The Comstor division of Westcon Group has added the Tandberg line to its stable of Cisco collaboration offerings, providing its reseller customers with video solutions ranging from the desktop to the conference room.

“We’ve been distributing the Cisco TelePresence, WebEx and collaboration tools around data for a few years, and now we’re enabling our partner base to offer the full spectrum of video solutions,” said Bill Corbin, executive vice president of Westcon Group. “This provides an excellent pathway for partners who have been network-centric and data-centric to add video to their offerings. There is a demand from end users, which spells opportunity for solution providers.”

Cisco’s acquisition in 2009 of Tandberg filled out Cisco’s UC hardware lineup, giving the vendor a full line of videoconferencing solutions ranging from executive desktop units to full conference suites that complement its existing TelePresence line of video offerings. The Tandberg technology also provides Cisco with interoperability with other vendors’ systems – something Cisco’s proprietary technology traditionally had not been able to do.

Corbin noted resellers have an opportunity to capitalize on growing demand for videoconferencing technology, as the economy and rising gas prices are forcing more companies to look for alternatives to corporate travel.

“We’re seeing an increase in demand and interest especially for the executive workstations that have the 24-inch screen and HD camera, which enable executives to decrease their travel and even phone expense,” Corbin said. “A quick ROI analysis shows a savings in the travel budget alone. We’re talking about companies that spend $20,000 for an executive desktop as opposed to $40,000 per quarter on travel.”

The Tandberg solutions are available now through Comstor, but resellers first must go through a Cisco certification process, which is administered through Comstor.

Solution providers working through Comstor are in good hands: the distributor recently was awarded the Global Award for Global Distribution Partner of the Year, as well as receiving an award for its Distribution Accelerated Partner (DAP) program and15 theater, geography and country-specific awards at the recent Cisco Partner Summit 2011.

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