ShoreTel takes wider approach

IP telephony vendor ShoreTel has made good on its plans to take a ‘wider’ approach to distribution after signing up Scansource-owned MTV Telecom as its third UK disti.

ShoreTel already works with Cohort and Horizon.

Speaking to MicroScope earlier in the month, EMEA managing director Mark Swendsen said: “Building a channel is as much art as science. ShoreTel believes in not over-distributing our product. We want to give our partners enough wiggle room so that they can maintain their margins and differentiate themselves.”

Swendsen added that adding distribution capacity strategically would “allow for conflict mitigation, higher margins, and really, a channel that becomes very motivated to be successful”.

ShoreTel is also planning to release several products this week under cover of the upcoming IP’08 show at Earl’s Court that CEO John Combs said would provide “significant enhancements” to the offerings available through resellers.