Vidyo takes aim at rivals' partners

Ambitious videoconferencing player looks to sign up resellers for UK push

Fraser Dean: we have had traction with videoconferencing resellers selling the Tandbergs and Polycoms of this world

Vidyo is wooing the partner bases of rival videoconferencing vendors with its software-based approach.

The company currently has three employees in the UK and works with five resellers and two services specialists.

UK managing director Fraser Dean revealed that Vidyo is in advanced discussions with four distributors: two broadliners and two VADs. The vendor hopes to take partner numbers into double figures over the coming months.

“The way our products are architected, it suits the networking or IT reseller,” said Dean. “We have also had traction with videoconferencing resellers selling the Tand­bergs and Polycoms of this world."

Healthcare and education markets will be given particular focus, he said, adding that Vidyo’s software architecture sets it apart from competitors.

“One of the biggest advantages is that we offer good margins, more so than the hard­ware-based [vendors],” he said. “It is also so easy to demonstrate what we do – our sales cycles are so much lower than those of hardware-based products.”