10 Things VARs Should Know About ShoreTel


It's Getting Bigger And Better

ShoreTel is, as one of its partners described it, the "little UC engine that not only' could,' but can and most definitely 'will.''' ShoreTel returned to profitability in its fiscal third quarter, and has grown revenues 30 percent on a year-over-year basis in every one of the last four quarters. By several analysts' estimates, it lays claim to about 9 percent of the U.S. IP telephony market, and its executives have made no secret of scaling its solutions upmarket to win more enterprise business. Having reworked its channel program and cut ties with a number of underperforming VARs, ShoreTel appears to be doubling down with its most strategic partners. Eric Bowling (right), vice president of sales for IPC Technologies, a Richmond, Va. partner, was among the many ShoreTel partners who talked up ShoreTel's impressive customer satisfaction feedback.

From left to right: Don Girskis, ShoreTel's senior vice president, worldwide sales; Don Gulling, president, Verteks Consulting, an Ocala, Fla.-based partner; Mark Colquhoun, CEO of Solar Communications, a Swindon, U.K.-based partner; and Bowling.