Opportunities in video conferencing

ICUGlobal delivers complete and reliable Video and Audio Conferencing Services. The company reportedly can provide everything from simple point-to-point conferencing to global multipoint, multiparticipant conferencing services. Stephen McKenzie, CEO talks about the companys channel strategy.

Q. What is the company's route to market? A. We are an independent reseller. We deal with distributors, resellers and systems integrators and sell directly to the end use. We do not deal with just one vendor but with all major manufacturers.

We have a diverse business model. We are a one stop shop for video conferencing. We do everything required. Affiliated plasma screens can be purchased from usbridging, installation etc.

Q. Why do you think partners and customers choose to work with you? A. We are chosen for our diversity, quality of service, guarantee of service.

-We are a Cisco approved network partner

-Accredited body of the Polycom Certification programme

-a partner of Aethra...Italian video conferencing company--UK recognised partner/distributor

We are the youngest, most aggressive company in the business. What we promise we do. We offer professionalism and added value to the customer.

Our new product GlobalIPindex is a first-to-market IP platform that guarantees quality and reduces cost of connectivity.

Q. How do you support your channel?

A. We source components and sell them to the end users. A major incentive for our distributors is that we give them access to other vendors through us which they could not do otherwise.

Q. At what times of the year do you recruit new partners? Do you want new partners now?

A. We work together with other distribution companies on a collaboration basis. There are ongoing negotiations but no contracts. We are always open to having new partners or distributors to work with.

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