Menu
ShoreTel, Express Data on partner recruitment drive in NZ

ShoreTel, Express Data on partner recruitment drive in NZ

As these partners address more customer opportunities, the company will look to add relationships with systems integrators in the market as well.

On the back of the recent announcement to extend their partnership in Australia into New Zealand, ShoreTel and Express Data have just finished a roadshow in the country aimed at partner recruitment.

“This roadshow, which took place in Christchurch, Wellington and Auckland, is the first stage of our partner recruitment. The second stage will see us take the roadshow to smaller cities in the country. This is part of a process and we hope to have eight to twelve partners working with Express Data in the country in another nine months time,” said Jamie Romanin, MD of ShoreTel.

As these partners address more customer opportunities, the company will look to add relationships with systems integrators in the market as well.

“Customers in the ANZ region are demanding more end-to-end provision covering both their networking and voice requirements. The consumption model for customers is changing as well and they want the flexibility of paying for what they use per user per month.

“We are well aware of this and we work to train our partners to think in terms of solutions, not just products, and also enable them to deliver those solutions as a service,” says Romanin.

The company is in the process of finalising elements for a programme that will enable partners to provide ShoreTel’s capabilities as a managed solution to customers.

“We are looking at options for the programme that include partners buying our solutions outright and then making them available as a service, or partners buying on a subscription basis from us and then making it widely available. We hope to have it clearly defined before Christmas.”

Though the company has no plans to put direct staff on the ground in NZ yet, Romanin says that it will look into it again in the next fiscal year.

“ShoreTel’s strength remains in the mid-market segment. We see this market continue to be our main base of customers with our new partners, as well as our new partner programmes.

“New Zealand currently contributes around 15 per cent of the revenues for the ANZ region. This might go up slightly in the near future, but you have to keep in mind that we expect strong growth from Australia as well, so it won’t upset the ratio too much,” says Romanin.

According to him, ShoreTel has no plans on changing its existing relationship with iDivo, and will continue to work with both distributors in the near future.

“There is a lot of opportunity in the market and we hope to capitalise on it with both of them and their relevant partners,” concludes Romanin.

Follow Us

Join the New Zealand Reseller News newsletter!

Error: Please check your email address.

Tags distributionExpress DataJamie Romanindistribution agremeentShoretel

Featured

Slideshows

Arrow exclusively introduces Tenable Network Security to A/NZ channel

Arrow exclusively introduces Tenable Network Security to A/NZ channel

Arrow Electronics introduced Tenable Network Security to local resellers in Sydney last week, officially launching the distributor's latest security partnership across Australia and New Zealand. Representing the first direct distribution agreement locally for Tenable specifically, the deal sees Arrow deliver security solutions directly to mid-market and enterprise channel partners on both sides of the Tasman.

Arrow exclusively introduces Tenable Network Security to A/NZ channel
Examining the changing job scene in the Kiwi channel

Examining the changing job scene in the Kiwi channel

Typically, the New Year brings new opportunities for personnel within the Kiwi channel. 2017 started no differently, with a host of appointments, departures and reshuffles across vendor, distributor and reseller businesses. As a result, the job scene across New Zealand has changed - here’s a run down of who is working where in the year ahead…

Examining the changing job scene in the Kiwi channel
​What are the top 10 tech trends for New Zealand in 2017?

​What are the top 10 tech trends for New Zealand in 2017?

Digital Transformation (DX) has been a critical topic for business over the last few years and IDC is now predicting a step change as DX reaches macroeconomic levels. By 2020 a DX economy will emerge and it will become the core of what New Zealand industries focus on. From the board level through to the C-Suite, Kiwi organisations must be prepared to think and act digital when the DX economy emerges in 2017.

​What are the top 10 tech trends for New Zealand in 2017?
Show Comments