CUSeeMe Woos Solution Providers

CUSeeMe Networks plans this week to launch a new partner program aimed at attracting traditional solution providers into its product line of network-based desktop videoconferencing software.

The new program will broaden the company's reach and expand its market by recruiting nonvideo systems integrators, says Christine Snyder, CUSeeMe partner program manager.

CUSEEME'S NEW PARTNER PLAY CUSeeMe Networks is set to offer its server-based videoconferencing product through partners.

The new Alliance Partners Excel (APEX) program replaces the company's two-year-old Certified Alliance Partners program, Snyder says.

The APEX program establishes partner levels, increases training and marketing opportunities and increases support for partners, Snyder says. Training courses are targeted at providing nonvideo systems integrators with the knowledge to integrate voice and video with current offerings, she says.

The program establishes three partner levels: Gold, Platinum and Distributor. For CUSeeMe Networks, a Distributor partner is a solution provider that sells CUSeeMe software to other solution providers and provides them with technical support.

The company prefers that nonpartner solution providers buy product from one of its solution provider partners rather than through regular distributors so the partner can provide technical expertise, Snyder says.

George-Erick Brinckmann, president of Norcross, Ga.-based CUSeeMe partner Brinckmann & Associates, says the new program should help him increase business.

"The faster we can move this technology into widespread use, the better off we'll be," Brinckmann says. "I've always believed that competition is good for business. With more people out there selling and integrating this technology, the business will increase for all of us."

Brinckmann & Associates will serve as a new distributor partner for CUSeeMe, Brinckmann says.

While training certification is required for distributor partners, it is "optional but encouraged" for Gold and Platinum partners, Snyder says.

The program sets a minimum volume of $500,000 annually in CUSeeMe business to buy direct from the company.

The new program also offers sales and marketing resources through a new, secure Web site, Snyder says.