Nortel takes lead in Cox business gear sales

Most cable TV operators who have entered the business of business communications have not been in that business for long. So, if your equipment vendor has more experience at it, why not rely on them to make the sale-especially when the sale at hand involves the vendor's hardware. In some sense, that is what Cox Business, the business services unit of Cox Communications, is doing as it markets Nortel Networks' Business Communications Manager hardware to business customers. Cox is having Nortel go into prospective customers and identifying itself as Cox as it attempts to sell the BCM gear. But, on the other hand, maybe it's not the cable guy relying on the traditional telecom vendor; Nortel taking the lead with Cox business customers also helps Nortel move more of its hardware, and establish connections with a new set of customers.

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