Mitel has added to its distributor stable by appointing Crane as its fourth UK partner. The vendor already works with Nessco, Nimans and Westcon and said Crane will now look to recruit a “significant number” of new resellers following the appointment.
Crane will also have access to the vendor’s entire product portfolio, including its anticipated CXi product due to ship in July, which Mitel said would help the distributor to develop its focus on the SME market.
Andrew Saunders, divisional managing director at Crane, said it will look to recruit resellers with both voice and data backgrounds. “This partnership with Mitel will create opportunities in new markets for us. It will also complete our product portfolio and develop incremental revenues.”
As part of its recruitment process, Crane will run a programme focused on minimising the cost and risk of signing up new resellers, as well as fast-track training and rebate schemes.
Enda Kenneally, UK sales director at Mitel, said: “We aim to increase the volume of business through our channel, focusing on recruiting new data VARs in particular,” she said.
Rob Coyne, chief commercial officer at reseller Xpert Communications, said: “Mitel is trying to leverage off Crane’s voice market. Competition with new resellers is positive for us. We already source Avaya kit from Crane so working with it for Mitel kit will also be good.”
Bernie Dodwell, alliances manager at Westcon, was unconcerned: “Our focus is traditionally on the enterprise market, but Crane will be there to make incremental business, not just to take a slice of the existing pie.”
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