Executive PartneringBy Sharon Linsenbach | Print
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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.