Mitel changes channels, focus moves to supporting partner sales


On the heels of an upbeat second-quarter earnings report, Mitel today announced it was strengthening its North American channel program, instituting a series of strategic initiatives including adding new execs, a change in the way it supports some of its products, and a refocusing that will set its partners up as the primary sales channel for the company.

The moves, said the unified communications and collaboration specialist, reflect its ongoing strategic efforts "to evolve into a laser-focused channel sales organization."

"Earlier this year we made it clear that one of our primary goals was to align our channels, to eliminate potential business conflicts and create new opportunities for partners to make money and win business," said Phil Keenan, EVP of the Americas for Sales, Service and Field Marketing. "Today's announcement marks significant progress towards this goal, including shifting our direct service relationships to our channel partners and bolstering our channel focus with the addition of new channel executives that have an outstanding track record of growing channel programs in this market."

Mitel added four new channel execs including the following:

  • Renato Mariani, the former NEC exec, will lead all Mitel channel activities for the U.S. and Canada as VP of Field Marketing for North America
  • Stan Holcomb, who formerly was with Avaya, will lead Mitel's global services business as VP of Global Services Solutions;
  • Dave Hand, formerly with Nortel, will be VP of Sales, in the Central Region; and,
  • Leo Cortjens, who has experience with Polycom and VideoTran, will be VP of Sales in the Eastern Region.

Mariani said the change in Mitel's relationship with its channel partners will bring about a major change.

"We're no longer competing with our channel partners in the marketplace like most vendors do," Mariani said.

For more:
- see this release
- see this ChannelInsider article

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