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Racca sees three types of solution providers BurstPoint will appeal to most: VARs who sell videoconferencing systems, MSPs with video and infrastructure practices who can sell BurstPoint's platform as a managed service, and application providers working with video platforms.
"We are a pure channel play company and we are looking for partners that understand video," Racca said. "You need to provide the ability to create and publish in a very seamless fashion."
Tom Wing, president and CEO of OmniPresence, a Marlborough, Mass.-based solution provider and A/V integrator, said the appeal of technology like BurstPoint's was the ability to optimize an enterprise's existing investment in A/V and visual conferencing infrastructure.
"A video system could call another video system before, but there was never a standards-based way to turn that conference into a live-stream, and record it and archive it and all that," Wing said. "Starbak's first offering was exactly that, and the distributed architecture, the scalability, was very attractive to us. We had an original relationship with some of the players at Starbak, then some of the players at BurstPoint and now we're working as one of their first value-added partners in the channel."
With the video market expanding, enterprises are looking to make strategic investments in video but also get the most bang-for-buck out of what they're deploying.
That means not having to re-work their infrastructure every time they want to do something with their video content, Wing said.
"You always hear from customers: 'We did this set-up, how do I record that meeting?' Or 'the CEO wants to blast a message out to the troops,'" Wing said. "You'd have A/V companies come in and build these $10,000 productions to do that, but customers could just build this capability into their infrastructure and store [video], edit it, put it on a Website, do whatever you want."
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