IN a bid to expand its reach to business customers, Sony has signed new exclusive agreements with Dove Electronics and Renaissance to introduce two product ranges to the IT channel.
Renaissance is taking on Sony’s new IP-based set of video conferencing units, which is being offered through the IT channel for the first time, while Dove will carry VAIO business notebooks that were previously only available through retailers and on an ad hoc basis in the channel.
According to Tony Parton, manager of Sony New Zealand’s business division, expanding the two ranges to the IT channel suits the company’s strategy to target business users more aggressively. “The VAIO is a key component in our business products,” he says, adding that the video conferencing units now operate on an IP, which suits the IT market better than the traditional AV channel. “IP is now standard on the units with ISDN as an optional upgrade, while a year ago it was the other way around.”
Renaissance will recruit a select number of resellers for the product. One reseller, Computerland Whangarei, has already incorporated the technology in a tender to the Northland District Health Board.
“The opportunities are out there and we are driven by demand to provide video conferencing solutions,” says general manager of Renaissance’s brands division Mark Dasent.
The distributor is also promoting the units along with a broadband offering from ISP iHug and will be providing technical training and discounts on demonstration kits.
Sony’s Parton says Renaissance was selected because the products complement its expertise in networking.
Chris Rycroft general manager of Dove is pleased with the exclusive arrangement as it enables the company to invest resources into the VAIO range “Opportunities like this do not come around often.”
Parton says Dove was selected as its business model suits the VAIO range.
Both Dove and Renaissance already deal in other Sony products, including digital projectors, peripherals, media and digital cameras, but share these ranges with Tech Pacific, IT Wholesale and Ingram Micro.