ShoreTel Outlines New 2-Tier Partner Program

IP phone systems provider ShoreTel has turned its Champion Partner Program into a two-tier, worldwide setup one rung for resellers, another for distributors.

The announcement came on Tuesday when ShoreTel said value-added distributor ScanSource Communications now offers ShoreTels IP phones featuring built-in unified communications (UC). ScanSource is providing the technical support and global procurement functions for partners. Resellers opting to sell through ScanSource or its rivals will be able to sell standalone ShoreTel products and multi-vendor platforms.

Thanks to the tier change, ShoreTel expects to capture more IP telephony, mobility and UC market share. Megan Fernadnez, principal analyst at research firm Gartner Inc., agreed in a press release.

As the economic climate improves, communications providers have the opportunity to accelerate growth through enhancing their channel programs,” Fernandez said. A two-tier approach can improve access to potential customers and enable greater cost efficiencies and differentiated services.”

To that end, the Sunnyvale, Calif.-based company said its expanded program gives partners access to new training and certification, sales incentives and marketing support. ShoreTel also will continue to vet partners to make sure they meet certain criteria. 

Todays announcement marks another significant milestone as ShoreTel continues to build a world-class channel infrastructure,” Peter Blackmore, president and CEO of ShoreTel, said in a prepared statement. By solidifying existing partnerships and forging new strategic relationships in key markets, ShoreTel is well positioned to meet the growing global demand for integrated voice, data and mobile communications solutions for organizations of all sizes.”