Gary Denman, ANZ MD of Polycom, discusses the changing nature of video collaboration, the models that are coming into play and the work the company is doing behind-the-scenes to expand and enable its partner network in New Zealand.
Q: Can you provide a run-down on Polycom's work in NZ in the last couple of years?
Gary Denman: Polycom has had a presence in NZ for many years through partners. Back in May 2012 we opened a physical office. We are focused in two areas - we have voice products and we have video products that fit into the unified communications and collaboration portfolio.
Being independent from a platform means that we drive across open standards and integrate across platforms at the customer end. If we look at the NZ market we are seeing a huge growth in Microsoft's Lync. We are seeing a great deal of interest from customers on visual collaboration. We are making significant deployments in NZ in that space. We are constantly talking to partners from the service and capability perspective.
Then there is more traditional video platform used to connect visually across different end points. But we are slightly moving away from that and much more into collaborating around content. We are seeing collaboration being the discussion, not communication. This is a shift we have seen in the last 12 months and it is accelerating now. What has happened is that there is a familiarisation with the value that video can bring in terms of the connection standpoint. Now the focus is more on what we are trying to work or agree on and we can still see each other at the same time.
With the increased consumerisation of IT, BYO models, robust networks and UFB coming into NZ, access to networks and bandwidth are not seen as constraints that they have been. Not everywhere has got the same quality of coverage, but it's an evolution many other areas didn't have any of this connectivity not long ago, but it is growing and growing.
In terms of customer strategy this has got to be a long term approach. We are getting involved in much more a consultative environment, addressing short term, medium term and longer term requirements, as we implement ideas today. There is more in our conversations, especially in the enterprise space around change management and dealing with cultural change. Historically, with phone or travel they would work in a different format. Now when you tell them that you can work anywhere, with the device of your choice and you can remain connected with the team - that is change management and that is far more cultural than technological.
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