“As a reseller of Mitel systems, you’re at a crossroads,” says Mark Herbert, Partner Evangelist at Dstny.
The shift from on-premise telephony to cloud-based Unified Communications as a Service (UCaaS) continues as the dominance of a few providers becomes apparent. The strength of Microsoft Teams is clear, with over 300 million daily active users.
According to Herbert, “Customers are looking for seamless migration options that retain their legacy investments while enhancing collaboration.”
Microsoft Teams is reshaping business communications, particularly in the enterprise sector. Large organizations are consolidating their desktop applications, including telephony, into a single Microsoft ecosystem.
While price sensitivity is lower in enterprises, small and medium-sized businesses (SMBs) need cost-effective solutions. This is where resellers can differentiate themselves with tailored offerings that include Direct Routing and advanced voice solutions at competitive rates.
A Unique Value Proposition for Mitel Customers
One key advantage Dstny’s solution provides resellers is the power to enable Mitel hardware on Teams. Customers don’t have to replace their handsets, significantly reducing capital expenditure. This native support provides a low-friction path from on-prem to cloud-based communication, making the transition smoother and more budget-friendly for businesses.
For resellers, this is a golden opportunity. Many on-prem customers are unsure about their next steps—should they stick with an ageing on-prem system or leap to the cloud? By offering a Mitel-to-Microsoft transition, you provide an easy and financially viable alternative that ensures continuity and functionality.
This will resonate with Mitel resellers more than ever as the vendor enters Chapter 11 and they consider migration pathways.
Dispelling Common Myths About Microsoft Teams Integration
Some resellers perceive Microsoft Teams integration as overly complex or threatening existing revenue streams. The reality, however, is quite the opposite with the right partner:
- Quick and Easy Deployment – With the right approach, integrating Microsoft Teams with existing Mitel systems can be done in minutes, not months.
- Revenue Growth, Not Loss – Instead of seeing Teams as a competitor, view it as a platform that expands your service offerings. Resellers can generate new revenue by providing licensing, direct routing, call management, compliance recording, and call center solutions on top of Teams.
- Stronger Customer Relationships – Positioning yourself as a Teams expert strengthens trust and solidifies long-term client partnerships.
Expanding Revenue Streams Beyond Teams Licenses
Direct Routing allows resellers to control numbers and minutes while adding advanced call management capabilities. Unlike Operator Connect or Calling Plans, Direct Routing allows you to:
- Preserve revenue streams by selling minutes and numbers.
- Retain customer ownership, ensuring long-term business relationships.
- UCaaS solutions that complement Teams – Offering a cloud-based PBX that integrates with Teams adds value for businesses that need more than just basic calling features.
- Compliance Call Recording – Many industries require recorded calls for regulatory purposes, presenting an additional sales avenue.
- Omnichannel Contact Centers – Businesses need more than voice; they need full customer engagement solutions, which resellers can provide.
Herbert commented, “With Microsoft’s Calling Plans, resellers only receive a small margin on licenses and lose control over the call routing. Direct Routing keeps resellers in the driver’s seat, enabling higher margins and differentiated service offerings.”
Best Practices for Resellers
For Herbert, the opportunity is clear. But to grasp that opportunity, partners must focus on a few key areas.
Stay Educated – Microsoft’s communication ecosystem is constantly evolving. Keeping up with updates ensures that you remain a trusted expert.
Leverage Your Voice Expertise – Many IT providers sell Teams, but few truly understand voice. Your background with Mitel gives you an edge.
Offer a Seamless Transition – Customers don’t want disruption. Highlight how they can migrate from Mitel to Teams without overhauling their infrastructure.
Bundle Additional Services—Compliance, call centers, and Direct Routing offer new revenue streams that can be combined.
Focus on Customer Needs—Every business is different. Provide solutions that align with their specific goals rather than pursuing a one-size-fits-all approach.
The Opportunity is Now
Mitel resellers have a unique opportunity to lead customers into a robust future with Microsoft Teams. By embracing Direct Routing, bundling additional services, and positioning themselves as experts, resellers can retain their customers for years to come by offering a credible path to cloud communications.
The transition from on-premise systems to Microsoft isn’t just a shift—it’s an evolution. And as a reseller, you have the chance to be at the forefront of this transformation which is likely to happen with, or without you.
