Executive Partnering
By Sharon Linsenbach |
Despite the channel becoming more multivendor, Mitel is trying to encourage VARs to sell its products exclusively.
As part of the operational review, Mitel provides executive partnering, where an executive is assigned to spend several days with a partner to understand the company’s entire sales and operations processes. This was expanded when Inter-tel and Mitel merged and now covers areas such as recruiting and training personnel, accounting procedures, inventory management, and customer support, he said.
Partners have really embraced this aspect of Mitel's EBP program, Chapman
said. "What happens in the long run is VARs create a special
relationship with the executives who have come out to their site. The
executives become like a mentor," he said.
Partnering with Mitel also will help him grow his business in 2008, said
McKersie. "It wouldn't be a stretch to say I could increase business
by 20 percent this year when I get ramped up on the new products," he said.
Even in the slowing economy, he believes there's opportunities created by the
Mitel and Inter-tel merger. "There are people buying, and Mitel is
going to help me get to the customers with its sales support and new
products," he said.
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