Video conferencing vendor Lifesize is looking to expand its ANZ customer base into the enterprise by creating a new partner community.
ANZ country manager David Russell told CRN that Lifesize is “actively working” with its channel community to address the larger enterprise market, and that the company has started to get traction.
“We’ve got a great group of partners who have been servicing the smaller medium enterprise space in Australia and New Zealand really well, with renewal rates in the high 90s, close to 100,” Russell said.
“However we see tremendous opportunity providing our specialist video conferencing managed service into the enterprise space.”
Lifesize APAC vice president Rob Malkin told CRN that the company is asking its distributors to step up and invest more to keep up, or it may also “go to the next level” and work with larger system integrators.
Malkin said many Fortune 100 and Fortune 500 companies in his remit from some Asian countries tend to favour partners of a certain size.
“That’s where we’re getting in now because it’s not just about video, it’s also about network integrity and how to actually improve network speeds,” Malkin said.
“All of a sudden, [Lifesize] is a critical component, but our partners can actually realise great margins and achieve greater revenue by using Lifesize as a solution sell to the enterprise.”
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