Mitel trims distribution
Rocom and Caltell to end relationship with Mitel over the next few months
Distributors Rocom and Caltell Communications have agreed to end their relationship with Mitel over the next few months as the IP telephony vendor looks to cut back its distribution channel.
The move leaves Westcon, Nimans and Nessco as Mitel's distributors.
"Nessco is one of our longest-standing distributors and has a very loyal set of resellers," said Steve Davis, president of marketing at Mitel EMEA.
"Nimans will address the voice channel and Westcon is growing our business in data. We went with Nimans, Westcon and Nessco because they all have a high degree of credibility with resellers."
Shaun Garrity, Caltell's new business development manager, said the split had been both planned and amicable.
"We decided to focus on our core Avaya business, but for the next few months we will continue to provide full technical support for Mitel products," he said.
"Mitel needed a pan-European distributor and Westcon was the only one up to the job. Nessco has the market for the SX2000, and Nimans is best placed for going after the Panasonic user base.
"We have discussed this with both Mitel and our resellers. We are going to recommend the best new partner for our VARs. No one will be compromised."
A source close to Rocom also said its split with Mitel had been "perfectly amicable".
Rocom won an accreditation to sell 3Com's NBX IP telephony products last week, and said it has seen interest from resellers for both Mitel and 3Com's voice-over-IP products.
Austin Davidson, sales and marketing director at Nessco, said: "This is good news for us because it releases more dealers into the market which we can approach."
Davidson confirmed that his company would be able to offer the same level of credit to Mitel resellers moving over from Rocom and Caltell.