Lifesize to develop tier-2 channel

For the current fiscal, Lifesize Communications will be working on enrolling
more partners in its tier-2 channel. Currently the company has four tier-1
distributors-Actis Technologies, Enkay Technologies, Intellicon and Plus
Business Machines, and another 15 tier-2 partners.

Krishnamurthi Shivashankar, Country Manager-India, Lifesize Communications
stated that the reason the company was going slow on channel recruitment was
because they wanted to have more product installations in place. “This is
because selling video needs an in-depth understanding of several technical
aspects and customers too would like to experience it before making a purchase
decision,” he said.

“We are open to working with partners, but we are more interested in having
long-term relationships with those partners who are committed to this business
and understand how to position high-definition video conferencing over the
standard definition products available through our competition,” added
Shivashankar.

Lifesize claims that it works closely with these partners and undertakes lead
generation activities for them, helping them close the initial few deals
jointly. To facilitate business, the company has also brought down its product
delivery time to two weeks and is now looking at better stocking options to
bring this down even further.