Virtual Conferencing Platform from Ex-Tandberg Execs

Former Cisco and Tandberg executives, who created a collaboration startup called Acano, have announced a new virtual conferencing platform that is expected to sell 100 percent via the channel.

This week, Acano coSpaces was introduced to the channel; these are virtual meeting rooms which are able to join video, Web and audio technologies, and will enable users to connect no matter what devices or collaboration solutions are already used.

The global vice president of sales at Acano, Larry Satterfield, said: "We have a differentiated solution because of our ability to take traditional technologies - audio, video and Web - and combine them into one unique user experience called the coSpace solution. The coSpace solution really offers up to the marketplace an engaging way to change their workflow and group people into conferences inside their enterprise and outside their enterprise in a very simple way."

Acano notes that every major video standard is supported, as well as third-party integration into Microsoft Lync 2010 and 2013 Server, Cisco Call Manager, Cisco VCS, SIP endpoints including those from Cisco, Polycom and LifeSize, and, eventually, Avaya SIP PBX.

It will be possible for users to join a coSpace meeting using a range of Windows or iOS devices, from desktops to smartphones, and will be able to alternate between those devices within a meeting without interruption.

Satterfield said: "You can move meetings from device to device, meaning I can carry that meeting with me. I can start a meeting on my iPhone and then move it to my iPad if I move into an environment where that's a better way to meet, or I can move to a video endpoint without ever disrupting the call."

coSpaces are already on sale from Acano 100 percent through the channel, and the company also maintains eight reseller partners out of the gate. Partner focus at Acano is a big deal probably due to the company's management team, especially as nearly all of Acano's top executives came from the videoconferencing company Tandberg, which was acquired in 2009 by Cisco.

CEO O.J. Winge is among the Acano team, and formerly he was senior vice president and general manager of Cisco's Collaboration Technology Group. Prior to that, Winge was executive vice president of products at Tandberg. Furthermore, Cisco and Tandberg once also employed Acano CTO Mark Blake and Vice President of Products Jan Nielsen.

Video Guidance is a Bloomington, Minnesota-based solution provider and one of the first partners to sign on with Acano. The president and CEO of that company, Michael Werch, who was also previously a Tandberg partner, commented that it was the leadership team at Acano in particular, which piqued his interest in the company.

Werch stated: "We knew that, with the team behind them, whatever they roll out is going to be phenomenal. And, conversely, they know how we go to market, they know how we sell value and they know what we bring to the table."

According to Satterfield, Acano will scale its global partner base to around 50 reseller partners as it pushes adoption of coSpaces. Acano, Satterfield added, is also paying attention to MSPs or solution providers which have a hosted UC practice, and will be able to provide the coSpace solution as a service.

Satterfield said: "Our intent is only to sell through partners."

A deal registration program and partner training materials are already in place, and details of the partner program are coming soon. (CY) Link