Video specialist, Broadreach Services, is launching a two-pronged assault on the local Video over IP market and has appointed a channel manager to help it develop alliances with resellers and complimentary vendors.
Broadreach is the sole distributor of Israeli-based Radvision videoconferencing, video telephony and converged network products in Australia. It has already established relationships with a national partner, one in ACT and another in Tasmania but is keen to secure further nationwide and local ties.
“We see strategic teaming alliances as critical to the successful implementation of any Video over IP solution,” Broadreach managing director, Shaun Wormald, said.
“We are looking for resellers who realise there is enormous growth potential in areas like video, audio and Web conferencing, streaming and data collaboration.”
The Broadreach channel partner program will see the distributor looking to work with a select number of systems or network integrators as well as outsourcing companies.
Channel manager, Andrew Allsopp, said the Sydney-based distributor would ideally like to appoint two or three national resellers and a handful of niche video specialists to give it a presence in NSW, WA, Victoria and Queensland.
Those appointed would gain access to Broadreach marketing, sales and support teams, cooperative marketing funds, product training, a partner website and a certification scheme.
Allsopp said certified partners could expect margins five points higher than the usual mark of 20-25 per cent.
Broadreach will also operate a teaming program for VARs that would not count Video over IP as a core business.
“The teaming program is open to anyone needing assistance with the video element of a solution,” Allsopp said. “We will work as a joint partner, invisibly if required, and there are no limits on the number of partners we can work with under this model.”
“If resellers are doing anything with a video element then we are the obvious partner.”
Allsopp has gained 10 years channel experience with vendors such as Sony, Adobe and RealNetworks.