<p>Andy Miller joined Polycom in 2009, several months before Cisco acquired Tandberg, Logitech acquired LifeSize, and an ongoing consolidation among videoconferencing players seemed imminent. He became CEO less than a year later and began the strenuous process of not only growing Polycom but also shifting its purview -- something that hadn't changed much in the decade since Polycom bought its way into video dominance with PictureTel.</p><p>But if there's one thing Miller, a former Tandberg CEO, Cisco executive and longtime industry executive, has effected during his two years running the $1.5 billion company, it's change. Polycom today is very different than it was even a few years ago, having rebranded, refocused, re-engaged with a channel that it had all but neglected, and taken the fight in a tough market to Cisco, whose video market share has declined in the past year. Crucially, Polycom has shifted its own sales conversation from IP telephony endpoints and video infrastructure to software, services and cloud-based conferencing, all of which Miller sees as key to preserving video partner margins in the future.</p><p>Polycom's been challenged here and there on the earnings side, but its more than 7,000 partners, by and large, like what they're seeing. Miller in a free-wheeling interview spoke about the company's major moves.</p><p>Back when Cisco bought Tandberg and there was a lot of talk about the video market consolidating, a lot of folks in the industry wondered what would happen to Polycom. They didn't see a clear strategy at the time. They do now. What is your message to Polycom partners looking to profit from video and the cloud?</p><p><a href="http://www.crn.in/Networks-020Dec012-Polycom-CEO-Eight-Out-Of-10-Times-We-Can-Win-Against-Cisco.aspx">Keep reading...</a></p>