Sony demonstrates faith in VC products

Sony has challenged rival Polycom with the launch of a dedicated showroom for its Ipela range of videoconferencing (VC) and IP products.

The firm claimed its showroom in Basingstoke proves its dedication to the VC market and will enable channel partners to demonstrate the full range of Ipela products to customers.

Kees Hoogstraate, application marketing manager for videonetworking at Sony Europe, said the showroom will help the vendor grab some of Polycom’s market share.

“Polycom has far too big a share of the VC market. For the last few years Polycom has been number one, followed by Tandberg and then Sony. With the Ipela range we are starting to win back some territory,” he said.

“We have also launched a showroom in Paris and one in Germany, and can connect the three during live VC demonstrations. It is important to show customers how the products work in real situations.”

Ian Vickerage, managing director at distributor Imago, told CRN: “Sony has often been criticised for not being that interested in VC, but this new showroom shows its commitment. All of the Ipela products are very visual, and people want to see them.

However, Rob Gowman, senior sales consultant at VC reseller JKC, said he would prefer to see a mix of vendor products. “It’s good to know that Sony is providing a facility for its Ipela range, but we benefit more when we can demonstrate a range of manufacturers’s VC products,” he said.

Polycom said it is confident that its partners have the solutions to meet customers’ communication needs and help it maintain its lead in the VC market.