ShoreTel Signs Black Box as New Partner

IP equipment maker ShoreTel has signed Black Box Corp. as a new distributor.

ShoreTel earlier this year scored CDW as a new VAR partner and, this week, also added Black Box Corp. to its channel roster. Black Box builds and maintains voice and data networks across the globe. Its the company that, last year, bought systems integrator NextiraOne from private equity firm Platinum Equity.

Ramping up Black Box will take time because its such a large company, ShoreTel CEO John Combs told investors during the company’s first-ever earnings call in August. Black Box has 175,000 clients in 141 countries. The effort, however, will be worthwhile, as Black Box will contribute significantly to ShoreTels growth, Combs said.

Indeed, ShoreTel only expects to keep gaining momentum from its channel partners. Resellers boosted the companys revenue by 40 percent year-over-year in the fourth quarter alone, Combs said.

Partner productivity is the most important measure of our success, he said.

During its fiscal fourth quarter of 2007, ShoreTels revenue jumped 52 percent to $28.9 million and net income grew 11 percent, reaching $1.9 million. ShoreTel was able to achieve these numbers despite the costs of going public, incurring $632,000 in stock compensation charges and spending more money on R&D.

Black Box Corp.
ShoreTel Inc.

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