Vidyo Hits Enterprise With HD Video

Company:

Headquarters: Hackensack, N.J.

Technology Sector: Networking

Key Products: VidyoDesktop and VidyoRoom videoconferencing systems

Year Founded: 2005

Number of Channel Partners: 53 worldwide

Ideal Channel Partner: Enterprise-focused solution provider

Why You Should Care: Cost-conscious customers are eager for solutions such as videoconferencing that could help them save money and improve collaboration.

The Lowdown: Vidyo's line of products, including VidyoDesktop, VidyoRoom, VidyoGateway, VidyoRouter and VidyoPortal, aim to provide high-definition, lifelike IP-based videoconferencing to enterprise customers.

"A typical reseller sale would be to a company that has enough employees that are not at one single location, but who are geographically or largely dispersed," said Rob Hughes, senior vice president of worldwide sales. Hughes said that typical customers are usually publicly traded companies that have $100 million or more in yearly revenue.

Hughes also describes Vidyo as a "highly channel friendly" vendor, and will only work with resellers directly. Vidyo has a "very controlled" distribution strategy, Hughes said, that provides healthy margins.

"If you have a very broadly-distributed product, it's difficult for partners to make good margins," Hughes said. "If you have so many people competing over deals, that takes away margins. It's better to have resellers committed to what they're doing."

In spite of -- or perhaps because of -- current economic cutbacks, Hughes believes that Vidyo's future is bright.

"This technology is especially exciting in this economy when companies are restricting travel to cut costs, and the products also are green-friendly."