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Mitel – Strategy Discussion June 22, 2011

Posted by Matthew Townend in Uncategorized.
Tags: , , , ,

Yesterday i had the pleasure of meeting Mitels Graham Bevington who now heads up international markets for Mitel. Graham was giving me an update on their strategy particularly on their hosted capability.
I was really impressed a couple of years ago when Mitel were the first traditional PBX manufacturer to realise that they were going to be in the software business, and they would not be making all their money from selling proprietary hardware in the future.
Graham highlighted that they had been gaining traction for their Multinstance MICD & VMware hosted offerings amongst both carriers and IT & voices solution providers. These solutions enable enterprise to have their own instance of a software based pbx managed either within a VMware environment or within a Mitels MICD environment. These services are particularly attractive to medium and large enterprises who want the ability to integrate applications with their own instances, rather than multi-tenanted environments which will not allow this level of per customer customisation.
Also in a wider discussion about the industry it was interesting to discuss the future of distribution when we move into more of an online world. As was widely reported Mitel pulled out of traditional distribution a few years ago. However in the future they may indeed be engaging with “Network” based distributor’s, these companies like Gamma would provide the hosting and carrier environment which reseller could then host customers virtual instances in. So where traditional distributor’s capabilities were based around logistics and channel management, the logistics in the future will be around hosting and carrier capability. So maybe we will see Niman’s purchase a data centre ?.
We also discussed that basic call control capability was now going to be offered on different server environments, and the real battle was going to be engaged around UC applications. All in all an interesting chat and I think if Mitel can execute they certainly will be well set amongst their peers.


1. Stewart Hampton - June 23, 2011

The Mitel strategy is a good one. New distribution strategy and high quality channel partners required for VMware hosted offerings.

2. jason @ Voip - August 10, 2011

In the future, partnerships are the answer. Niche offers and projects in conjunction with others – not spreading yourself too thinly.

3. Sam Rozenfeld - November 1, 2011

I am not sure that there is a strong enough case for reliably operating Hosted PBX in a virtual environment due to virtualization overhead. Sounds nice in concept but experience show otherwise…

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