Unified Communications (UC) provider ShoreTel has signed a deal with distributors Express Data to assist its push into the medium & enterprise market in New Zealand and Australia.
ShoreTel has until recently been represented here by boutique distributors IDvio, as well as around 15 resellers.
The appointment of Express Data signals the company’s intention to grow its share of the market in this region, according to APAC managing director, George Atrash.
"The reason for choosing Express Data was their key focus around the mid-market to enterprise sectors,” Atrash says.
"Demand for ShoreTel was initially with SMBs but as we’ve moved into the mid-market space, and now with our mobile solution into the enterprise space, we’re looking to grow that market.”
Atrash says he chose Express Data from a shortlist of four resellers.
"We had high level chats with four, and firm discussions with two.”
Express Data were also quite selective, Atrash says, but were convinced by the brand’s strong performance in the US, where it has grown its market share from 6% to 10% to establish itself firmly as the number three UC provider.
"The biggest reason for that growth is that we’ve got the best total cost of ownership once you start looking at multiple sites,” Atrash says.
"When you’ve got more than one site the product becomes way cheaper.”
As for further deals, Atrash says it will depend how the Express Data partnership pans out.
"We suspect the market will grow.”