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Nortel: VoIP Migration Easy As 1-2-3: Page 2 of 3

"It's been successful so far. I wish they had done it sooner," Graf said. Nortel's legacy customer base is one of its strongest assets, he added.

Through the new initiative, Nortel has created upgrade packages to simplify migration and developed a new quote tool for channel partners that slashes the time it takes for partners to price VoIP migrations, Patterson said.

"It used to take three to nine days for a customer to get a solid quote. Now that's down to less than one day and, in some cases, less than one hour," he said.

In addition, the program includes financial incentives and financing options for customers.

Nortel formally launched IPT 1-2-3 in June and the program has hit full steam this month, with training under way nationwide to instruct partners on how to target the vendor's installed base of Meridian telephony systems. More than 1,000 partner sales reps have gone through training sessions to learn how to use the new tool, packages and promotions. Online partner training just went live last week, Patterson said.