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Mitel strikes exclusive trans-Tasman Westcon-Comstor deal

Mitel strikes exclusive trans-Tasman Westcon-Comstor deal

Westcon division takes charge of entire portfolio

Mitel has appointed Westcon-Comstor as exclusive distributor across Australia and New Zealand (A/NZ) markets, in a bid to deepen partner enablement through the channel.

Effective 1 September 2018, the move sees the Westcon division of the distribution giant take charge of the vendor’s entire portfolio, spanning communication and collaboration solutions.

“To drive Mitel’s and channel partners’ growth and success in a rapidly changing and competitive landscape, the speed and simplicity of our go-to-market model are essential,” said Jeremy Butt, senior vice president of International at Mitel.

According to Butt, the extended partnership aligns with Mitel’s revamped go-to-market strategy, in a bid to accelerate the vendor’s move to the cloud.

Revealed in March, the communications specialists has placed greater emphasis on the role of distribution, which is designed to sync up with recent partner program enhancements.

Specifically, Mitel is leveraging the supply chain through a smaller number of distributors holding inventory profiling, through to pre-sales, and offering strong technical support and professional services.

“Through our partnership with Westcon, Mitel resellers will be able to quickly and easily take advantage of both our world-class solutions and Westcon’s superior service to better support customers on their digital transformation journey,” Butt added.

Meanwhile, the new partner program builds on the strengths of previous Mitel and ShoreTel programs - acquired for US$530 million in July 2017 - with a strong focus on “simplicity, flexibility, velocity and partnership”.

Furthermore, the new program includes restructured platinum, gold and authorised certification levels created to incentivise the channel, while acknowledging partners driving growth across the market.

Key benefits include joint marketing funds, growth incentives, marketing and technical assistance, alongside deal registration and an enhanced demo program.

“Our business has always been focused on helping partners develop profitable business through a combination of global supply chain capabilities and channel support across our core technology specialisations,” added David Grant COO of Westcon International.

Alongside unified communications and collaboration solutions, Grant said Westcon will offer partners “sophisticated logistics” capable of delivering support for global deployments.

Delving deeper, and in operation as a Mitel authorised training partner, the distributor will also deliver certified training to enable partners to expand the suite of Mitel professional services provided.

“Our services and support and digital distribution expertise will enable partners to succeed in both today’s market and the future as we transition to an increasingly software-driven world with new procurement and consumption models,” Grant added.


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