ShoreTel Revamps EMEA Distributor Strategy to Achieve Global Growth

ShoreTel announced agreements with Ingram Micro EMEA, a leading IT distributor and ScanSource Communications, a leading value-added distributor, to extend their relationship across EMEA as part of ShoreTel’s strategy to increase global presence as well as enhance customer and channel value.

The agreements with Ingram Micro and ScanScource build on the already successful relationship in the U.S. by extending them to the U.K., Benelux and DACH region. Both agreements include the full portfolio of ShoreTel solutions and will enable the company to scale its global reach and increase market share in key EMEA regions.

“ShoreTel ended fiscal year 2012 outperforming our competitors in a challenging environment, by providing real value to our customers through scalable and resilient solutions while ensuring lowest total cost of ownership and best in class customer satisfaction,” commented Adrian Hipkiss, managing director of EMEA. “We’re committed to build on this success by ensuring the most appropriate channel model that will deliver further profitable growth for our partners across EMEA. Ingram Micro and ScanSource Communications have already proven to be great allies. We’re pleased to have them onboard in EMEA and look forward to combining their expertise with our solutions.”

“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,” remarked Christophe Mory, EMEA senior business manager, Ingram Micro. “In the U.S. our partnership with ShoreTel has been a great success and we’re excited about the prospect of expanding our relationship in the U.K., Benelux and the DACH region.”

“By combining ShoreTel’s comprehensive portfolio with ScanSource’s value-added services and support, we’ll be bringing innovative solutions to additional geographies in the EMEA market,” commented Rudy De Meirsman, senior director, merchandising and operations Europe, ScanSource Communications. “Our partnership with ShoreTel, already existing in North America and the U.K., will fortify our resellers’ bag of tools and enables them to grow their communications business and strengthen their solution offering.”

Under the agreements, ShoreTel will invest in new recruitment bundle that will allow distributors to offer a bespoke package to its resellers depending on their individual needs. This will include enablement, leads, full marketing support, point-of-sale material for reseller offices, demonstration equipment and proactive sales support.

For more information please see September issue of Comms Business

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