The Channel
What are the companies’ approaches to the channel?
“You know, [Mitel] is very channel centric, almost exclusively. [Unify] has a channel as well as a direct enterprise sales motion, as they have a managed services business. You know, one of the things you need to manage—and I think they’ve done a really good job— is when you have both motions. You got to make sure they’re not in conflict. You don’t want to compete with your channel. [Unify] has done a very nice job of marking where their channel takes over,” Loomba said.
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