This is an example of a channel program. Tandberg has a telepresence suite to compete with Cisco.
Tandberg though doesn’t have the sales channel strength of a Cisco, so they go to a company that has the field depth to compete. In their case, they went to a solid network equipment provider in Nortel.
Will this sell more for Tandberg? Likely, but I don’t see Nortel having the strength that Cisco has in the channel.