Mergers and acquisitions are tough. I have been through a number of M&As myself and know what it takes to make them successful. Mitel first acquired Shortel back in July of 2017 and then Mitel itself was acquired by an investment group led by Searchlight Capital Partners, L.P. in April of 2018.
Mike Conlon, VP of global channels at Mitel, reviews some of the strategy that went into both acquisitions with Don Witt of The Channel Daily News. With the Acquisition of Shortel, Mitel leaped into the cloud providing a complete product line for premise, hybrid, or cloud solutions. Any sales person could now walk into any company and provide the solution they were looking for in their company.
With the complete product line in place, Mitel made a shift in the sales strategy which has quickly turned out to be very successful. By committing to a distribution channel model, Mitel has refocused their sales force to support the channel sales teams. This ultimately reduces costs and leverages the local channel sales in every country around the world. If you want to accelerate sales – commit to a channel strategy and then make both the sales channel experience and the customer experience positive and productive. Looks like Mitel should have a very successful 2019. Way to go!
With 45 years of industry leadership, they help businesses connect, collaborate and provide better experiences for their customers. Mitel is trusted by 70 million business users in more than 100 countries.
Throughout their long history of industry experience, innovation has been core to Mitel’s DNA – allowing them to become experts in evolving to meet their customer’s needs and help you do the same for your customers. It’s why they’re the only company that wakes up every day exclusively focused on helping you take your communications from where they are today to where you – and your customers – need and expect them to be.
For more information, go to: https://www.mitel.com/ or https://www.mitel.com/about/why-mitel
http://media.blubrry.com/telecomresellerpodcast/content.blubrry.com/telecomresellerpodcast/Mitel_Edited_Jan_2019.mp3