500 companies and medium-sized corporations. Resellers and VARs can also use the Communicator for their own communications requirements, whether it be for the technician supporting a customer's data network or for the sales representative to better communicate with his customers.
"The key is to provide customers with a complete product solution that includes applications and services," said Rich Geruson, Senior Vice President, USA Sales and Marketing at Nokia Mobile Phones. "Our strategy involves educating operators and distribution channels along with our target customers about the Nokia 9000il Communicator and GSM data, demonstrating solutions in partnership with our developers, and making these solutions accessible through VARs, resellers and integrators."
The Nokia 9000il Communicator is a GSM 1900 digital phone that combines the functionality of a personal digital assistant (PDA) with the ability to send and receive faxes, e-mail and short messages as well as access Internet services and corporate and public databases. The Nokia 9000 Communicator was originally introduced to the GSM market in 1996. It is currently sold in more than 40 GSM markets worldwide and has won numerous international awards based on its innovative, revolutionary and user-friendly concept.
GSM (Global System for Mobile Communications) is the world's largest wireless digital data network. In North America, GSM reaches a potential population of 140 million people and is available in more than 1,700 North American cities and towns. The New York City area was targeted for the initial roll-out of this program because of the number of Fortune 500 companies located there and Omnipoint Communications, the local GSM 1900 operator.
The Nokia 9000il Communicator is currently available in New York from Omnipoint Communications as well as local retailers including RCS Computer Experience, J&R and Staples. Resellers including Entex Information Services and Mobil Planet are working with Nokia and Tech Data to make wireless data accessible to any consumer. Customers can also purchase the Nokia 9000il Communicator directly from the convenience of their personal computer by visiting http://www.nokia9000.com and then contacting their local GSM 1900 carrier for service options.
Nokia is the world's leading mobile phone supplier and a leading supplier of mobile and fixed telecom networks including related customer services. Nokia also supplies solutions and products for fixed and wireless datacom, as well as multimedia terminals and computer monitors. In 1997, net sales totaled FIM 52.6 billion (USD 9.8 billion). Headquartered in Finland, Nokia is listed on five European Stock Exchanges and on the New York Stock Exchange (NOK.A), has sales in 130 countries and employs more than 42,000 people world-wide.
Contact information:
Megan Matthews, Communications Manager, Nokia
Tel. +1 972 894 4267
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