Victoria-based distributor, Westan, has added video communications vendor, LifeSize, to its business communications portfolio.
The new deal will see Westan carrying the entire LifeSize portfolio, including its Express high-definition video communications system that features a camera, microphone, codec and remote control. Westan director of business communications, Patrick Micallef, said it was searching for a product to cover the video aspect of its unified communications strategy.
"We didn't have a video conferencing product in place. This is new for us and it allows us to sell solutions surrounding video conferencing into our market segments, which are the AV, IT and telephony industry," he said. "We were introduced to LifeSize through our ShoreTel relationship."
Westan is currently rolling out a channel partner program that aims to certify resellers on the LifeSize range.
"It is going to be based around partners that have system integration capabilities, can understand IP and networking and they should have the potential to demonstrate, and have facilities in multiple states to support and sell the product," Micallef said. "It is also for partners that have network design capabilities and can provide good customer satisfaction when they deploy a product."
Micallef said he would like to sign up about 40 partners to the program. The products will be aimed at the SME, education and corporate sectors. LifeSize CEO, Craig Malloy, said Westan moved them away from the niche video communications reseller market into mainstream IT distribution.
"As a small company, it is important for us to use our resources and find partnerships that are very scaleable. Because Westan is national, we don't have to find resellers in each city," Malloy said. "They were not within video communications, which is good for us because we don't have to fight for mindshare against entrenched competitors that the distributor or reseller may carry. Westan was very enthusiastic about moving their business into high-definition communication."
Westan is putting on a unified communications seminar for its partners to showcase the new LifeSize range on November 21.