Hewlett Packard (HP) and IP telephony specialist Mitel have teamed up to form a new converged voice and data joint channel strategy which analysts say is essential for the spread of converged networks equipment, although resellers remain doubtful.
The two will work together to formulate offerings and work closer in the channel, offering training, co-marketing and joint announcements, said Gijs Zantvoort, HPs's European sales and support programme manager.
"We're opening up the channel," he told vnunet.com. "Mitel offers voice technology, we offer data. As the world moves towards convergence we hope to get the best from both worlds and offer it to our partners."
The two will be working together on a number of technological joint ventures which Zantvoort said would be revealed later in the year.
Resellers said they were not aware of the deal and could not see the reasons behind it.
"Unless they're looking ahead to application hosting, I really can't see the benefit for Mitel," said Neil Sturgess of Mitel reseller, Decorum. "I'm sure we'll hear more about their plans."
Sturgess also added that although last year had seen slow growth in the converged network equipment sector, he anticipated an improvement this year.
Analysts welcomed the joint deal as "logical" as companies move towards the converged model.
"The market has lacked converged sales channels," commented Jonathan Doran of analyst group, Yankee.
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