- From a sales perspective, the two companies have complementary strengths both in terms of installed base and sales channels: Mitel has a strong sales presence in Europe, while Polycom has strong sales channels in the Asia Pacific region. Mitel's customer research suggests strong opportunities for cross-selling of the two companies' portfolios.
- The Mitel product portfolio holds a strong IP-telephony platform, mobile software and services and cloud services, adding to Polycom's strength in voice, video and content collaboration systems. Both companies have worked hard to integrate their platforms and systems with Microsoft's Lync and Skype for Business portfolios - an essential requirement for most enterprise collaboration-centric architectures.
- One of the potential downsides to the acquisition is how Polycom's retail customers and OEM partners would perceive the deal. To counter this concern, Mitel will keep the brand and will operate Polycom as a division within Mitel since Polycom is a well-recognized brand. Mitel will also continue to fully support and evolve Polycom products - even if they are solution components provided by Mitel's competitors, according to Mitel CEO Rich McBee.
- To assure Polycom's OEM partners, McBee said that Mitel fully understands that "to change everything, change terms, change look and feel . . . is a recipe for disaster." Rather, he suggests that the Mitel will continue to "partner with the solutions that Polycom is providing to these OEMs. . . [and] enhance the capability with the broader technology portfolio."