Jenne Sees Convergence in Video Conferencing

The niche distributor reports increasing demand for video conferencing technology. What’s surprising is where this demand is coming from: small businesses through telephony and audio/video reseller channels.

  • Tweet  
  • LinkedIn  
  • Facebook  
  • Google plus  
  • Send to Kindle
  • Send to  

The rule of thumb in the channel is that value (profitability) decreases as technology becomes less complex and generally more available. However, Jenne – a niche distributor based in Ohio – sees it differently. It’s eyeing the reduction of complexity, declining prices and quality improvements as drivers of video conferencing adoption.

In a recent conversation with Channelnomics, Jenne CEO Dave Johnson talked about how more affordable and easier-to-deploy video conferencing technology is drawing greater interest from small businesses. And this, he believes, will lead to a boon in the video conferencing channel.

Related articles

Video conferencing is one of the “technologies of the future.” Analysts and vendors have predicted strong growth in the future – and that future hasn’t yet come. Johnson isn’t so skeptical, though, as he and his resellers see increasing interest among smaller businesses looking to increase their productivity and lower their travel and operating expenses through video conferencing and unified communications.

While other video conferencing vendors such as Cisco and Vu Technologies have reported increasing interest and demand for their products, Jenne is seeing something different: an increasing demand for video conferencing and support from resellers of audio/visual products and telephony agents.

Jenne’s ability to draw attention from telephony agents comes as no surprise, as its roots are in the telephony channel. However, video conferencing is a technology outside the realm of the average telephony agent and A/V reseller. Johnson says customer demand and the need to diversify is driving these non-traditional video channels to adopt more IT-based solutions in their portfolios.

“Resellers are seeing demand and worry that someone else will sell it if they don’t,” Johnson tells Channelnomics.

As a result, Jenne is investing in services and programs that aid small and midsized solution providers in the video conferencing market. The distributor is giving its partners both service support to help them transition into video conferencing and the ability to outsource service work to Jenne technicians.

Where Johnson is already seeing success is with LifeSize, the high-definition video conferencing company competing with Cisco and Polycom. The value proposition purported by LifeSize is high-quality video conferencing at less expense, with the ease of making a phone call. Indeed, LifeSize has been scoring attention since launching new cloud-based services and acquiring Mirial, an Italian software company developing mobile video conferencing apps.

>> CHECK OUT: “Video Conferencing Finally Gets Hot”

These are interesting times for the video conferencing market. LifeSize’s parent company, Logitech, is pressing into video conferencing by building platforms and peripherals that support the offerings of companies such as Cisco, Microsoft and Polycom. Vu Technologies, a sister company to Zenith InfoTech, is reporting increased success in midmarket and small business segments. And HP recently shed its video conferencing unit to Polycom, which immediately struck alliances with Microsoft, Juniper and HP to drive video adoption.

Perhaps Jenne’s Johnson is on the precipice of the new driver that will tip video conferencing to accelerated adoption. And that driver is the people selling telephony services and projectors bringing a new, tangential offering to their customers and smaller businesses demanding more support from their non-IT resellers.

* * *

Lawrence M. Walsh is CEO and president of The 2112 Group, a technology business advisory service that specializes in optimizing indirect channels and partner relationships. He’s also the executive director of the Channel Vanguard Council. He is the former publisher of Channel Insider and editor of VARBusiness Magazine. You can reach him at lmwalsh@the2112group.com.

On Twitter:
Larry Walsh:@lmwalsh2112| Channelnomics: @channelnomics

  • Tweet  
  • LinkedIn  
  • Facebook  
  • Google plus  
  • Send to Kindle
  • Send to  
More on Channel Business
declinederivatives

US WLAN enterprise market falls 5.4 per cent in Q1 2015

Education market delayed WLAN spend due to expected 2Q 2015 E-Rate funding

Good to Great

Greatness may be just a few percentage points away

Forget 80/20; there’s a new rule in town, and following this one can mean the difference between just getting by and creating real value

Concept image of a cloud question mark

Cloud calls for new reseller business models - partner

Partner talks important cloud trends for resellers to note

conversation

HP: CIO conversations 'critical'

Avoid "hogwash" and "baloney" and meetings with lieutenants, vendor advises

Visitor comments
Add comments
blog comments powered by Disqus
In-depth
newspapers-and-glasses

Channelnomics' top five stories of the week - 29 May 2015

Check out which articles grabbed the most attention this week

Jessica Meek

Editor’s voice: The week’s channel chatter – 29 May 2015

What’s been happening this week on Channelnomics?

horse-riding444

MSPs take the reins on moving to the cloud

MSPs insist it is their own responsibility - not vendors' - to make the transition

Broken Links

Survey: Disconnects in MSP Selling Approach

LogicNow says managed service providers and IT departments aren't aligned on priorities, resulting in lost sales opportunities. The prescription, however, could prove problematic in the short term