ShoreTel has already pillaged Zultys’s EMEA team after it recruited Justine Cross, former head of EMEA business development, Jackie Iddon, UK country manager, and Tom Hassan, field engineer (CRN, 25 August).
Justine Cross, now director of EMEA business development at ShoreTel, said: “We’ve recruited 14 Zultys VARs. We are moving to a two-tier channel model using three distributors: Arc Technology, The Chewton Group and there will be an announcement of a third major distribution agreement in the next two weeks.”
ShoreTel’s latest channel signings include VAR agreements with Vodat Solutions and Layer3, which Cross claimed is about to sign with Zultys.
“I believe in the value of distribution because everyone has a role,” she said. “A distributor ensures that you can scale-up successfully, and that you get great relationships. It is service driven and it allows the product to get to market more quickly.”
Cross added that ShoreTel has between 20 and 25 UK VARs and all the new former Zultys resellers are using the two-tier model. ShoreTel’s former direct VARs can continue operating direct with ShoreTel, or move to distribution, she said.
“Chewton has a strong appliance background at the ISP and local level and it works well with small VARs,” Cross said. “Arc is based in the north and has good ISV relationships, while the large distributor will give us a good brand. We hope to go up to 40 or 50 VARs.”
Ron Brand, chief executive of ShoreTel partner Link-Connect, said: “We support the move to a two-tier model because it gives us more flexibility. We also welcome any competition because it raises awareness of ShoreTel’s brand.”
Iain Milnes, president of Zultys, claimed: “I know that we have a loyal base of resellers in the UK. Many have looked at the ShoreTel product and said it is behind our own in terms of features, functions and technology.”
>> Further reading:
Chief exec Jens Montanana claims Logicalis performed well despite 'currency headwinds'
All the photos from last night's event, which saw over 600 people congregate at the Hilton London Bankside
Five year deal with Essex NHS Trust will cover 400 sites, including hospitals, clinics and GP practices
18 individuals and three companies walked away as winners at CRN's inaugural Women in Channel Awards last night