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Mitel gets Focused December 8, 2011

Posted by TelUS Consulting Services in VoIP catagory.

Right after 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 they made it clear that one of their primary goals was to align our channels, to eliminate potential business conflicts and create new opportunities for partners to make money and win business. Today’s announcement marks significant progress towards this goal, including shifting their direct service relationships to their channel partners and bolstering their 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.

Mitel feels they are no longer competing with their channel partners in the marketplace like most vendors do. It remains to be seen if these major changes in direction improve overall sales and market presence. Now if they could just secure strategic alliances to fill out their network product line…..


Joe Buck, NCE

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