#20 Newsmaker: Theresa Caragol of Ciena Corp.

Nearly two years after winning the bidding for Nortel Networks’ Metro Ethernet Networks business, networking vendor Ciena Corp. is moving aggressively to market with a new channel program and technology roadmap.

Ciena and Theresa Caragol, the vendor’s vice-president of global alliances and partners, revamped its BizConnect channel program in January to help partners drive more business. It turned BizConnect into a more value-based program with partner resources such as new vertical and solutions specializations, pre-sales courses, an automated market development funds tool and portals.

Related story: Ciena taking next steps after Nortel metro acquisition

Ciena recruited new partners and rationalized others as it combined the Nortel and Ciena partner bases. Today Ciena has about 150 partners, including 10 to 12 in Canada.

“We’re focused on getting partners to be more self-sufficient, and empowering them to close deals with deal registration and drive as much as they can on their own, without us,” said Caragol. “We launched deal registration in January and we’ve already seen a ton of business registered.”

Channel partners gathered in Ottawa this fall for a partner conference and Ciena also launched its Champions program, which sees partners earn points for their engagement with the vendor in a variety of categories. Caragol said top partners were invited to the Ottawa conference at Ciena’s expense, and given special access to company executives.

Ciena is also bringing carrier and enterprise customers to its Ottawa research and development lab for its annual Vectors Summit to get a look at how integrating technologies of the two companies has panned out.

Merging Nortel’s business systems into Ciena’s is done, product lines have been rationalized and the first steps have been taken in integrating Nortel and Ciena technologies into each other’s products. Still to come, however, is stitching together their network management software into a unified platform.

Would you recommend this article?


Thanks for taking the time to let us know what you think of this article!
We'd love to hear your opinion about this or any other story you read in our publication.

Jim Love, Chief Content Officer, IT World Canada

Featured Download

CDN Staff
CDN Staffhttps://channeldailynews.com
For over 25 years, CDN has been the voice of the IT channel community in Canada. Today through our digital magazine, e-mail newsletter, video reports, events and social media platforms, we provide channel partners with the information they need to grow their business.

Related Tech News

CDN in your inbox

CDN delivers a critical analysis of the competitive landscape detailing both the challenges and opportunities facing solution providers. CDN's email newsletter details the most important news and commentary from the channel.