LifeSize’s country manager for ANZ Tim Fulton says its videoconferencing solutions are the perfect fit for the New Zealand market, as they are specifically aimed at small to medium businesses. The vendor has recently signed on Unity Systems, a division of Distribution Central, as its second distie in the country, along with Atlas Gentech.
The distributors are the main point of contact for LifeSize resellers in the country although Sydney-based Fulton makes the trip across the Tasman at least once a quarter.
Fulton says many companies still see videoconferencing as a “big company investment” and getting them to understand that it can be scalable and affordable is “an education process”.
“The PBX world is pretty stagnant,” he says. “We are almost creating a new market. It gives resellers a different conversation to have. A conversation about video is much easier to have with a CEO.”
For Fulton, reselling video is also an opportunity for partners who can market LifeSize solutions with other products and cross or up-sell solutions.
“We have probably less than ten resellers [in New Zealand] at the moment. It is becoming more of a volume product but it is not quite mainstream yet. We might see that number double in the next 12 months,” says Fulton.
“We want to make sure we have good geographic coverage and also good coverage in terms of industry verticals. This represents a good opportunity for small regional resellers,” he adds.
As well as its on-premise solution, LifeSize also has a cloud product which Fulton says allows smaller resellers to take videoconferencing to market.
“We want to give the reseller community the opportunity to sell that.” He says a LifeSize videoconferencing solution can start as low as $2000 (for four people, with a Logitech camera) and “it’s wrong to think that this is out of reach for smaller buinesses.”
Fulton does not rule out the possibility of setting up an office in New Zealand, if business continues to grow as expected.