Nortel Financing Solutions

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Agnes Tate
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1 Nortel Financing Solutions Ray Mcclain Manager, NA Partner Advantage Program, Nortel Gabriela Alcalde Program Manager, Enterprise Finance Solutions, Nortel Sallee Mcdermitt Senior Manager, Structured Finance Treasury, Nortel 1

Program Manager, Enterprise Finance Solutions, Nortel

2 2008 Programs Nortel Enterprise Financing Solutions (NEFS) Customer Leasing Program (GE) Inventory Financing (IBM) Inventory Financing (DLL) Partner Westcon Customer Partner 2

3 What is it? New! Inventory financing for eligible Partners Special inventory line of credit available from two world-class financing companies Nortel has teamed up with that offers a fast, easy way to increase an eligible Partner s working capital to fund more deals, even bigger deals and win more Nortel sales opportunities! Allows resellers to finance Nortel products and services purchased from Westcon with extended payment terms of 60 days from the Westcon invoice due date. Nortel subsidy allows eligible Partners to finance 100% of invoice amount for Nortel products and enjoy extended payment terms with no interest during the promotional period! 60-day, 0% financing for all Nortel products and services! 3

way to increase an eligible Partner s working capital to fund more deals, even bigger deals and win more Nortel sales opportunities!

4 Why is this such a big deal? 60-day, interest-free financing offer Increased Purchasing Power Fill more orders. Important when Westcon trade credit lines are tapped! Improved Cash Flow By better matching payment terms for inventory purchases from Westcon to cash receipts from end-customer sales. Expanded Credit Capacity Over and above trade credit lines offered by Westcon. Extended Payment Terms Allows more time to pay Westcon. Increased Profitability From more and bigger orders, plus zero interest expense on inventory financing. Competitive Advantage Can extend attractive payment terms for Nortel purchases to endcustomers. Greater Convenience Streamlined app process with quick approval decisions. Easy admin. 4

Expanded Credit Capacity Over and above trade credit lines offered by Westcon. Extended Payment Terms Allows more time to pay Westcon.

5 Can you show me the numbers? Cost/benefit comparison $-Volume of Reseller Inventory Purchase from Distributor: Bank $5,000,000 Distributor Open Account Nortel Program Interest Rates 7.25% 7.25% 7.25% Interest-Free Terms Repayment Terms Cost $60,417 $30,208 $0 Effect on Profitability -1.2% -0.6% 0.0% 5

Distributor: Bank $5,000,000 Distributor Open Account Nortel Program Interest

6 How can I take advantage? New! Inventory financing for eligible Partners Simple! Use your approved line of credit to purchase all of your Nortel Enterprise products and services from Westcon in 2008! To obtain 60-day interest-free terms, you must tell Westcon that you intend to use your approved DLL or IBM line of credit to finance your Nortel purchase. Westcon processes your invoice and sends it to your line of credit provider, IGF or DLL, as applicable. DLL or IGF pays Westcon for approved order on invoice due date and bills you directly for later payment. Partner pays IGF or DLL. Pay the full invoice amount on or before end of the interest-free financing period and there's no interest charge or fees at all! Refer to Distributor Notifications (N811C1, N811C2) for full details 6

To obtain 60-day interest-free terms, you must tell Westcon that you intend to use your approved DLL or IBM line of credit to finance your Nortel purchase.

7 What are my next steps? Apply for a line of credit with IGF or DLL today! 7 De Lage Landen (DLL) For more info, go to Or to apply directly, go to Speak live with DLL representatives: (dial 2 for sales) Or call Elisa Grelecki, Sales Representative: / (FAX) Or call Jana Schmuke: IBM Global Financing (IGF) For more info or to apply, go to Speak live with IGF representatives: US Channel Partners Canadian Channel Partners Or call Ray Ramos: NEFS Website For more information about this financing program, go to:

3936 (FAX) Or call Jana Schmuke: 573.468.8952 IBM Global Financing (IGF) For more info or to apply, go to www.ibm.

8 2008 Programs Nortel Enterprise Financing Solutions (NEFS) Customer Leasing Program (GE) Inventory Financing (IBM) Inventory Financing (DLL) Partner Westcon Customer Partner 8

9 Nortel Enterprise Financing Solutions Customer Leasing Program Offer your customers more ways to pay Close Sales Faster You can address your customer s budget constraints Protect margins Lead with payments Provide a total solution integrate financing solutions with the product offering Plus until Sept Partners receive a 1% rebate on leased Nortel Products Customers Cash $5,000 Partners Customers Lease $208 per mo. Cash $5,000 Partners Please refer to Distribution Notices N845CG2 & N845CG3 for all terms & conditions

solutions with the product offering Plus until Sept 30 08 Partners receive a 1% rebate on leased Nortel Products Customers Cash

10 Nortel Enterprise Financing Solutions Customer Leasing Program Partners can offer the following leasing options on Nortel products and services, installation and complimentary non-nortel products and services: 24, 36, 48, 60 month Fair Market Value ( FMV ) or $1 buyout lease What do these options mean for your customers? Lease to use. At end of term 3 options FMV Lease Return equipment Purchase equipment at end of term fair market value Renew lease month to month Lease to own $1 Buy out Lease Please refer to Distribution Notices N845CG2 & N845CG3 for all terms & conditions

options mean for your customers? Lease to use.

11 Nortel Enterprise Financing Solutions Customer Leasing Program How do you make this happen? Online lease quote tool to create professional quotes for as many configurations and lease options as you need Current Promotions to reward customers for closing a sale today! 0% on 24, 36 or 48 month FMV leases OR No Payments for 90 days on FMV or $1 Buy out leases for all terms: 24, 36, 48 & 60 months Please refer to Distribution Notices N845CG2 & N845CG3 for all terms & conditions

com to create professional quotes for as many configurations and lease options as you need Current Promotions to reward

12 Nortel Enterprise Financing Solutions Customer Leasing Program How do you make this happen? Customer collateral available for you to help Customers understand their options and offers Go to: select North American Partners, search Financing Ongoing scheduled training on how to sell with leasing Register under Related Links, Visit: Partner Training Sessions Phoenix, AZ Wed June 11 Montreal Mon June 16 Seattle, WA Tues June 17 Herndon, VA Wed June 18 NYC, NY Thurs June 19 Toronto Mon June 23 Santa Clara, CA Tues June 24 Sunrise, FL Thurs June 26 LA / Irvine, CA Mon July 7 or let us come to you Dedicated regional NEFS Sales representatives to assist you and your team. nefs@nortel.com for contact info

com/literature, select North American Partners, search Financing Ongoing scheduled training on how to sell with leasing Register under Related Links, Visit: www.nortel.

GE Inventory Finance. Unlock your cash potential.

GE Inventory Finance. Unlock your cash potential. GE Inventory Finance Unlock your cash potential. Benefits of Floor Planning Increased sales Interest-free extended terms Ecommerce / Customer Online Management Systems (COMS) (Purchase Approvals / Inventory