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08 Aug 2008
Videoconferencing vendor Avistar has predicted its zealous channel strategy will ensure its C3 products are on more than 100,000 desktops within two years.
Avistar claims in the last few months upwards of 15 new technology partners have signed up to sell C3 desktop videoconferencing and collaboration product to end users and resellers across the world. The vendor claims that focusing on indirect sales had increased its potential market by more than five-fold.
Simon Moss, chief executive of Avistar, said: "This year we migrated our go-to-market strategy away from a direct, narrowly focused sales approach, to a broader, deeper and much larger indirect channel and business partner strategy. Our focus is on partners in order to achieve wide distribution of our C3 technology, which has been designed for simple and rapid global deployment, while retaining market leading performance and scale.
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"We also introduced a new strategy to monetize our patent portfolio through a combined technology and patent licensing model. We are delighted with both the response to the strategy and the early momentum we have recognised by attracting indirect channel partners."
Darren Innes, general manager of worldwide sales, added, "We have signed up many resellers in the UK and Europe recently as the demand is high for desktop videoconferencing. Resellers want to help customers be more eco-friendly and cost-effective by reducing the need for in-person meetings and travel and see Avistar as an attractive solution for their customer base."
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