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ShoreTel urges comms channel to think bigger

Alex Scroxton

ShoreTel EMEA boss Adrian Hipkiss has set the unified comms vendor's sights on further expansion into the large enterprise sector and a ramping up of its virtualisation capabilities in 2012.

With 30% of its installations currently over 500 seats, and 20% over 1,000, Hipkiss - who joined the vendor late last year, having previously done time on both sides of the vendor reseller divide - said that he was keen to address a perception that ShoreTel was not suited to large enterprise business.

"The business is cash rich, well-funded and has no debt. If you look at the combination of undertainty and doubt around some organisations in our sector, this means that partners are able to win more business that hurts other vendors," said Hipkiss.

To this end he is hitting up selected partners across the region to see which might be suited to take their business with ShoreTel to the next level.

He has also arranged a distie beauty pageant, saying that those relationships needed to be "better aligned" although he stressed that the vendor is not necessarily looking to cut anybody as a result of the RFP, and is treating the exercise more as a means of helping it decide where to invest.

"What's been pleasing has been the response we've had to that," said Hipkiss. "I think they see wer'e now at a point in our growth where they know we're going to continue to grow."


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