Sell services--not boxes, Nokia tells channel

Resellers and distribution channels must come to terms with Nokia's new services proposition, said the company's VP and GM of multimedia, Annsi Vanjoki. If they don't, he warned, their long-term future would become increasingly questionable.

"Dealers and distributors that are just box shifting are going to lose out. If you see the mobile phone as a platform, can make it pay and give good service and advice, then you have a role to play. Our drive is very much about working with people with a necessary level of confidence, competence and know-how."

Continuing on this theme, Vanjoki added: "The whole business model for mobile has moved forward from the traditional telephony market, and manufacturers, networks, distributors and retailers have to move with it."

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