Following its merger with Inter-Tel last year, Don Smith, the CEO of Ottawa-based Mitel Networks, announced a new channel strategy with the Canadian availability of its Exclusive Business Partner (EBP) channel program earlier this year.
Carter Chapman, director of channel sales at Mitel, said the EBP program was initially launched in the U.S. because it was first developed by Inter-Tel four years ago and there were 22 partners already enrolled in the program.
The program later launched in Canada on May 1.
To be eligible for the program, Smith said solution providers have to agree to sell 100 per cent Mitel products to new customers. Partners who may have already had existing accounts before they became a Mitel EBP can still sell those products to those existing customers; however, any new business done with new customers has to be exclusively sold through Mitel.
“Exclusivity will bring business benefits,” Smith said. “Ten other partners will have those same three leads. Ours will have market intelligence.”
EBPs are able to focus their efforts on one product line, which makes everything “easier” for them, says Chapman.
Members of the EBP program receive comprehensive support, training opportunities and additional discounts that will allow them be more competitive in the unified communications solution space.
