Ingram First Distributor to Carry HP Video Conferencing Desktop Solution

Gains access to Visual Collaboration line as HP seeks to extend sales reach beyond it existing video collaboration channel base.

January 26, 2011

D.H. Kass

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Ingram Micro Inc. said that it will distribute Hewlett-Packard Co.’s software-based, Visual Collaboration video conferencing solutions to its roster of channel partners in the U.S., the first distributor the vendor has authorized to handle that line of its technology.

The agreement grants Ingram access to the full complement of HP’s Visual Collaboration collection, including the Desktop software client for PCs and notebooks, Executive Desktop touchscreen solution, Room 100 and Room 220 high-quality video integration in multipurpose conference rooms, Portal for remote management by IT administrators, Router for distributed media routing, and Gateway for legacy configurations.

The move is important to HP as it jockeys to compete in the video conferencing market with front-runner Cisco Systems Inc. and other entrenched players. Ingram also carries video conferencing products from Cisco and Polycom Inc.

HP rolled out its Visual Collaboration suite in November, 2010. The solutions operate on x86 server infrastructures, either on-premise, hosted or cloud-based, and are intended to improve the user experience while lowering deployment costs.

“HP Visual Collaboration sees tremendous business value in partnering with Ingram Micro and opening up this IT channel,” said Rob Scott, HP vice president and general manager, Visual Collaboration.

Ingram Micro’s channel partners will be extended a package of marketing and sales benefits and financial incentives to spur sales of the Visual Collaboration line, he said. In addition, channel partners trained and certified on the technology will be able to provide installation, maintenance and help desk services to add value to end customers.

“Our desire is that VARs are able to build and grow a profitable practice around HP’s visual collaboration solutions, and Ingram Micro makes that possible,” Scott said.

The two companies are together offering channel partners a series of VAR Boot Camps, initially held at HP’s Executive Briefing Center in Cupertino, CA, followed by events in Plano, TX and Buffalo, NY in February, officials said.

Kevin Prewett, Ingram vice president, vendor management, said that HP’s Visual Collaboration solutions will fit well into channel partners’ video conferencing portfolios.

“We’re pleased to be the first to bring HP’s new offerings for enterprise-class video collaboration to the VAR community,” said Prewett.

“Together with HP, we will enable VARs to integrate these new offerings into their overall communications solutions for customers, whether SMBs or larger firms,” he said.

HP said in November that it will continue to support its existing Halo video conferencing line.

TAGS: collaboration,HP,video conferencing,distributor,Ingram Micro

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