ITR53 PageADC 20/9/07 18:00 Page 24
automatic
point of
data capture
sale
VIEW
The full picture
INTER
IT Reseller spoke to Socket Mobile’s senior vice
president, Bob Zink, about the company’s move from
peripherals supplier to full systems solutions provision,
and the resultant benefits to the channel.
ver the past decade, immediately set out to establish just
O
Socket Mobile has been such a strategy.
a successful provider of
mobile computing “We wanted to bring out a number of
peripherals such as new programmes and services aimed
local- and wide-area wireless at the reseller community through
connectivity. It has also supplied more effective distribution and through
consumer-based solutions such as solution providers to complement our
scanning devices, PDAs and laptops broad range of products,” said Zink.
for more vertical market applications. “We wanted resellers’ end customers
However, last year the decision was to be aware of the benefits of the A-to- “We wanted resellers’ end customers to
made to move more towards full Z, cradle-to-grave type approach we
be aware of the benefits of the A-to-Z,
cradle-to-grave type approach we can
systems solutions provision for a can now offer, and we wanted our now offer, and we wanted our resellers to
specific set of vertical markets, resellers to feel very comfortable in
feel very comfortable in implementing our
products, including our new hand-held
together with greater global implementing our products, including
computer recently launched in the US
penetration. Bob Zink joined Socket our new hand-held computer recently
and Europe.” – Bob Zinc.
Mobile in May this year, and launched in the US and Europe.”
Fresh approach
With this fresh approach in mind,
Socket Mobile has realigned its partner
strategy and established a ‘VIP
programme’, where its reseller partner
community has been segmented into
three groups, based on their particular
services, products, solution sets,
expertise and technical support
capabilities. The programme
comprises, silver and gold levels, each
of which has its own special features
such as volume discounts and various
other services. “This programme
enables us to more effectively focus
our energies specifically on what our
resellers want and what their product
offerings are,” Zink pointed out.
Vertical focus
The Socket Mobile VIP programme
focuses on five primary vertical >>
24 IT RESELLER – SEPTEMBER 2007
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