Imago tailors bundle to fit
Resellers can double margins on Polycom/Samsung offerings, distributor claims
Audiovisual (AV) distributor Imago Micro plans to generate channel demand for videoconferencing by offering a tailored Polycom/Samsung bundle.
The distributor claimed resellers can double their margin from the usual eight per cent earned on AV products by selling the bundle to end-users.
The bundle includes Polycom's VSX7000, VSX7400, VSX7800, VSX8000, VSX8400 and VSX88000 products, along with Samsung's SM323T and SM403T 32in and 40in LCD screens and its PPM42S3 and PPM50H3 42in and 50in plasma screens.
"What we are offering is not short-term. It will run for at least the next four months and put extra margin in our reseller partners' pockets," said Ian Vickerage, managing director of Imago.
Earlier this year distributor Midwich claimed the channel was "not ready" to sell videoconferencing. The distributor blamed the inability of IT resellers to sell videoconferencing for the loss of its contract to distribute Sony videoconferencing kit.
However, since then, industry players, including Polycom, have played down such claims, insisting the channel is more than capable of selling the technology.
"The real reason for doing this is that firms want to use videoconferencing with the next generation of large-screen technology," Vickerage said. He added that the technology is selling at "a tremendous speed".
But Clive Longbottom, service director at analyst Quocirca, said vendors and the channel need to look at the collaborative approach for videoconferencing to really make an impact.
"Quite often this kind of kit is installed in executive suites of big organisations. It is not given to every department because it is a high-priced product.
"The chief executive or chief operating officer will use the top-of-the-range technology and other employees end up with desktop videoconferencing that just doesn't do the same thing," he said.
"Vendors such as Polycom need to play the market correctly and look at companies' needs. It is all about collaboration and taking the right approach."