TMCnet News
Mitel channel awaits changes(Microscope Via Thomson Dialog NewsEdge) Convergence vendor Mitel has revealed to partners intentions to restructure its channel, with the adoption of a two-level reseller approach and the distribution line-up being rejigged. Mitel?s channel partners will meet in Spain where they hope the vendor will unveil a revamped two-level channel strategy. Level-one partners with the highest levels of accreditation and sales will buy from the vendor directly, while level-two partners will continue to work closely with distributors, echoing Cisco?s channel model. One level-one partner, which wished to remain anonymous, insisted the changes were ?good from our point of view? and while being ?pretty drastic? they were ?absolutely the right thing to do?. But one distribution partner that fulfilled level-one business argued that his company would feel a big impact from the changes. Until details are announced partners remain anxious to know the true extent of the changes, with other level-one partners choosing not to comment on the changes until they are confirmed this week. ?[Our] strategy is constantly evolving to develop our business and that of our channel partners.? Enda Kenneally, UK sales director at Mitel, told MicroScope. ?Distribution is a key route to market for Mitel in the SME market. Mitel is in discussion with Rocom, which is already a 3600 distributor under the SiNET brand name, to explore how we can work together to grow our market share. This discussion is a natural extension of Mitel?s existing distribution strategy. ?Mitel is also growing in the enterprise market segment with a high-touch sales and marketing team, working closely with our [top partners] to target enterprise clients,? she said. Mitel?s current distribution line-up stands as Nessco, Nimans, Westcon, Crane and Rocom, with indications that the two-level channel restructure could lead distributors to evaluate their relationship with the vendor. Spokesmen for both Westcon and Crane would only say ?no comment? when pressed on any prospective changes. Copyright 2006 Reed Business Information - UK. All Rights Reserved. |