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ShoreTels Agito Acquisition Opens Mobility Market for Channel Partners

ShoreTel partners are finding value in the companys acquisition of mobile technology vendor Agito Networks just one day after the deal was announced, according to ShoreTels channel marketing director.

We had a call with our channel partners earlier today about the acquisition and already were seeing some leads come in from our partners,” said Annette Lorenz, director of Worldwide Channel Marketing at ShoreTel.

ShoreTel yesterday announced its acquisition of Agito, maker of platform-agnostic mobility solutions, for $11.4 million. With the integration of the Agito technology into the ShoreTel product line, channel partners now have the ability to offer a solution that enables enterprise employees to use any device in any location on any network as their office phone line.

This technology is highly complementary to our existing strategy,” said Kevin Gavin, vice president of marketing at ShoreTel. The notion of having increased mobility is critical for so many companies today. With this acquisition, we can now make the smartphone a two-way communication extension of the PBX. Its a full-fledged phone in your pocket.

Individuals increasingly are using their smartphones as their primary communication device, and partners said having this type of capability would be the Holy Grail of mobility,” he added. Agito fills in the last missing piece of our mobility space.”

The new capabilities open new markets for ShoreTels partners that previously went untapped, Lorenz noted, as more enterprises were looking for solutions with mobility functionality.

We see the market opportunity as very large,” she said. Our channel base has had some mobility solutions in the past,” namely ShoreTels Communicator Mobile dashboard, but having the ability to use any network PBX, IP, cellular or Wi-Fi in our technology suite will definitely meet customers needs more so than in the past.”

Gavin pointed out that the corridor warriors” employees who spend most of their time away from their desk will especially benefit from the technology.

All knowledge workers have a smartphone and our channel partners hear from their customers that they want to make those smartphones an extension of the PBX. Agito nails that requirement,” he said. This acquisition was entirely customer- and market-driven.”

Scott Strochak, president and CEO, Xtelesis Corp., a ShoreTel channel partner based in Burlingame, Calif., said the addition of the Agito technology should help bump up his companys ShoreTel revenue another 10 percent this year.

This year we are expecting about 30 percent growth in our standard ShoreTel business,” he said. Once Agito is integrated Im hoping there will be new opportunities that will drive an extra 10 percent on top of that standard growth.”

Strochak sees opportunities in large enterprise companies with a high number of mobile employees as well as verticals such as health care. Thats a place where we havent played very much. The health care environment is extremely mobile there are a bunch of people moving around all the time and this is a solution that absolutely addresses that space,” he said. I think Agito will open up some new doors for us.”


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