Telepresence vendor, Polycom, has revamped its toolkit for channel partners, opened two new offices and is bringing in a global expert to help boost healthcare partner sales.
Polycom country manager A/NZ, Michael Chetner, claimed the new offices in Perth and Canberra are vital as deal-closers when it comes to selling telepresence.
“As the interest in video has grown to a significant level in the last twelve months especially, so has the need for our channel partners and end user customers to come in an experience the solutions. Talking about it doesn’t do it justice. It’s literally about immersing yourself in the experience,” he said.
“It gives channel partner an ability to bring their customers in to use our facilities as a showcase to ensure that the customer gets to see the best of Polycom.”
According to Chetner, Polycom’s expansion coincides with a growing acceptance of video as part of unified communications (UC) systems.
“We’re seeing movement towards video playing a major part in UC stacks. Video brings an additional element, an additional revenue stream and additional opportunities to widen the channel scope in the customer bases they have.”
Chetner said Polycom recently updated its online partner resource centre as well as the SMB and enterprise market toolkits. The healthcare channel for the Asia-Pacific region can expect an upgrade in the near future.
“Our ROI calculators were launched in the last month and are able to show the return on investment using Polycom products,” he said. “There’s point of sale material and collateral to support that as well.”
Polycom senior marketing manager, Sharonika Pratap, said the vendor’s global director for healthcare, Ron Emerson, will be visiting Australia for two weeks in late September to educate and assist healthcare channel partners.
“He works with partners and with end customers all around the world, so he can provide some global insights on how these technologies are being applied in a healthcare market and additionally channel can take him into prospects and customers,” she said.