Innovation, scale and strategic vision gave Micro-P and Ingram Micro the edge over rivals bidding for Nokia’s new distribution contracts, according to Nokia distribution director James Kitto.
The two distributors beat incumbents 20:20 Mobile and Data Select, as well as newcomer Brightstar, to win the three year deals. Kondor retained its place as Nokia’s accessories distributor.
Speaking to Mobile, Kitto said Micro-P, which was awarded the b2c contract, stood out as a ‘hugely innovative, next- generation distributor with a massive focus on value adding services and solutions for customers.’
He said Micro-P’s broad reach into mobile distribution in etail and retail also gave it a clear advantage, adding that he was also impressed by the distributor’s ‘huge commitment to driving forward the new Nokia strategy and to Windows Phone as a third eco system.’
Kitto said Nokia was impressed by Micro-P’s approach to the marketplace. ‘Its professionalism, its team’s depth of experience, its go-to-market approach, its business development ideas all bring a really innovative proposition.’
Ingram Micro, which clinched the b2b contract, was described by Kitto as a ‘best in breed IT distributor’ that will broaden Nokia’s b2b reach via its cloud and enterprise solutions into a ‘relatively untouched market.’
Both distributors are also Microsoft Platform partners.
Kitto said the Nokia Partner Network programme, launched alongside the new distribution contracts, is ‘an outreach programme designed to give Nokia a voice in the marketplace.’
He added the programme ‘will be heavily supported by distributors and will give Nokia the opportunity to get closer to the channel.’
Analyst Neil Mawston of Strategy Analytics, said Nokia’s decision to award the contracts to
newcomers signaled a seismic shift in its devices strategy.
‘Nokia has lost so much share that it has to do something radical. Nokia is clearly upping its game in the enterprise market. This is certainly not good news for RIM.
‘Its deal with Ingram Micro allows it to target the converged market, allowing it to integrate with devices beyond phone.’
He added: ‘Nokia will have set aggressive targets for its new distribution partners and the new guys will be very keen to impress from the start.’