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.