If there's one piece of the ShoreTel story that's still leaving VARs a little confused, it's ShoreTel's cloud strategy: a big deal at the 2010 partner conference, but downplayed at this year's event.
Several partners do sell ShoreTel products as-a-service already, but CEO Blackmore said the take-up of hosted solutions among the customers ShoreTel covets has been hard to predict.
"To be fair, it's building very slowly," he said. "It could change and I don't want to miss out on a very natural opportunity if it does."
ShoreTel CMO Kevin Gavin (pictured at left, with MC Richard Laible), later told analysts that hosted solutions from competitors are "not a real competitive threat" to ShoreTel.