Distributor Crane/Westcon has advised their channel partners that from 11 June they will no longer accept, supply or support any orders for Mitel products. This is thought to be an earlier than expected withdrawal by the distributor who, along with all other Mitel distributors, was advised by the vendor on April 30 that a direct to reseller strategy was being adopted.
In a message to resellers Crane/Westcon VP David Grant stated
“If you are one of our customers we will contact you directly to discuss the fulfilment or cancellation of any outstanding orders; but will in any event do what is best for your business.”
Grant continued, “As you may be aware we have made substantial investments in driving and supporting the Mitel brand; and with our Resellers support we have grown significant incremental Mitel sales which have exceeded our targets and expectations.
Despite our focus, channel support and success Mitel have, as you know, terminated our distribution agreement. This is in stark contrast to the strategic approach from other more established vendors who are increasing their focus and commitment to speciality distribution.
A number of our customers have expressed a desire to continue to work with Crane. As a consequence and in response to these requests we have worked closely with our major vendors; Avaya, Cisco, Nortel and Samsung to provide a number of initiatives for you to maximise and increase sales of these vendors’ products or to accelerate the ‘on boarding’ process to include one or more of these vendors in your portfolio.
If you are one of our current Resellers, your Crane/Westcon Mitel account manager will call you to discuss the impact our forced early withdrawal may have, ensure you are aware of how to handle any post sale Mitel issues and also outline the various options and other propositions we believe will offer you greater long term profitability and security.”
Grant concluded his message to resellers by thanking them for their business and support and reiterated his commitment to provide partners at all times with the best quality products and support available.