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Lifesize Channel Chief On 'Frequent Flyers,’ Rooms-As-A-Service, And Showing, Not Telling, Partner Commitment

'We want to recommit to partners that we are a channel company. Even though almost 100 percent of my business goes that way, I think you have to tell and show [partners] because it’s human nature to question,' says Lifesize’s Tim Maloney, senior vice president of worldwide channels.

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Going Strong

Videoconferencing specialist Lifesize has always been a friend of the channel, even through a merger and eventually returning to its independent roots through a spin-off from Logitech in 2016 after being bought by that company in 2009.

Austin, Texas-based Lifesize has been hard at work behind the scenes for partners ever since. Tim Maloney, senior vice president of worldwide channels for Lifesize, came on board in 2017 and has spent his time strengthening the company's channel focus. So far, he's created over 45 partner-facing roles to service the company’s worldwide business and has been instrumental in nearly doubling the Lifesize channel over the past few years.

Maloney recently spoke with CRN to give an update on the state of Lifesize's channel program, the new offerings that the company has been working on that mean more opportunities for partners, and how Lifesize has been able to stand out in the crowded videoconferencing space.

What follows are excerpts from the conversation.

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