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Aria seeks to bolster UC business

Distributor aims to double its reseller base as it announces plans to open up operations in Perth

Aria Technologies is aiming to double its ShoreTel reseller base to drive its unified communications business. The plans come as the distributor looks to expand into Perth.

Aria sought out ShoreTel in a bid to break into the enterprise and government markets, general manager, Rob Pierce, said.

“We have a mature and established channel for LG-Nortel and it is strong in the small to medium business market,” he said. “We have 33 per cent market share and once you reach that stage in a competitive market, you really couldn’t grow anymore.

“To grow the organisation and channel partners, we needed to expand capabilities.”

As a result, Aria replaced Westan as a ShoreTel distributor in 2008, becoming the stable mate of WhiteGold.

One year after signing up with unified communications vendor, Aria has 20 resellers on the ShoreTel account and is looking to double that number. Potential partners will need to have a track record in telephony, integration and maintain sales and service abilities. All-round capabilities and the ability to service customers across the country are required as well.

Pierce also revealed plans to boost the distributor’s Perth operations next year.

“There will not only be sales representatives and dealer management capabilities by pre- and post-sales engineers to give channel partners on-the-spot training,” he said.

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More about: Aria Technologies, LG, Nortel, Westan

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