ShoreTel has signed an agreement with a value-added distributor, ScanSource Communications to distribute its line of business communication solutions. This expands the ShoreTel Champion Partner Program to a worldwide, two-tier channel program and positions ShoreTel to continue to build momentum and capture increased market share in the IP telephony, mobility and UC markets.
The addition of two-tier distributors in North America should allow ShoreTel to scale its global reach and better serve the needs of its resellers and service providers with significant opportunities for growth and additional offerings that help ensure world-class customer satisfaction. ScanSource Communications will support the channel with highly skilled technical support and seamless global procurement capabilities.
ShoreTel says that resellers and service providers looking to capitalise on increasing demand for simple, easily deployed business communication solutions will find the expanded ShoreTel Champion Partner Program provides access to enhanced technology solutions given ShoreTel’s open platform, new training and certification, sales incentive programs and marketing support. This expanded program will enable them to drive future growth while maintaining a profitable revenue stream.
Under the new agreement, ShoreTel will continue to maintain standards for certification and accountability for selecting new resellers, ensuring quality and customer satisfaction. Through ScanSource Communications and other distributors, partners can offer stand-alone ShoreTel products, as well as fully integrated, multi-vendor solutions designed to best meet customer needs.
Don Girskis, Senior Vice President, Worldwide Sales, ShoreTel said, “ShoreTel is committed to helping our partners and customers grow their businesses by offering comprehensive communications solutions that eliminate complexity and help reduce costs. ScanSource Communications shares this vision, and together we can focus on product and service excellence, while offering support and value on a much deeper and broader scale than ever before.”
Rich Costello, Senior Analyst, Enterprise Communications Infrastructure, International Data Corporation (IDC) commented, “This distribution announcement will positively help ShoreTel’s enterprise market reach capability and provide more vertical market focus. It’s a natural evolution of the company’s distribution strategy as growth continues. The focus on customer satisfaction remains a key differentiator for ShoreTel, but the biggest advantage here is the increased efficiency in distribution, combined with the advantages of recruiting more partners of vertical industry segments, which is key for many UC vendors today. The announcement will help bring ShoreTel’s U.S. and Canadian strategy more in-line with how it distributes elsewhere in the world.”