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A shift away from handset sales is consistent with Polycom's recent strategic priorities. Under Miller, who became CEO in May 2010, Polycom has turned its focus toward UC and video, with a particular emphasis on software and services, to combat Cisco.
In the past two years, it also has significantly revamped its channel program and continued to make over its executive team. Major hires in the Miller era include Eric Brown, who became CFO in February; Tracey Newell, executive vice president of sales; Sudhakar Ramakrishna, president of products and services; and David Ruggiero, president, North America.
Last year, Polycom acquired three companies all with direct bearing on its video business: Accordent, which specializes in video content management; the high-end video business and related managed services assets of Hewlett-Packard, which now exclusively resells Polycom video products in its enterprise services arm; and ViVu, which makes software to embed high-definition video in collaboration applications.