Mitel's New Program Pacifies Channel Partners

Mitel’s (News - Alert) success is driven by its commitment to make a difference to customers and to its channel partners. It continues to invest in programs and other resources to develop its channel partner’s sales, technical and vertical market skills. The introduction of a new partner program in North America that encompasses the entire network of business partners is another step in this direction.

“Working directly with our top partners in North America, we've realigned our program to fully empower them to grow their business with Mitel but most importantly offer consistency of support for customers," said Sandra Hill, vice president of channel management and distribution for the Americas at Mitel.

Previously, Mitel based the rewards and discounts it provided partners on their revenues. Some partners felt that this did not take into account the effort and expenses on training, certification, installation and maintenance of Mitel products and also failed to recognize the market realities in certain areas.

The new program, expected to apply to all existing Mitel partners in North America, is to take effect on July 1, 2014. It will overcome the limitations of the previous program by recognizing revenue success as well as IT technical skill credentials that include certifications, operational efficiency and installation expertise and specialized expertise in contact center, cloud and telecommunications solutions.

Mitel continues to experience rapid growth through cloud communications and recent mergers and acquisitions are stated to have expanded the Mitel network of partners that sell and support its cloud and communications solutions.

The new partner program will include a dedicated track to help cloud providers maximize on this opportunity. Mitel intends to help strategic partners expand and accelerate cloud solutions. Another dedicated track will help telecommunication carriers to increase sales and grow their market with Mitel. It will also align better with Mitel’s continued support to value added resellers (VARs) and service providers and its growing focus on customer care solutions.

"Partners are the engine to our success. They represent our brand and we will continue to fine-tune and optimize our program to fully support and provide the resources they need to capitalize on new opportunities and provide the best customer support in the industry,” observed Sandy, director of channel strategy and programs.

Mitel new partner program appears to be a clear effort to live up to the company’s motto of “your success is our success.”