By Ray Horak, Technology Editor

Mitel (NASDAQ:MITL), transformed itself into a software company over the last decade as it evolved into a leading provider of Unified Communications and Collaboration (UCC) software solutions. Mitel now announces a series of strategic initiatives that significantly strengthen its North American channel program. The announcement includes the addition of several new U.S.-based channel management executives, and the creation of the Authorized Partner Service Program (APSP), which selectively shifts local service support for some of the Mitel product portfolio to its channel partners.

Renato Mariani, newly appointed Vice President of Field Marketing for North America, explained to me that the Authorized Partner Service Program will have a direct impact on the way the company does business, and will result in greater integration with its channel.  “Enterprise class direct sales and support, going forward, will be primarily through channel partners where possible. Support for existing enterprise customers will shift to qualified channel partners when and where possible, contingent on the consent of the customers, of course. This strategic realignment will minimize, if not thoroughly resolve, long-standing channel conflicts between Mitel’s direct sales organization and channel partners, to the benefit of both. That clearly is important to us and our partners, who will grow stronger as a result. Much more importantly, end users of Mitel systems will benefit from localized support through improved response times when hands-on support is required for physical moves, adds and changes or maintenance.” Stan Holcomb, newly appointed Vice President of Global Services, echoed Mariani’s comments, adding that “Mitel has certified more than 40 highly qualified channel partners during the several weeks preceding this announcement and we expect to extend APSP certification to others in the near future. The Authorized Partner Service Program is indicative of a renewed and strengthened commitment to Mitel channel partners and, ultimately, to Mitel customers.”

To implement this strategy, Mitel has brought on seasoned channel professionals from Avaya, Alcatel-Lucent, Nortel, NEC, Polycom and other companies that have experience managing billions of dollars in profitable sales in the business communications market. These include:

• Renato Mariani, Vice President, Field Marketing, North America
• Stan Holcomb, Vice President, Global Services Solutions
• Dave Hand, Vice President of Sales, Central Region
• Leo Cortjens, Vice President of Sales, Eastern Region

More at www.mitel.com.