ShoreTel Expands Partner Ecosystem with Value-Added Distribution

ScanSource joins forces with ShoreTel to meet global demand for business communication solutions

SUNNYVALE, Calif.--()--ShoreTel® (NASDAQ:SHOR), the leading provider of brilliantly simple IP phone systems with fully integrated unified communications (UC), today announced it has signed an agreement with a value-added distributor, ScanSource Communications, to distribute its comprehensive line of business communication solutions. This expands the ShoreTel Champion Partner Program to a worldwide, two-tier channel program and positions ShoreTel to continue to build momentum and capture increased market share in the IP telephony, mobility and UC markets.

The addition of two-tier distributors in North America should allow ShoreTel to scale its global reach and better serve the needs of its resellers and service providers with significant opportunities for growth and additional offerings that help ensure world-class customer satisfaction. ScanSource Communications will support the channel with highly skilled technical support and seamless global procurement capabilities. ScanSource Communications provides deep expertise in IP telephony and UC solutions, as well as a proven track record of success in delivering excellent support to their reseller community worldwide.

Resellers and service providers looking to capitalize on increasing demand for simple, easily deployed business communication solutions will find the expanded ShoreTel Champion Partner Program provides access to enhanced technology solutions given ShoreTel’s open platform, new training and certification, sales incentive programs and marketing support. This expanded program will enable them to drive future growth while maintaining a profitable revenue stream. Under the new agreement, ShoreTel will continue to maintain standards for certification and accountability for selecting new resellers, ensuring world-class quality and customer satisfaction. Through ScanSource Communications and other distributors, partners can offer stand-alone ShoreTel products, as well as fully integrated, multi-vendor solutions designed to best meet customer needs.


“ShoreTel is committed to helping our partners and customers grow their businesses by offering comprehensive communications solutions that eliminate complexity and help reduce costs. ScanSource Communications shares this vision, and together we can focus on product and service excellence, while offering support and value on a much deeper and broader scale than ever before.”

  • Don Girskis, Senior Vice President, Worldwide Sales, ShoreTel

“Today’s announcement marks another significant milestone as ShoreTel continues to build a world-class channel infrastructure. By solidifying existing partnerships and forging new strategic relationships in key markets, ShoreTel is well positioned to meet the growing global demand for integrated voice, data and mobile communications solutions for organizations of all sizes.”

  • Peter Blackmore, President and CEO, ShoreTel

“ShoreTel is a leader in delivering communications solutions resellers need to meet the ever-changing demands of the end user. Through ShoreTel’s unified communications, mobility solutions and IP phone systems, coupled with the value-added services and support ScanSource Communications is known for, we are armed and ready to help our resellers grow their communications business and strengthen their solution offering.”

  • Buck Baker, President, ScanSource Communications

“This distribution announcement will positively help ShoreTel's enterprise market reach capability and provide more vertical market focus. It's a natural evolution of the company’s distribution strategy as growth continues. The focus on customer satisfaction remains a key differentiator for ShoreTel, but the biggest advantage here is the increased efficiency in distribution, combined with the advantages of recruiting more partners of vertical industry segments, which is key for many UC vendors today. The announcement will help bring ShoreTel's U.S. and Canadian strategy more in-line with how it distributes elsewhere in the world.”

  • Rich Costello, Senior Analyst, Enterprise Communications Infrastructure, International Data Corporation (IDC)

“As the economic climate improves, communications providers have the opportunity to accelerate growth through enhancing their channel programs. A two-tier approach can improve access to potential customers and enable greater cost efficiencies and differentiated services.”

  • Megan Fernandez, Principal Analyst, Gartner


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About ShoreTel

ShoreTel, Inc. (NASDAQ: SHOR) is the provider of brilliantly simple Unified Communication (UC) solutions based on its award-winning IP business phone system. We offer organizations of all sizes integrated, voice, video, data, and mobile communications on an open, distributed IP architecture that helps significantly reduce the complexity and costs typically associated with other solutions. The feature-rich ShoreTel UC system offers the lowest total cost of ownership (TCO) and the highest customer satisfaction in the industry, in part because it is easy to deploy, manage, scale and use. Increasingly, companies around the world are finding a competitive edge by replacing business-as-usual with new thinking, and choosing ShoreTel to handle their integrated business communication. ShoreTel is based in Sunnyvale, California, and has regional offices in Austin, Texas, United Kingdom, Sydney, Australia and Munich, Germany. For more information, visit

Legal Notice Regarding Forward-Looking Statements

ShoreTel assumes no obligation to update the forward-looking statements included in this release. This release contains forward-looking statements within the meaning of the “safe harbor” provisions of the federal securities laws, including, without limitation, statements relating to ShoreTel’s growth potential. The forward-looking statements are subject to risks and uncertainties that could cause actual results to differ materially from those projected. The risks and uncertainties include the pace of the global economic recovery, particularly in the United States, and the impact thereof on information technology spending, our reliance on third parties to sell and support our products, risks associated with an expanded two-tier distribution model, and other risk factors set forth in ShoreTel’s Form 10-K for the year ended June 30, 2010 and Form 10-Q for the quarter ended September 30, 2010.


Steven Johansson, 650-762-2846

Release Summary

ShoreTel announces the expansion of the ShoreTel Champion Partner Program to a worldwide, two-tier channel program to continue to build momentum in the IP telephony, mobility and UC markets.


Steven Johansson, 650-762-2846