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Mitel Plans More U.S. Indirect Channel Investment

Mitel Networks Corp. is beefing up investment although it didnt say by how much in its indirect channel in the United States as part of a company-wide overhaul.

The Canada-based maker of IP phones and unified communications software has struggled financially for years, namely since buying Inter-Tel in 2007 and going public in 2010. Now, executives are trying to fix the problems with a strategy and executive shift announced on Monday.

I’ve spent the last three months speaking with, customers, channel partners, industry analysts, shareholders and our internal team,” Mitel CEO Rich McBee said in a prepared statement. As a result, I am implementing a strategy anchored by three initiatives in a multi-step approach to grow Mitel’s business as a unified communications and collaboration provider.”

First, Mitel will run two sales divisions, one for the Americas and one for international. Philip Keenan will oversee the U.S. and Canada group, while Graham Bevington will be responsible for the EMEA, Asia Pacific, Caribbean and Latin America regions.

Second, Mitel plans to redirect its R&D budget toward products targeting the high-growth market” of 100-2,500 users, McBee said.

Finally, Mitel is beefing up investment in its indirect channel in the United States, facilitating growth and expansion at local, regional, and national levels,” said McBee. Mitel will keep its direct sales team intact, although those employees will target an unspecified select group of customers,” McBee said.

McBee also said he is taking on an additional role, that of president. He assumes the title because Paul Butcher, who served as president and COO, has left the company. Mitel has axed the COO position.


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