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UC player picks Singapore for regional hub

Veronica C. Silva | March 15, 2011
Unified communications player ShoreTel recently set up a regional hub in Singapore

SINGAPORE, 15 MARCH 2011 – Unified communications player ShoreTel recently set up a regional hub in Singapore from where it plans to grow its channel partner network.

The California-based company also announced the appointment of Dean Hodgson as regional director tasked to drive adoption of unified communications across Southeast Asia.

Hodgson will oversee the ShoreTel facility located in Suntec City. The facility doubles as a fully-equipped training centre and demonstration suite showcasing the company’s UC and mobile enterprise solutions. ShoreTel’s IP telephony solution fully integrates voice, video, data, and mobile communications across multiple sites with ease, thus contributing to improved productivity.

As a hub, the Singapore office will draw from the technical and sales expertise from across the region to provide resellers and distributors with the technical training, certification, and channel sales support required to continue expanding UC adoption in Asia, said Vasili Triant, ShoreTel managing director, Asia Pacific. 

“We expect creating an Asia hub based in Singapore will generate a positive response from the industry. Singapore is a key global market for ShoreTel customers as it provides a strategic location for ShoreTel to better serve customers and partners throughout Southeast Asia, added Triant. “Businesses throughout Asia will now have easier access to our industry-leading UC technology which will assist them to achieve unprecedented levels of productivity and performance.”

From Singapore, ShoreTel also plans to expand its distribution channel across the region to add to the three Southeast Asian resellers they currently have. This will happen in the next few months, the company said, as it tries to address the demand for UC adoption.

Room for growth

Industry analysts do not consider ShoreTel as a major UC player. Yet it has opportunities to grow in the region.

“ShoreTel is not yet a top global UC player but has been presenting significant growth and attracting important sales channels, especially from Avaya,” said Claudio Castelli, senior analyst, Ovum.

He added that ShoreTel may be the fourth or fifth UC player in the US and “is getting some tracking in other regions, including Asia Pacific where it expects its biggest growth.”

Frost & Sullivan industry analyst Jessie Yu Juan said they “don’t view ShoreTel as a key player in the UC marketplace to compete with Cisco, Avaya and Microsoft in the near future, but it’s definitely an emerging vendor. More opportunities for UC are expected to take place in developing countries, where customers focus more on price, but not branding.”

Juan added that the growth opportunity areas for UC in the region are mobility, conferencing and collaboration and IM/presence.

“Overall, there is a gap in the market for on-premise IP telephony/UC solutions that ShoreTel can explore,” said Ovum’s Castelli.


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