Mitel Calls on Varicent for Comprehensive Sales Performance Management

    Leading International Communications Firm Selects Varicent SPM to put the
    'Mojo' Back in Sales Performance

    TORONTO, Dec. 11 /CNW/ -- Varicent Software, the only provider of
complete solutions for sales performance management (SPM) and pay-for-
performance programs announced today that Mitel(R), the trusted provider of IP
communications, applications and solutions, has selected Varicent SPM as its
sales performance management platform.  Varicent SPM will be integrated with
Oracle, SAP, and some home-grown applications to incorporate
the source data into the sales performance management platform.  Mitel will
roll out the solution to its sales representatives in North America and
    "Mitel has a clear vision of how sales performance management can help
the company achieve its sales goals," said Marc Altshuller, executive vice
president, worldwide operations, Varicent.  "By selecting Varicent SPM, Mitel
has the tools to react quickly to market changes and opportunities and to
drive behavior by providing more communication, process and visibility into
its incentive compensation plans."
    Varicent SPM will benefit many levels of employees at Mitel: sales reps,
compensation analysts, and executives.  Varicent SPM provides:

      -- Mitel's sales reps a Web-based SPM dashboard to track, react to, and
         reach for opportunities based on individual quotas and performance to
      -- Mitel's compensation analysts the ability to automate Incentive
         Compensation Management (ICM);
      -- Mitel's compensation analysts Territory Management, Quota Planning
         and Performance Analytics;
      -- Mitel's executives to truly provide incentives for sales reps to
         close deals that align with strategic business goals.
    "We believe sales performance management is something every company
should have," said Paul Butcher, COO, Mitel.  "With Varicent SPM we can change
the incentive compensation paradigm at Mitel.  Instead of reps looking back at
what they earned, they can use Varicent SPM to look towards ways to earn more
money, and put the 'mojo' into their sales performance."
    Mitel examined its ICM procedures and processes and realized the company
needed a better way to drive the behavior of, and communicate incentive
compensation plans to its sales force.  After a competitive evaluation
consisting of product demonstrations and customized Proofs-of-Concept, Mitel
selected Varicent SPM.
    In addition to automating the ICM process, Varicent SPM will enable Mitel
to reduce errors, reduce employee turnover, increase morale and, ultimately,
increase sales.
    About Mitel
    Headquartered in Ottawa, Canada, with offices, partners and resellers
worldwide, Mitel is a leading provider of integrated communications solutions
and services for business customers.  Following its merger with Inter-Tel,
Inc., Mitel offers customers greater flexibility and choice of solutions, from
basic business communications to sophisticated unified communications, from
pre-packaged to tailored applications, and from an outright capital purchase
to a managed service.  For more information, please visit
    About Varicent
    Varicent Software Incorporated delivers the only complete sales
performance management solution addressing the needs of the entire
corporation.  High performing companies relying on Varicent for better
visibility and control of variable compensation programs include Waste
Management, Health Insurance Plan of New York (HIP), AAA South Auto Club,
Medtronic, Inc., Rogers, (a New York Times company), and many
    For more information on Varicent, visit:
    (C) 2007 Varicent Software. All rights reserved. Varicent and Varicent
SPM are trademarks of Varicent Software.
    All other trademarks and company names mentioned are the property of
their respective owners.

For further information:

For further information: Kelley Lynn Kassa of Varicent Software, 
+1-617-600-4700, Web Site:       

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