Australian resellers will be the first in the world with access to UC vendor Shoretel's first "sales-only" channel program.
The program will be tested in Australia by Shoretel, which has been winning awards for its innovative channel programs - including a 5-Star rating in the CRN US 2014 Partner Program Guide.
Now the company is using Australia to test whether the sales-only model will be prove a hit. "This is really the pioneering market for us," Shoretel's senior vice president of worldwide sales David Petts told CRN.
Resellers opting for the sales-only program won't have to necessarily need the ability to implement Shoretel technology, with that task done by Dicker Data.
The move marks a significant channel revamp by Shoretel, as it looks to grow the appeal of its portfolio to resellers who might not have sold telephony before.
"We're not necessary looking at traditional telephony resellers that have sold telephony forever," said Shoretel's ANZ managing director Jamie Romanin.
In January, Shoretel revamped its channel incentives, introducing lead registration and opportunity registration.
The vendor's marketing development fund also works differently now. Whereas the fund was once "parked" with a distributor, gold and silver partners now have the ability to accrue their own funds, instead of dipping into a general pool.
"You couldn't plan on it in the same way as you can when it's a dedicated fund," said Romanin.
-1.jpg&w=100&c=1&s=0)
.png&w=100&c=1&s=0)
