Polycom puts focus on solutions

Polycom puts focus on solutions

Company says it is looking for 'quality partners to serve the market'

Polycom says it is moving away from a point product to focus on solutions as part of an effort to adjust to mobility and cloud trends.

The company has recently announced the release of its RealPresence mobile software on the iPhone 4S and has also entered a partnership with HTC to include the software on selected HTC smartphones and tablets.

The software, which according to the company will extend the reach of video collaboration beyond the conference room will also soon be available on Android 4.0 (Ice Cream Sandwich) smartphones.

According to Polycom’s VP for the Asia Pacific region, Michael Chetner, the goal is to provide an “HD video experience across any device and any platform, with an open standards approach”.

Chetner says video conferencing solutions have now started to become more accessible to SMBs, with easier, more affordable, pay per month pricing models. The company’s objective is to reach that target market while providing “all the enterprise features you would expect”, including the same level of security and encryption. “It’s a software led strategy,” says Chetner.

Polycom has embedded the Cisco protocol into its products but Chetner says there are still some challenges to the platform-agnostic approach, due to proprietary technology. Microsoft’s acquisition of Skype is, however, seen as positive for Chetner, due to the vendors’ close relationship.

Chetner says the company is putting a strong focus on the New Zealand market. “New Zealand is one of the most vibrant SMB markets in Asia. It’s quite exciting,” says the VP. The company has been running workshops with service providers in the country and Chetner says it is working with telcos and system integrators as well as targeting “very focused resellers” to work around the complexity of videoconferencing solutions.

“We’ve seen the maturity of our channel in New Zealand,” he says.

Chetner adds there are a lot of opportunities for resellers in the videoconferencing business in the country and, although not expecting a massive spike in numbers, “we are looking at quality partners to serve the market”.

Polycom also announced a partnership with Ericsson at this year’s Mobile World Congress in Barcelona. The company will use Ericsson’s IMS infrastructure to provide video-as-a-service for service providers to take to market. The company says customer trials of the joint solution should commence in the middle of this year, with general availability expected by the end of 2012.

Polycom's RealPresence Mobile solution was first announced in October last year, when it became available from Apple's App Store and the Android Market, for Apple, Motorola and Samsung smartphones and tablets.

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