The extension of Martello’s relationship with Mitel around Mitel Performance Analytics to include assets acquired from ShoreTel both strengthens that partnership and positions Martello well for aggressive growth on other fronts.
A new Master Agent agreement with TradeWinds Brokerage establishes Mitel’s first Master Agent in ANZ, where their UCaaS business is already strong. It leverages a U.S. relationship which is part of a growing Master Agent channel in that market.
The SD-WAN space has lately attracted the focus of big players like Cisco and VMware. Martello, which has been in business for years, is about to go public through a reverse takeover, and believes that their differentiated solution gives them something that they can take to market successfully through the channel against the big boys.
Specific details on the new Mitel channel program elements, and the distributors involved, will not be announced until April, but the strategic outline of both elements of the go-to-market strategy was made clear.
Because the closing of the acquisition will take place during a planned extensive restructuring of the Mitel channel program, the integration of both programs into a new one will take place in relatively short order.
The plan is to rationalize and simplify the portfolio, although there is no rush to settle on a common platform. There is also relatively little channel overlap, so no need to rationalize the number of partners.
Mitel’s acquisition of the Toshiba business is all about acquiring customers, and their channel. In order to protect their own Mitel channel partners, the two channels will, however, remain separate.
In the U.S., ScanSource will carry Mitel’s entire product line, but in Canada, where the core Mitel products do not go through distribution at all, ScanSource will be limited to the Aastra product line.
The new version of Mitel’s cloud communication enhances partner capabilities to offer customers new functionality, while helping the partners deploy and provision their resources more effectively.
The podcast chats with Sean Forkan, Sean Kosticin, Wendy Lucas and Darryl Wilson, and Jon Arnold
New partnership takes remote management software vendor into the voice space
