“The Suffolk Group offers access and insight that have allowed Nortel to become a key partner with Massachusetts’ state and local government. Yet in the long run, integrity is what distinguishes The Suffolk Group.”

Dan Powers
Account Executive for Gov’t. Solutions
Nortel Networks
 

 
Nortel Networks

Challenge
After September 11, 2001, governmental agencies were faced with a new paradigm for heightened measures of security due to federal and state mandates. Nortel, a global leader in networking technology providing secure communications solutions, owned the expertise to offer solutions. Yet, without the knowledge or access to maneuver throughout Massachusetts’ government purchasers, their sales team would go without the support required to identify and close deals.

Solution
The Suffolk Group initiated a government marketing strategy to follow appropriations, raise visibility, and advance relationships. After identifying an opportunity within the Massachusetts Criminal History Systems Board, The Suffolk Group targeted Nortel’s point of sale. After introductions, CHSB was impressed with Nortel’s solution, but the existing preferred vendor was a Nortel competitor. The Suffolk Group and Nortel worked to convince key government decision-makers that the Company would provide local sales, technical and business support that competitors simply could not match.

Success
CHSB chose Nortel’s mission critical technology not only because it advanced the agency several steps above federal requirements, but because Nortel had won their trust with its local presence. Robert Mulvanity, director of networks and operations for the Commonwealth of Massachusetts, Executive Office of Public Safety, explained, “When it comes down to it, I have absolute confidence in these guys to get the job done. I report to the executive director of this agency, and it helps me put his mind at ease when I can attach faces to our system, faces we both know.”