Lassman said the IPT 1-2-3 program is unproven, and relies on a shift in the fundamental sales approach of hundreds of Nortel channel dealers. "Execution is key," he said.

He also questioned whether Nortel would "literally deliver plug-and-play IP telephony, including software," and wondered whether Nortel might be using the initiative to move older hardware or would provide newer-model gear in the pre-packaged configurations. "Where we need clarity is [with] what ... IPT 1-2-3 [is] going to look like from a physical standpoint," Lassman said.