IPL Communications has signed a partnership with video conferencing vendor, LifeSize.
IPL general manager, Paul Scanlan, said the aim of the deal was to find additional revenue through existing customers.
“There’s 28 per cent year-on-year growth in video conferencing at the moment, and video conferencing often comes with requirements for organisations to upgrade networking and other architecture, which gives our partners another new conversation,” he said.
“It’s really tough out there. SMBs are our core business and they’ve been hit the hardest. I wouldn’t be surprised if the market is down 25 to 30 per cent at the moment – that kind of drop can be catastrophic.”
Despite the difficulties, Scanlan said he was optimistic about IPL going forward.
“We made the necessary changes early, last October, so we’re well positioned and as an organisation that has been around for 26 years; we’ve been through tough times in the past,” he said.
“With the consolidation I see an opportunity for distribution, as vendors look to their distributors to add value to their solutions.”
IPL will take LifeSize’s offerings to its existing channel of 250 partners, seek out high-level systems integrators to target the corporate space, and target Telcos.