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26 Oct 2006
Videoconferencing (VC) infrastructure vendor Codian wants to expand its VAR base and appoint its first UK distributor in the next six months.
Mark Richer, chairman of Codian, which manufactures multipoint control units (MCUs), said: “We never sell direct. We have a mixture of one- and two-tier partners across the world. In the UK we have seven single-tier VARs, but we want to expand that to about 12 in the next six months.”
Codian’s UK VARs are Ccomm, Direct Visual, Focus 21, nuVideo, Niad Communications, Videonations and Wire One Communications.
Richer added that Codian will need to appoint a distributor in the UK in the next six months because of its product expansion.
“We have three products, with a fourth due to start shipping this month,” he said. “We’re also working on a high-definition product, so our product range is always expanding. With the addition of new VARs, it makes sense to consider appointing a distributor.”
Codian’s flagship MCU product bridges multiple VC systems from manufacturers such as Polycom, Sony or Tandberg, allowing three or more parties to participate in a videoconference.
“Although our product supports Polycom and Tandberg VC systems, they are also competitors because they both manufacture MCU products,” Richer said. “Radvision is our other main competitor.”
Although based in the UK, Codian has had most success in the US, which accounts for 40 per cent of its business. Europe equates to 35 per cent and Asia Pacific 25 per cent, with sales from the UK accounting for 10 per cent of Codian’s overall revenue.
Andrew Smith, senior associate at audiovisual analyst Sandy Brown Associates, said: “Codian has a strong management team with good experience, but it really lacks the required exposure in the UK and faces stiff competition from Radvision, Polycom and Tandberg.”
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