Mitel Offers Initial Look at New Go-to-Market Strategy

Published On: March 19, 2018Categories: Buzz, Uncategorized

Mitel has offered an early look at a forthcoming channel program that consolidates the company’s legacy program with that of ShoreTel, a long-standing UC vendor that Mitel acquired last year.

The updated program, which is expected to be formally implemented within the next month, features restructured platinum, gold and authorized certification levels to incentivize and recognize partners driving growth. Components include joint marketing funds, growth incentives, marketing and technical assistance, deal registration, and an enhanced demo program.

In addition to the new partner program, Mitel will also increasingly leverage two-tier distribution in support of its overall go-to-market strategy. As part of this effort, the company will consolidate channels to enable a smaller number of distributors to hold increased inventory, provide sales quotations and support, manage certifications and user training, and offer technical support and professional services.

“As cloud, applications and IoT become part of everyday business processes, organizations need the flexibility to collaborate and effectively maximize all tools at their disposal,” said Todd Abbott, EVP of global sales and services at Mitel. “By introducing this new partner program and aggregating our product distribution, we are ensuring our customers have the collaborative technology they need in order to communicate at the pace today’s markets demand.”

Mitel also reports that it recently crossed the one million-seat mark for UCaaS subscribers worldwide.

Channel Impact®
The combined program delivers a path for partners to compete in today’s UCC market, which is evolving quickly as customers move toward cloud-based solutions, and are looking to the channel to assist with the migration.


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