Mitel Redesigns Channel Program, Amps Up Focus on Contact Center, Cloud Communications

**Editor’s Note: Click here for a list of recent channel-program changes you should know.**

Mitel, with the Aastra, OAISYS and PrairieFrye acquisitions under its belt, on Monday unveiled its redesigned channel program.

The UC and phone systems provider said its new structure maintains its focus on VARs and cloud communications, while adding support for cloud providers that white-label its products and telecom carriers. That’s because, over the past year, the Canada-based Mitel has deepened its expertise in equipment and communications for businesses, as well as contact center software, thanks to relevant purchases.

Now, as a result, Mitel’s partner program features an updated rewards system, which recognizes factors including revenue success, technical and sales certifications, operational efficiency, installation expertise, and specialization in contact center, cloud and hospitality platforms. Mitel said the emphasis on those last three areas is designed to result in improved customer experience.

“Contact center and cloud communications…are significant areas where we are dedicated to helping our partners to become more competitive,” said Sandy Janes, director of channel strategy and programs at Mitel.

The new program takes effect next month in the United States and Canada, and then will expand to other parts of the world, plus apply to new Mitel partners, starting in early 2015.

“Partners are the engine to our success,” Janes said. “They represent our brand and we will continue to fine-tune and optimize our program to fully support and provide the resources they need to capitalize on new opportunities and provide the best customer support in the industry.”

Mitel is emphasizing contact center and cloud communications as the industry moves away from capex-heavy equipment sales to opex-reliant, subscription-based services. The survival of companies such as Mitel, which was founded in the equipment world, rests upon their ability to incorporate cloud communications and services. Mitel has been working toward that goal with the OAISYS and PrairieFrye transactions, and buying desk phone maker Aastra earlier this year also gave it additional heft among business users, particularly those in Europe.

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