U.S. Videoconferencing Systems Market: A Strategic Analysis of Distribution Channels

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The focus of competitive advantage in the videoconferencing systems market is shifting from product differentiation to competitive differentiation through new and advanced "go to market" strategies. Vendors, though continuing to introduce cutting edge product features and attributes, are now betting big on distribution channels that can help end-users get the most out of the technology leaps that have been made over the last several years. Simply put vendors are now putting as much effort into how they sell as they have in the past on what they sell.

Table of Contents

U.S. Videoconferencing Systems Market, Gaining Competitive Advantage through a Channel-Centric ApproachOverviewCompetitive Advantage of a Channel-Centric ApproachBackgroundProject ScopeMarket DefinitionResearch MethodologyState of the Videoconferencing Systems MarketMarket OverviewRevenues and UnitsMarket and Technology TrendsDistribution Channel AnalysisPrimary Types of Distribution ChannelsRevenue Breakouts by Channel TypeChannel Revenues and Growth RatesMajor FindingsStrategic Recommendations - What’s a Vendor to do?Channel Strategies of Primary VendorsPolycomSonyTANDBERGChannel Profiles & RecommendationsApplied Global TechnologiesGBH CommunicationsInternational Video-Conferencing Inc. (IVCi) ReView VideoSBC CommunicationsSKC Communication ProductsVerizon CommunicationsWire One TechnologiesConclusions & Recommendations

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