Menu
Polycom creates new partner category

Polycom creates new partner category

Company looking to form partnerships with developers

The rising of the importance of digital content in unified communications (UC) is driving Polycom to create a new partner category, aimed at recruiting developers to embed video into applications.

Polycom’s managing director Gary Denman says the company is now looking for new types of partners, namely developers that can work into embedding video solutions into applications to increase the potential for collaboration in UC.

“We are starting to identify areas of opportunity in NZ, from an industry standpoint. The government is interested, and so is the financial sector, with its 'branch of the future' concepts,” he says. “We don’t necessarily want them to sell our technology, we want to build video into the applications.”

Denman adds that the company is still working on how it will support this new type of partner but says it is definitely an exciting time for the vendor and its channel community. “You don’t get an opportunity very often to create a new category of partnership.”

According to Denman, the Microsoft Lync business for UC is “really starting to become a significant growth area” and it will remain one of the company’s key areas of focus in the next few months. He says people are looking to “modernise their platforms” and looking at room-based or immersive solutions, beyond the traditional desktop UC solution. “We’re still social animals, we like getting together. People see the value in room engagement. They want the richer, more personal experience,” he says, adding that “allowing people to stay connected is not just about cost-savings, it’s also about efficiency”.

Polycom’s MD says he sees users as the main drivers for adoption of new solutions and urges partners to specialise, in order to provide the maximum amount of value to customers. “We want to make sure we are focused on the customer adopting the technology properly and getting the most value out of it. It’s a cultural change. How do you train people to think differently?”

Denman suggests that “partners know where their specialisation is and really focus on that”.

“Understand your specialisation, segment your customers, remain there,” he says. “Don’t try to do everything.”


Follow Us

Join the newsletter!

Or

Sign up to gain exclusive access to email subscriptions, event invitations, competitions, giveaways, and much more.

Membership is free, and your security and privacy remain protected. View our privacy policy before signing up.

Error: Please check your email address.

Events

Featured

Slideshows

Meet the Reseller News 30 Under 30 Tech Awards 2020 winners

Meet the Reseller News 30 Under 30 Tech Awards 2020 winners

This year’s Reseller News 30 Under 30 Tech Awards were held as an integral part of the first entirely virtual Emerging Leaders​ forum, an annual event dedicated to identifying, educating and showcasing the New Zealand technology market’s rising stars. The 30 Under 30 Tech Awards 2020 recognised the outstanding achievements and business excellence of 30 talented individuals​, across both young leaders and those just starting out. In this slideshow, Reseller News honours this year's winners and captures their thoughts about how their ideas of leadership have changed over time.​

Meet the Reseller News 30 Under 30 Tech Awards 2020 winners
Reseller News Exchange Auckland: Beyond the myths — how partners can master cloud security

Reseller News Exchange Auckland: Beyond the myths — how partners can master cloud security

This exclusive Reseller News Exchange event in Auckland explored the challenges facing the partner community on the cloud security frontier, as well as market trends, customer priorities and how the channel can capitalise on the opportunities available. In association with Arrow, Bitdefender, Exclusive Networks, Fortinet and Palo Alto Networks. Photos by Gino Demeer.

Reseller News Exchange Auckland: Beyond the myths — how partners can master cloud security
Reseller News welcomes industry figures at 2020 Hall of Fame lunch

Reseller News welcomes industry figures at 2020 Hall of Fame lunch

Reseller News welcomed 2019 inductees - Leanne Buer, Ross Jenkins and Terry Dunn - to the fourth running of the Reseller News Hall of Fame lunch, held at the French Cafe in Auckland. The inductees discussed the changing face of the IT channel ecosystem in New Zealand and what it means to be a Reseller News Hall of Fame inductee. Photos by Gino Demeer.

Reseller News welcomes industry figures at 2020 Hall of Fame lunch
Show Comments