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Avnet signs on as ShoreTel distributor

Avnet signs on as ShoreTel distributor

Fresh off its partnership with Siemens, Avnet has become a distributor for another unified communications vendor

Avnet has become the latest distributor for unified communications (UC) and IP telephony vendor, ShoreTel.

It marks a renewed push for Avnet in the UC space after it was dropped by long-time partner, Avaya.

The distributor had been in discussion with ShoreTel since 2009 and officially partnered up a few weeks ago.

While Avnet general manager, Gavin Lawless, said its new UC vendors would have clashing product lines, he was unperturbed. The distributor partnered with UC vendor, Siemens, last month.

“The reality is in most distribution and reseller businesses, you offer products that sometimes have overlapping value propositions,” he said. “The challenge is to grow both independently and find opportunities for both.

“It doesn’t necessarily make sense to only have one offering in one particular area because sometimes you need choices. We think it’s a good mix.”

Avnet will continue to work with Avaya until August. Lawless stressed that Siemens and ShoreTel are not replacement vendors.

“We take on vendors on their own merits,” he said. “ShoreTel has been around for a while with an existing partner base and customers.”

“Our job is to recruit new partners and find opportunities so the products are easier to sell.”

Avnet will be recommending the new UC products to its existing Avaya reseller base but will not push too hard for partners to move across to Siemens or ShoreTel.

“We will educate resellers on the products but in the end, it is their choice whether to jump on-board,” Lawless said.

Other ShoreTel distributors include Aria Technologies and WhiteGold Solutions.

ShoreTel had released a data and UC appliance with IBM and was looking for a partner to support the product.

“We were also looking for a larger distributor in the commercial space for our growth in the enterprise partner space,” ShoreTel managing director, Vasili Triant, said.


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Tags siemensAvnetwhitegold solutionsAria TechnologiesShoretelAvaya

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