HD video communications vendor LifeSize has inked an agreement with Tech Data to distribute its complete product portfolio.
The deal brings LifeSize's high-definition videoconferencing platform to a new set of resellers that cater to the IT space. The company has traditionally worked with resellers specializing in audio/visual and through strategic partnerships with OEMs that resell its products.
"We distribute 100 percent through partners," said Adam Taylor, LifeSize's executive vice president of worldwide sales. "We are wildly channel friendly."
The recently introduced technology comprises a codec, a high-def camera and an IP or ISDN phone. Resellers or customers add the HD display to complete the system. Systems range from $6,000 to $40,000, making them entry-level systems that offer similar functionality to those delivered by higher-end vendors such as Polycom and Cisco Systems.
"Cisco is not really a competitor," Taylor said. "Cisco has been conditioning the market. We do 'telepresence' for everyone, not just the elite of business world. We are delivering a very like experience for one-fiftieth of the price of that.
"We can offer you a telepresence experience and a small home in Texas for what you pay for Cisco's telepresence," he said.
However, LifeSize is looking to win over Cisco's channel partners.
"We're going to go through a profiling process with Tech Data," Taylor said. "We will profile a subset of its channel and thoughtfully [bring] on board those with expertise in networking and infrastructure. If they are a gold partner for Cisco, they are who we want."
The Tech Data/LifeSize deal calls for the two companies to develop targeted marketing campaigns and channel programs to recruit and support resellers deploying LifeSize video communication solutions. LifeSize products will be supported by Tech Data's Telephony Specialized Business Unit, which offers resellers dedicated sales, technical and product management resources focused on the communications solutions.
LifeSize systems deliver 1,280x720 video at 30 frames per second – over existing broadband networks with as little as 1M bps of bandwidth, the company said.
LifeSize also announced that it has added Dan Sibille to its team as director of global channels. He will report to Taylor, and his team will manage existing and grow new OEM relationships, maximize existing and develop new distribution relationships, and develop programs for qualified channel partners.
Sibille brings almost 25 years of experience in building teams and developing multilevel indirect programs and channel strategies to the position. Most recently, he worked at Extreme Networks where he created an indirect distribution channel. Prior to that, Sibille worked in channel sales, program development and management roles at Internet Security Systems, Watchguard Technologies and 3Com.
Channel News and Analysis 
