Polycom Partner Conference
Polycom held its partner conference in Boston recently, and David Phillips, senior vice president of worldwide sales, told the 850 conference attendees during a keynote address that in return for its investments, Polycom is seeking partner loyalty. He said that while the company doesn’t expect partners to drop competitors, it does want its solution providers to lead with Polycom. “I want to earn the right to be the vendor you lead with,” Phillips told them. Steve Huey, chief marketing officer at Polycom, said that on the sales front, the company plans to add 150 sales people by the end of the Q2 2007 to focus on growing partner business in global accounts. He noted that Polycom’s sales and marketing budget increased by 30 percent for 2007 compared to 2006. (Source: Jennifer Hagendorf Follett, Computer Reseller News (CRN), 27 April 2007.)
At the Polycom partner conference, it was indicated that Polycom plans to roll out a new partner portal in July that will give solution providers a personalized view into their relationship with Polycom,the vendor, including information such as certifications and pricing levels and access to sales and marketing tools. In April, Polycom launched its new ARENA program for ISVs and channel partners to build applications on the Polycom video platform. Through the ARENA program, Polycom is certifying third-party solutions and helping sell those solutions through its channels.
Source: www.vcinsight.com
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