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 newsletter!

Or

Sign up to gain exclusive access to email subscriptions, event invitations, competitions, giveaways, and much more.

Membership is free, and your security and privacy remain protected. View our privacy policy before signing up.

Error: Please check your email address.

Tags Express DatadistributionShoreteldistribution agremeentJamie Romanin

Featured

Slideshows

Reseller News Innovation Awards 2018: meet the top performing partners

Reseller News Innovation Awards 2018: meet the top performing partners

Reseller News honoured the industry’s finest on a standout evening for the New Zealand channel, recognising the achievements of established partners, emerging players and innovative start-ups, in front of over 460 technology leaders in Auckland.

Reseller News Innovation Awards 2018: meet the top performing partners
Champagne Reception kicks off Reseller News Innovation Awards 2018

Champagne Reception kicks off Reseller News Innovation Awards 2018

More than 460 channel leaders came together to toast the top performers of the New Zealand industry, during the opening Champagne Reception at the Reseller News Innovation Awards 2018 - in association with Techbuyer.

Champagne Reception kicks off Reseller News Innovation Awards 2018
Chasing innovation: how Kiwi partners can create a new customer agenda

Chasing innovation: how Kiwi partners can create a new customer agenda

This exclusive Reseller News Roundtable - in association with Rhipe and Microsoft - detailed a blueprint for customer success, outlining the new role of the modern-day partner and wider network in New Zealand.

Chasing innovation: how Kiwi partners can create a new customer agenda
Show Comments