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Polycom Channel Chief Nudging Partners Toward New Cloud, Software Wins

March 7, 2014 | Telepresence Options

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Story and images by Kristin Bent / CRN

Polycom in 2014 is making it a priority to drive new recurring revenue opportunities for partners, a goal the San Jose, Calif.-based company hopes to achieve through a new suite of cloud-based and virtual videoconferencing solutions.

"We traditionally have been heavily focused on hardware-based appliances," said Mike Conlon, vice president of Worldwide Channels at Polycom, in a recent interview with CRN. "Now we are making a shift toward software."

Conlon said this shift, along with partners' own shift toward the recurring revenue sales model, emerged as a major theme at the TEAM Polycom global partner conference last month. "What the partners will end up seeing from us is a shift in compensation, and it will go to more of an annuity-type of stream," Conlon said.

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