“ShoreTel’s ability to offer a single scalable platform for all markets in EMEA is extremely attractive for resellers and customers,” said Matthew Ball, principal analyst at Canalys. “This increases the total addressable market for resellers, and lowers the overall cost of training, selling and support by focusing on one solution to target opportunities of all sizes. This message is resonating well, which is resulting in ShoreTel consistently outperforming the market average and penetrating the top five vendors in the UK for the 100+ IP lines segment.”
Canalys has tracked the transition of enterprise telephones from traditional TDM to IP-based solutions, and now to unified communications and collaboration technologies. Canalys found strong performances in ShoreTel’s shipment growth in both the North American (7.4 percent) and EMEA (21.9 percent) markets. ShoreTel has grown at both ends of the spectrum, winning business below 50 seats and also increasing the number of larger, 1000-plus seat deals by continuing to increase its profile with large channel partners.
Darren Pattie, UK & Ireland sales director at ShoreTel, explained, “ShoreTel continues to outperform the market and take market-share from its competitors. ShoreTel’s strategy, focus and programmes have been designed to enable our channels to be successful and profitable in a demanding market with a low cost to serve, high margin model. Some of our key successes over the past twelve months have been the growth of channel partners like Armstrong Communications, part of Solar Communications Group, with wins such as Chetham's School of Music; and South West Communications with wins such as Farrow and Ball. This growth demonstrates that new as well as established ShoreTel channels are winning in the market.”