Ex-Westan employee's LifeSize choice

Previously, Micalleff was the division manager of the business communications division at Australian distributor, Westan.

He was instrumental in expanding Westan’s focus from traditional IT distribution by introducing a range of systems integrators.

In his new role, he will be responsible for LifeSize’s sales, marketing and partnering efforts in A/NZ, and the development of the company’s go to market strategy and channel program for the region.

Micalleff told CRN in an interview that he took up the position at LifeSize, after identifying the large market potential in video conferencing for the region.

“LifeSize currently have 15 certified resellers in the A/NZ region. We hope to expand the number of resellers in the region to ensure that we have increased scalability and presence in the market.”

“Having good geographical coverage and vertical representation is important and we expect to expand the number of certified reseller to 30.”

According to Micalleff the vendor already has “excellent channel” partners in Westan and Amber Technologies.

“We will be looking to recruit other partners who will complement these partners such as audio visual partner, telecommunications integrators and partners who can help us to penetrate our key target verticals of financial services, education and media and entertainment,” he said.

LifeSize wants resellers that will understand video conferencing is no longer a specialist technology, but made simpler and more affordable.

Micalleff said channel partners will be attracted by the flexibility of integration with peripheral devices, such as large panel displays, document cameras or even IP-based telephony systems.

“LifeSize already have a certified channel partner program and will be working closely with its distributors to sign up new certified partners to leverage the benefits of our program, that include lead-generation and healthy margins,” he said.

LifeSize does not plan to expand its distribution network, but is witnessing a lot of convergence in this space, so it will focus each distributor on a specific market segment where they add most value, said Micalleff.