Unified comms vendor ShoreTel has made public details of a distribution reshuffle that will see it terminate its relationship with Avnet and add Ingram Micro to its roster.
Under the auspices of recently-appointed EMEA MD Adrian Hipkiss the UC firm conducted a distie RFP with its existing line-up of Avnet, Cohort and ScanSource at the start of the year to see who it might fancy taking pan-EMEA.
The firm today confirmed that it will be expanding its UK relationship with ScanSource to Benelux, Austria, Germany and Switzerland and adding Ingram Micro as well. It already works with Ingram in the States.
Cohort remains on board as a UK distie, EMEA distribution boss Darren Pattie confirmed to MicroScope this afternoon.
“The decisions we have made were based around three criteria, the quality of the RFP, our existing relationship and the value we believed they could bring to our identified growth regions,” Pattie explained.
“Ingram Micro provides presence across the region but also has strategic relationships with HP, IBM and Polycom, which is clearly of value to our partners and customers.”
Pattie, who joined ShoreTel a couple of months back after a spell in charge of Vodafone’s UC public sector team, said the firm was hoping the reshuffle would help it sustain the recent success it has seen in the SME market, as well as beefing up its enterprise offering.
“I believe the decisions we have made will add additional value around solution sales to make our channel partners more successful and profitable. We are delivering a foundation layer to transform and grow our channel,” he said.
Christophe Mory, EMEA senior business manager at Ingram Micro, said: “ShoreTel’s products are easy to deploy, manage and integrate well with third party solutions and will equip our resellers with best of breed communication solutions.”
“Ingram Micro and ScanSource have already proven to be great allies [and] we’re pleased to have them on-board in EMEA,” added ShoreTel’s Hipkiss.
Under the agreements ShoreTel will be investing in a recruitment bundle allowing its disties to offer a bespoke package to the channel depending on a reseller’s specific needs. This will include enablement, sales leads, marketing support, point-of-sale material for reseller offices, demo gear and proactive sales support.
ShoreTel, which trades on the premise of being ‘brilliantly simple’ has struggled lately in terms of its ability to turn a profit. Earlier this month it reported a quarterly net loss after booking a series of exceptional charges, and said it was taking steps to improve profitability after investors took their concerns to senior management.
The company will no doubt be hoping that Ingram Micro's firepower will play some part in boosting the figures.
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