ShoreTel spreads channel communications with WhiteGold

Vendor gives previously security distributor its first play into the UC market

WhiteGold continues to expand its product portfolio away from security and has added unified communications vendor, ShoreTel, to its books.

WhiteGold managing director, Dominic Whitehand, said the distributor had been looking for a pure IP solution as part of its strategy to diversify.

"ShoreTel products integrate well and offer good margins to the channel. The growth of UC presents us with a big upside in cross pollination solutions," Whitehand said.

WhiteGold will be looking to build up a list of qualified and accredited partners.

"We'll be targeting both voice and data resellers and using events to generate interest with both resellers and end users. Because of the breadth of products we have, we've got a nice horizontal play across the market," Whitehand said.

WhiteGold has also recently signed with WAN optimisation vendor, Exinda, and storage vendor Isilon in an effort to develop a hybrid model between broad-based and niche distribution.

ShoreTel managing director of South East Asia, Tony Warhurst, said the vendor planned on adding a second distributor to complement Westan once it had grown enough in the region. It struck an agreement with Westan 12 months ago.

"I've known the people at WhiteGold for a number of years and I was impressed with their approach to channel partnerships," Warhurst said.

He was confident there would be no conflict between Westan and WhiteGold.

"WhiteGold give us access to a new range of systems integrators and resellers. The appointment came due to a need to expand our existing channel," he said.

Warhurst said there were no plans to appoint further distributors in the near future.

"Two distributors is the right number for the Australian market. Things might change if demand requires in, but with the size of the Australian market too many distributors will result in a lack of focus," he said.