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-Joining me now is Drew Roberts who is Voice and Video Product manager for Zycko, hello
to you.
-Hi there.
-Now if we look at the core value-added services that Zycko is adding to its LifeSize resellers,
what are those services?
-So typically a distributor is required to fulfill certain roles to be a distributor
for a certain product. They normally distribute stock, so a good stock-holding and credit
facilities as well. But in our case we want to go beyond that, so we dedicated a head
counting resource to learn about the product and be knowledgeable on it: pre-sales, post-sales
and part of management, and we look at other facilities as well, like marketing: helping
resellers deliver the message out as well, which takes the form of PR: events, campaign
management and telemarketing as well, so that when a reseller comes to us to talk about
video and tell us they want to resell it, we can help them just get off the mark with
it and deliver a service they might not be able to afford or want to invest in themselves.
-So if you were a reseller interested in working with LifeSize as a vendor, how could you get
the ball rolling with Zycko?
-If you have a conversation with a number of people inside of Zycko, we’re able to
build a business plan with you, with the reseller, to attack the market they intend to break
into with the product: it might be existing customers, it might be net new businesses
completely. We use our marketing to their benefit to tag along with maybe information
they have and the resources we put in or we can work together on some joint new ideas,
developing that net new business for them. But it's not one size fits all, it's very
much personal to every reseller: every reseller is different and we have the capability to
tailor what we’re going to do with them.
-So Zycko achieved several LifeSize awards this year, why did you get this recognition?
-We won EMEA Distributor of the year in 2011 for the second year in a row, we won the Largest
Solutions Project of the year 2010 again for the second year in a row, that was in Italy,
we won Best Marketing Partner as well. I think a lot of it comes down to not just the investment
we put into LifeSize as a distributor, but in skilling our teams up
and having everything on hand to help our resellers. The partners we work with as well,
who are pushing it equally and using the resources we put in, and we put those two together,
it builds quite a strong offering to end users and through that collaboration we get a good
business, a good and successful business.
-Well Drew Roberts, the Voice and Video Product manager for Zycko, thank you very much for
joining us.
-My pleasure.