Menu
Symbol Tech overhauls direct model

Symbol Tech overhauls direct model

MOBILITY solutions vendor Symbol Techno-logies is overhauling its predominantly direct model to a more channel-focused approach in getting product to market.

In a step towards this global initiative, the vendor has introduced the PartnerSelect programme to the New Zealand and Australian markets.

The Australia/New Zealand (ANZ) region employs a hybrid sales model with a 60% direct and 40% indirect ratio, but it is moving towards an 80:20 ratio in the channel’s favour.

“It is a more planned and systematic approach in involving those business partners,” says Kurt Hansen, Symbol managing director for ANZ. “Ideally I’d like it to be 100% channel but some of the larger customers like to deal with us direct.”

The reasoning behind the change is to tap into growth opportunities within the enterprise arena. “There are new segments opening up for us, such as health and government. And we’re getting growth in vertical markets like retail; we’re getting new solutions for those current vertical markets,” Hansen says.

According to a company statement, channel partners contributed 75% to Symbol revenues in 2003 and Symbol’s channel plans for Asia Pacific will more than double its current channel strength in the next 12 months.

In New Zealand the traditional revenue is more like 90% channel generated, Hansen says. “We have had a very channel-centric model and we’re expanding the opportunity for other channel partners because of growth in other markets,” he says.

“It is just not possible to grow and [take advantage] of the opportunities that present themselves by keeping the old model.”

Provenco and Walker Data Vision are the predominant New Zealand partners. “We only want to get involved with new partners — like Provenco and Walker Data — that get involved in training and certification,” he says.

Symbol offers three main products: data capture devices such as barcode scanners, PDA-type handhelds, and 802.11-type wireless LAN infrastructure.

PartnerSelect was launched last year in North America, Latin America and Europe.


Follow Us

Join the newsletter!

Or

Sign up to gain exclusive access to email subscriptions, event invitations, competitions, giveaways, and much more.

Membership is free, and your security and privacy remain protected. View our privacy policy before signing up.

Error: Please check your email address.

Featured

Slideshows

The making of an MSSP: a blueprint for growth in NZ

The making of an MSSP: a blueprint for growth in NZ

Partners are actively building out security practices and services to match, yet remain challenged by a lack of guidance in the market. This exclusive Reseller News Roundtable - in association with Sophos - assessed the making of an MSSP, outlining the blueprint for growth and how partners can differentiate in New Zealand.

The making of an MSSP: a blueprint for growth in NZ
Reseller News Platinum Club celebrates leading partners in 2018

Reseller News Platinum Club celebrates leading partners in 2018

The leading players of the New Zealand channel came together to celebrate a year of achievement at the inaugural Reseller News Platinum Club lunch in Auckland. Following the Reseller News Innovation Awards, Platinum Club provides a platform to showcase the top performing partners and start-ups of the past 12 months, with more than ​​50 organisations in the spotlight.​​​

Reseller News Platinum Club celebrates leading partners in 2018
Meet the top performing HP partners in NZ

Meet the top performing HP partners in NZ

HP has honoured its leading partners in New Zealand during 2018, following 12 months of growth through the local channel. Unveiled during the fourth running of the ceremony in Auckland, the awards recognise and celebrate excellence, growth, consistency and engagement of standout Kiwi partners.

Meet the top performing HP partners in NZ
Show Comments