Zycko: Video should be nine times more valuable for VARs

Resellers just installing point solutions are missing out on huge amounts of business, distributor claims

Zycko claims audiovisual resellers may be leaving £8 of every £9 of potential customer spend on the table and has launched a packaged video solution incorporating the technology of 10 vendors.

The bundle includes videoconferencing, networking, optimisation and storage kit from vendors including LifeSize, Riverbed, Talari, Meru, Meraki, HDS, Huawei and Tintri. Zycko group sales director David Galton-Fenzi explained that "historically, the AV channel has not concentrated on the network behind the end point".

"If you are a networking, AV or data storage specialist, increased end-user requirements for video will already be an important revenue stream," he added.

The video offering is one of a quintet of Zycko-created solutions stacks, with the other focus areas being storage, networking, virtualisation and cloud.

"The reseller value in AV is not in a single installation; for every pound of end-point sales, we estimate there is another £8 of additional front- and back-end business that we want our channel to profit from," said Galton-Fenzi.