Cross­ing the chan­nel

Ottawa Business Journal - Techopia - - Sales -

M itel CEO Rich Mcbee didn’t mince words when asked in an in­ter­view last year to de­scribe his com­pany’s per­for­mance of late. “We missed our earn­ings and guid­ance, and that’s the kiss of death – it shakes the con­fi­dence of the mar­ket,” he said last July.

Since tak­ing the helm of the Ot­tawa-based telecom­mu­ni­ca­tions firm in early 2011, Mr. Mcbee has re­or­ga­nized the com­pany, shuf­fled its ex­ec­u­tive ranks and re­duced its busi­ness to just three core di­vi­sions.

It’s come at a cost, as re­struc­tur­ing costs helped push the com­pany to a $1.2-mil­lion loss in its sec­ond quar­ter. But rev­enues were slightly above guid­ance, and Mr. Mcbee said he ex­pects to see fur­ther pos­i­tive re­sults in the months to come.

Shortly af­ter those re­sults were re­leased, Mr. Mcbee spoke with ed­i­tor Peter Kovessy about Mi­tel’s new sales strat­egy and the re­struc­tur­ing process. The fol­low­ing is an edited ex­cerpt of that con­ver­sa­tion.

Newspapers in English

Newspapers from Canada

© PressReader. All rights reserved.