ITR53 PageADC 20/9/07 18:01 Page 29
automatic
point of
data capture
sale
being able to meet companies such as devices, particularly for 2D barcodes, provide a route to market for our
VIEW
Opticon, Zebra, Baracoda and so on, that tend to get used in some fairly resellers through this site,” said Pullon.
our resellers were able to meet a specialist application areas,” explained
number of people who had written Pullon. “Denso provides us with a
software that was being successfully good range of industrial scanning Partnership
sold either on a geographical basis or PDAs that are somewhat different Varlink has also enjoyed considerable
INTER
in a vertical marketplace,” said Pullon. compared with the scanners we success with a four-page overview
“These software vendors felt that our distribute for companies such as brochure titled Minicat, first introduced
reseller customers could from time to Opticon and Datalogic. They’re much soon after the company was established.
time dip into that software product and more specific in terms of where they “Many resellers would not regard
take it on. Kodit’s product, AccuCheck are used.” themselves as having particularly deep
was a classic case. For many years, pockets when it comes to marketing,
Kodit had been selling a really solid IT In order to bolster further its relationship and some of them would also say
asset management system to schools. with its software vendor partners, Varlink they’re very short of time,” said Pullon.
However the company felt it couldn’t has established a website directory, “For many resellers that take every
grow the business without having a
www.mobilecomputingsoftware.co.uk, issue, the brochure has probably
larger direct sales force, which it didn’t where ISVs prepared to sell their become their primary method of
wish to do. We knew that a number software to resellers and recommend marketing. I would also say it’s become
of our resellers were good at asset Varlink hardware to host their software, an integral part of the relationship
management and had relationships will be featured on this site to help with between us and our customers. It’s all
with sectors such as healthcare and end user leads generation. “So we about partnership.” ●
local government, but weren’t
specifically selling asset management
into schools. So we got a group of
them together and six of them have
signed up to become Kodit’s extended
sales force. It’s proving to be a ‘win
win’ relationship for everybody.”
Pullon also pointed out that Varlink can
now provide the channel with a heavy
duty product equipped with GPRS/GPS
functionality as well as serving as a
scanner and a camera. “There are very
few devices that had this breadth of
capability; however we came across
just such application from German
company t+t netcom,” said Pullon.
“It is what you can only call a project
product. Resellers could sell many of
our solutions as one-offs, but with t+t
netcom it has to be part of a really big
project bid. The good news is we have
many resellers currently bidding for
large volumes of it.” Another company
Varlink is now associated with is
Globaltrak, which offers a suite of asset
management products. In addition,
Varlink now sells a stock control
product from Channel & Mobile called
Typhoon. Again, both companies were
featured at Valink’s most recent ISV
Software Village event.
Varlink very recently formed a partner-
ship with Denso, (Toyota’s auto ID
division). “The company makes scanning
www.itrportal.com
IT RESELLER – SEPTEMBER 2007 29
Page 1 |
Page 2 |
Page 3 |
Page 4 |
Page 5 |
Page 6 |
Page 7 |
Page 8 |
Page 9 |
Page 10 |
Page 11 |
Page 12 |
Page 13 |
Page 14 |
Page 15 |
Page 16 |
Page 17 |
Page 18 |
Page 19 |
Page 20 |
Page 21 |
Page 22 |
Page 23 |
Page 24 |
Page 25 |
Page 26 |
Page 27 |
Page 28 |
Page 29 |
Page 30 |
Page 31 |
Page 32 |
Page 33 |
Page 34 |
Page 35 |
Page 36 |
Page 37 |
Page 38 |
Page 39 |
Page 40 |
Page 41 |
Page 42 |
Page 43 |
Page 44 |
Page 45 |
Page 46 |
Page 47 |
Page 48 |
Page 49 |
Page 50 |
Page 51 |
Page 52 |
Page 53 |
Page 54 |
Page 55 |
Page 56 |
Page 57 |
Page 58 |
Page 59 |
Page 60 |
Page 61 |
Page 62 |
Page 63 |
Page 64