Mitel’s channel has been promised that it will get the advantage of cross-sell opportunities once the deal to acquire Unify closes.
Mitel announced a €700 million move for the unified communications and collaboration (UCC) and communication and collaboration services (CCS) businesses of the Atos Group earlier this week, heralding the move as a positive one for the channel.
Mitel chief sales officer Graham Bevington said that his outfit and Unify share a common, channel-driven go-to-market approach that is well-suited to fuel success for channel partners.
“Partners would have a broader portfolio of products and services with which to ensure customers have the flexibility to choose the communications model they prefer, as well as more global resources to support the overall partner experience.
“The combined company would have the operational scale, portfolio, geographic reach and financial profile to modernise the UC experience for customers faster and more effectively than either company could alone – ultimately making Mitel an even stronger partner for the channel community,” said Bevington.
He said that until the transaction closes, Mitel and Unify will continue to operate as separate entities and partners will not have the opportunity to cross-sell solutions.
Afterwards adjacent cross-sell opportunities would deliver increased support for customer needs and opportunities for revenue growth for partners, he added.
There has been an increase in demand for UCC, driven by the shift towards hybrid working, but research issues last year indicated there were challenges for customers managing systems, opening the door for the channel.
