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Many Cisco and Tandberg partners have made their own moves to bulk up for an integrated portfolio.
Annese, for example, hired a former Tandberg regional account manager to be one of its sales managers, and Healy said data center and Cisco-led video opportunities were creating a strong pipeline for the company heading into 2011. Other VARs have gone the M&A route; VAR 500 powerhouse ePlus last week confirmed the acquisition of Interchange Technologies, a Mount Laurel, N.J.-based Tandberg Platinum Partner, and the creation of a new Advanced Audio and Video Solutions Practice.
Providea has grown 50 percent over 2009, said Luttinger, and Tandberg sales have been its biggest source of product revenue. Encouragingly, he said, the number of $500,000-or-more video solutions sales has quadrupled year-over-year, with lots of opportunities for large telepresence deployments and value-add through Providea's managed services offering, which includes such add-ons as a white glove concierge help desk for telepresence.
Video is undoubtedly growing, he agreed.
"The quality is better than it's ever been," Luttinger said. "Enteprises really feel comfortable with the fact that they could mitigate, if not replace, travel with this technology. That's been one. And I think there's been an overall lightening on the purse strings. Not a wholesale loosening, but it's gotten a lot better."