Mitel names veteran tech exec as global channel chief
Kanata tech firm taps Ben Macdonald to lead sales partnership strategy as communications modernization accelerates.
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Mitel, the Kanata-based telecommunications company, has hired Ben Macdonald as vice-president of global channel go-to-market to lead its network of more than 6,000 sales partners and capitalize on a surge in communications technology upgrades.
Macdonald will oversee Mitel's global channel strategy and its recently created global partner program, which allows sales partners to advance through various tiers offering discounts, marketing resources, and other tools.
The move comes as companies like Mitel that specialize in communications hardware and software compete to capture customers upgrading aging technology. According to Mitel, more than two-thirds of businesses have used their current communications systems for at least seven years. More than 90 per cent of organizations modernizing their communications technology are turning to hybrid solutions incorporating both on-premise and cloud-based platforms—an area Mitel describes as "a significant market opportunity" requiring a strong sales channel network.
Macdonald brings extensive experience building sales channel partnerships. He most recently served as vice-president of global sales and channels at video-conferencing software maker Owl Labs, where he led the company's enterprise channel-led growth model and secured strategic alliances with Microsoft and Lenovo. Previously, he held senior leadership roles at Poly, Juniper Networks, and Ekahau, specializing in building sales channel networks.
"The partner opportunity in business communications right now is exceptional," Macdonald, based in Naples, Florida, said in a statement. "Organizations across every sector are rethinking their communications infrastructure, and they're turning to trusted channel partners to guide that journey."
Long one of the National Capital Region's highest-profile tech companies, Mitel has navigated tough times recently. The firm emerged from creditor protection last year under new ownership after a financial restructuring that slashed debt and brought in US$125 million in new funding. While still headquartered in Kanata, only a few hundred of its 4,000 employees remain in the region.