ShoreTel has appointed Communications Plus to its channel in Western Australia with another partner announcement in coming weeks to solidify its base in the state.
The IP telephony and unified communications maker's managing director for Southeast Asia, Vasili Triant, told CRN the two partner appointments would round out its Western Australian presence.
But ShoreTel would continue to recruit specialist partners in Queensland, NSW, South Australia and New Zealand, he said.
Part of Communications Plus' attraction was its Telstra business systems certification, according to Triant.
ShoreTel inked a distribution agreement with Telstra in May.
"Telstra is one of our go-to-market strategies," Triant said.
"We need partners that are certified in Telstra in the enterprise and government space but we also need partners that aren't Telstra-certified."
According to Triant, Communications Plus would focus on winning business in the 150-to-200 user range.
"That doesn't mean they won't get some smaller customers but we're really driving into the mid market and enterprise space with them," he said.
ShoreTel's rebate model rewarded partners whose customers scored highly in a third-party customer satisfaction survey conducted 90 days and then a year after installation.
Triant said ShoreTel targeted customer satisfaction scores of 90 or above, based on its experiences in the U.S. market over the past four years.
A score of between 90 and 100 was considered "world class" according to the test methodology.
The score determined whether partners received rebates in the form of discounted products. Poor scores could result in the partner being penalised, Triant said.
ShoreTel competed for deals with the likes of Cisco, Alcatel and Avaya, he said.
Communications Plus could not be reached for comment at the time of publication.
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