Reseller News

Polycom to establish local business

Communications vendor Polycom expects to open an office in Auckland by the end of the year and is set to establish a base of 16 partners nationally.

The US-headquartered company has recruited former HP commercial sales and channels director Darryn Keiller to build its local presence.

“The first step was to appoint someone to lead the growth in New Zealand and that is the role I am now in,” says Keiller. “My brief is to scale the Polycom business here and the way we are doing that is to expand our reseller channel.”

Polycom Asia Pacific was incorporated with the Companies Office in May and last week a trainer from the US visited to give the 16 local companies presales training.

Companies that attended the training include Datacom, ITAV, Amtel and Lexel Systems.

“We have taken a very strategic approach to expanding the channel,” Keiller says. “There are partners working in voice who want to expand into video and those who are working with video but haven’t got the capability to deploy a videoconferencing network.”

Keiller is assessing premises in Auckland, which will include a demonstration facility, and he hopes to open the office by the end of the year.

He also plans to bring on further staff in technical and account management roles, but is unsure yet how many people he will recruit.

In July, Datastor was appointed Polycom’s distributor and it has been helping to identify potential partners locally. Asnet was previously a distributor, but is now a Platinum reseller, says Keiller.

The move to high-definition videoconferencing systems, with increasing consumer and business familiarity in the use of the technology, is driving growth opportunities for Polycom, he says.