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04 May 2006
Video streaming vendor Vividas is looking to recruit up to 10 resellers in the UK as it moves towards a completely indirect model.
The UK firm develops products that enable full-screen, high-level video via the internet, networks or on CD without the need for previously installed software.
Phil Sellick, European technical services director at Vividas, told CRN: “We were selling direct, but we also had a few resellers. We are now making these partnerships more formal. The plan is to migrate to a total channel model. Our direct sales force would then handle channel account management and create leads for our VARs.”
Sellick intends to recruit between 10 and 20 resellers in Europe, and between 50 and 60 worldwide over the next 12 months.
“We would like 10 [VARs] in the UK; this will probably include two or three very big ones,” Sellick said.
The type of partners that Vividas is looking for varies from media companies and television broadcasters, to audiovisual and IT resellers, as well as system integrators.
Sellick claimed that resellers can typically make between 60 and 70 per cent margin on Vividas’ products.
Vividas recently unveiled its latest range of all-in-one digital encoders aimed at allowing large quantities of video content to be published on the internet. The vendor claimed that VARs selling the Vivcast Encoding Suite can support a range of business video needs, from media agencies wanting to stream content, to corporates that need to stream their annual chief executive announcements.
Richard Collins, chief executive of Vividas, said: “Until now, large-scale video communications have been complicated to set up and expensive to maintain. We are providing resellers with the ability to offer customers a one-stop-shop for their video requirements, and for all their corporate, entertainment and marketing needs. Vividas is making full-screen, mass video streaming affordable for the first time.”
Rob Bamforth, principal analyst at Quocirca, said: “The main markets for Vividas’ products will be training and education, and marketing and advertising. These verticals will accept video streaming more readily than the corporate communications space.”
laura_hailstone@vnu.co.uk
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