Originally posted on 1/15/2013
Two companies trying to make the shift away from hardware-centered models are teaming up around video conferencing services. AT&T will now offer ASAP Corporate Member Polycom's RealPresence virtual meeting and video conferencing capabilities
to its broader bundles.
Last year, Polycom consolidated its partner structure in the midst of its shift to a strategy centered around software-based solutions. In the upcoming Q1 2013 Strategic Alliance Magazine
, Polycom president and CEO Andrew Miller spoke to us about the broader implications of the partner program reorganization in the context of this shift.
"Our strategy has always been about best-of-breed interoperability using open standards, and in recent years we’ve been shifting from a hardware-focused company to a software-led company focused on solutions selling to better achieve that. The new Polycom Partner Network reflects our 'open' strategy by helping break down the barriers between partners to create a coalition of technology and channel partners who work together to create, integrate, and deliver transformative solutions," he said.
In recent years, Polycom has geared itself to the new tech consumer reality by making its enterprise-class video conferencing solutions interoperable with non-Polycom hardware, accessible through mobile devices, and available via the cloud.
The AT&T partnership hopes to be a positive manifestation of these moves that results in customer growth within the former's large client base.