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Tandberg takes telepresence to partners

November 29, 2007 | Chris Payatagool

image001.jpgAccredited resellers can gain access to incremental revenue around professional services offering

Video conferencing vendor, Tandberg, has released a set of accreditations for resellers around its recently launched telepresence solution, Experia.

It enables customers to experience a realistic, in-person meeting experience. Experia features perceived eye contact, fluid motion, spatial audio, high-definition video, one-touch connectivity and can be optimised for six participants per site. It also provides interoperability so users can integrate it with other standard-based video systems.

Senior channel manager, Adam Britten, said the accreditations were an extension of its existing Tandberg channel partner program, Envision.

"It is a specialisation that we offer to specific partners that we feel have the ability to install and maintain the Experia product," he said. "It is a fairly intensive and a very mission critical technology."

To gain access to the accreditation, partners must be a part of the Envision program, which consists of three tiers - authorised, premier and platinum. They also need to offer 24/7 helpdesk support and commit to having trained Experia engineers.

Britten said health, education and finance, were some the more mature markets expected to take up the Experia solution.

"We are always looking at talking to potential partners that have the ability to build a video business inside their own offering, whether it is a separate business or part of their unified communications strategy," he said. "We do have a direct touch sales team and they will be out in the market place, talking to partners and customers to drive interest."

Britten said partners could make significant revenue from the technology, particularly around specialty services.

"There will be an opportunity for partners to make incremental revenue from their service capability, but also around things like the room design and installation. Experia and telepresence have very strict guidelines around what the dimensions and the layout of the room needs to be," he said. "The technology runs on reasonably high bandwidth and there is also an opportunity to make money on a network service as well."

[via ARN}

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