When you shoot for excellence, it pays to partner with those who share your ambition.
In business, that means aligning or contracting with organisations with which there is synergy and mutuality – a lock-step approach to maximising market opportunities that benefit all parties.
In the technology space – and the channel in particular – that mutuality is fundamental to not only the performance of its players, but also to the ability of the customers they serve to leverage today’s modern workplace tools.
There are too many moving parts for a go-it-alone strategy: their interdependence simply too critical.
For System Integrators and Value added Resellers, their choice of hardware or software provider can play a big part in driving new business.
However, the calibre and capability of the organisations with which those providers partner carries huge weight too. After all, you wouldn’t buy a car from a high-end brand if you knew it sourced its components from a low-grade supplier.
“Enterprise consumers of technology want a high-quality user experience from a proven solution – and that often depends upon the strength of providers’ own third party partnerships,” says Jose Rincon, Head of Product Management and Customer Success (Europe) at leading video conferencing solution provider AVer, which picks its partners very carefully.
“Our strategic partner alignments and certifications not only provide us with confidence in our products and solutions, they also underpin our ability to ensure success and satisfaction for our customers. It means that who are partners are and what they bring to the table matters massively.”
In the case of AVer in particular, the overall quality of their offering benefits from collaboration with leading-name provider partners.
For example, its main meeting room platform partners are MS Teams, Zoom and Google Meet.
Among its videoconferencing software partners are Lenovo for MTR and Zoom Rooms.
Much of its Bring Your Own Device and wireless solution capability is supported by, among others, Barco and Airtame. Cabling partners include Lindy and Vivolink. And Shure, Sennheiser, Yamaha, Nureva, and Audio Technica are its main microphone and audio partners.
All are highly-regarded and established leaders in their specific fields and add significant value to the AVer proposition, as well as helping to provide its customers’ with the ultimate user experience.
“Our core business is camera technology, but our users need many things in order to leverage the full benefits of our solutions,” says Rincon. “That means our relationships with our technology partners are vital.
“In the case of the videoconferencing platform, we are constantly working with Microsoft and Google to ensure that our hardware complies with their very strict parameters regarding latency, light, colour and so on.
“Videoconferencing users want to start their meetings with a single click, so we work very closely with, for example, Lenovo because both our technologies are tried and tested together.
“Many users like to bring their own our laptop and integrate with our camera and microphone, so we are certified with Barco because they have a seriously good CX solution which seamlessly synchronises audio and video.
“For wireless meetings, we are in partnership with Airtame because they have an awesome solution, but some of our customers have complex systems with multiple cameras and microphones which require a hardwired approach. In that case, we work with Lindy and Vivolink. Lindy in particular can connect very long distances, such as in auditoriums.
“Finally, in a meeting, the camera is of course important, but the audio quality is critical, so we work with Shure, Sennheiser, Yamaha, Nureva, and Audio Technica because they are the best.
“Every company has its own specialist expertise; we put it all together. Of course, we are focused on the end user, but we also think all of the time about how to make the IT Manager’s life as easy as possible.”
The culture of partnerships is important too. The way in which providers collaborate can have a significant impact on the end user organisation’s experience.
“Our partners are our friends as well as our commercial collaborators,” says Rincon.
“If the end user has an issue, we work together to resolve things. Also, it’s very common for us to regularly visit customers together to ensure everything is working as it should.”
Now that’s the power of real partnership..!
To learn more about how AVer and its partners can help your and your customers businesses leverage the benefits of high-quality audio and video, click here.
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