Lifesize Value-added Distribution from Zycko

A distributor is required to fulfill certain roles to be a distributor for a certain product. They normally distribute stock, so a good stock-holding is important and credit facilities as well. But in Zycko's case they want to go beyond that, so they dedicated a head counting resource to learn about the product and be knowledgeable on it: pre-sales, post-sales and part of management, and they look at other facilities as well, like marketing: helping resellers deliver the message out, which takes the form of PR: events, campaign management and telemarketing as well, so that when a reseller comes to Zycko to talk about video and tell them they want to resell it, Zycko can help them get off the mark with it and deliver a service they might not be able to afford or want to invest in themselves.
If one has a conversation with a number of people inside of Zycko, they're able to build a business plan with the reseller, to attack the market they intend to break into with the product: it might be existing customers, it might be net new businesses completely. Zycko uses their marketing to the customer's benefit to tag along with information they have and the resources Zycko puts in or they can work together on some joint new ideas, developing that net new business for them. But it's not one size fits all, it's very much personal to every reseller: every reseller is different and Zycko has the capability to tailor what they're going to do with them.
Zycko won EMEA Distributor of the year in 2011 for the second year in a row, they won the Largest Solutions Project of the year 2010 again for the second year in a row in Italy, they won Best Marketing Partner as well. I think a lot of it comes down to not only the investment Zycko put into LifeSize as a distributor, but in skilling their teams up and having everything on hand to help their resellers. The partners they work with as well, who are pushing it equally and using the resources they put in, and they put those two together which builds a strong offering to end users and through that collaboration they get a good and successful business.