Interchange Technologies is a little different than most resellers in the industry. Why? One reason is that we choose to resell "best of breed". Tandberg has shown to be the leader in videoconferencing solutions, not only in sales, but in introducing the newest technology to the industry. Sure, it has cost us some sales by not having Polycom, Lifesize, and Sony in our arsenal, but we know when we walk into a customer that we are carrying the "Cadillac" of the industry. Lifesize has cheap endpoints, but no infrastructure worth mentioning. Is that what you want to build your future upon? That is a question Iask many of my customers and it is rare that we lose a sale, even when we are the most expensive option. Customers that can see past the fancy camera, understand that an endpoint (endpoint = camera, codec, monitor) has limitations. The infrastructure is the key, and that is where Tandberg continues to shine. Plus, Tandberg is a one stop shop from Telepresence Rooms to the PC....hence the total videoconferencing solution. Why go anywhere else?
Believe it or not, the more endpoints my competitors walk in and sell, the better chance I have of following behind them and selling infrastructure because the system is not be used effectively. Countless times this has happened at Interchange. If you have videoconferencing today, and it is not Tandberg, try to remember if your representative talked to about firewall traversal, call control, management, and conversion to SIP Technology. Good chance they did not, because it can be expensive, and it does not help the endpoint sale. Bottom line is that Tandberg continues to lead the market because they see the future, and on every call they educate their customers on what it takes to effectively deploy video, and receivethe ROI, throughout an organization. This is why Interchange Technologies Chooses Tandberg.
Comments