A few months have passed since Psion Teklogix launched its new partner programme and undoubtedly it created some waves in the marketplace. But, what has been the response? Duncan Smillie, managing director, Psion Teklogix UK (pictured right), reports back to IT Reseller.
We launched our UK Partner Programme (UKPP) via IT Reseller in September last year and six months later I am delighted to say that the success we have seen has been outstanding, even better than our original optimistic estimates! We have established a strong network of partners in a very short period of time and this has to be encouraging, the UKPP was never an exercise to screw plaques on walls, it was about finding, qualifying and engaging with partners that would add serious value to our business, I think people sometimes think that VAR is an actual word as opposed to an anagram, there is not enough emphasis on the V for me in other similar programmes.
One of the best things that we have had feedback on as we have implemented the UKPP is that even if a potential partner isnt comfortable committing to us on the required volumes, we can still embrace them into the programme offering the option to work with our Premier Plus Partners to fulfil their requirements. They will still be classed as an important part of our programme, and be involved in the training, communications; and events etc and more importantly retain the direct relationship with the manufacturer.
We will soon announce our inaugural UK Partner Conference where we hope to bring our partners together for some serious sharing of minds as well as discussing our road map and presenting solutions from other countries; we will of course use IT Reseller to communicate the details of this event.
Inaugral partners
Psion Teklogix UK Partner Programme (UKPP) is a recently launched initiative spearheaded by the organisation's MD, Duncan Smillie. When UKPP was announced, Duncan Smillie set out a clear roadmap to where the company wanted to reach with its partners. Designed to help Psion Teklogix and its partners achieve mutual business success through shared, customised marketing and selling strategies, the UKPP demonstrates both companies shared commitment to providing proven innovative business solutions to the mobile computing market. Several companies have partnered with Psion Teklogix and are enjoying the benefits of marketing support. There are 3 main levels involved in the UKPP, Approved, Premier and a Premier + status. All partners will be initially assessed to determine the level of commitment and will be qualified upon completion of a successful training schedule.
The first to join up
Redkite Systems Ltd led the way in becoming the first fully-fledged Approved Partner in the UKPP.
An approved UK government supplier, Redkite Systems designs, develops and supplies software solutions for organisations which are required to regularly assess the condition of operational equipment, either by mandatory Health and Safety regulations or for identification and asset management purposes.
Already used in more than 250 locations by local authority and airport fire and rescue services, Redkites 'Equipment Management System' is based on the Psion Teklogix Workabout Pro hand held computer. Together with durable, polypropylene labels from identification solutions specialist ritchey-id which form the tangible link between the software reader and the piece of equipment being identified, the system provides a bar code or RFID-enabled solution to speedy information capture. Equipment can be quickly located and identified from anywhere in the world, as well as allowing management safety inspection and inventory details to be input whilst safety inspectors and operational staff are on the road. Where required by legislation, the system also provides evidence that an item of equipment has been inspected.
The system has been cited as an example of Best Practice by HM Inspectorate of Local Authority Fire Brigades and has met the requirements of the CAA Safety Regulation Group with UK Airports. Redkite is a registered BS EN ISO 90001 company.
Lighting the way
Midlands-based Beacon Link?an established software developer, solutions provider and hardware supplier for mobile and wireless computing environments?joins the expanding ranks of the UKPP as a Psion Teklogix Approved Partner.
Through the programme, Beacon Link is able to integrate its offerings with Psion Teklogix's market-leading products, enabling the company to reach new customer sectors through a qualified reseller base. Beacon Link receives targeted promotional and sales support including funding for specific joint marketing activities.
Joe Vavasour, product manager at Beacon Link, explains: We have been working successfully with Psion Teklogix to develop the Stock + wireless offering which combines our Sage Line 50 bar-coding software with Psion Teklogixs Workabout MX and Workabout Pro products. This enables our clients undertake a range of stock handling tasks while also reducing paperwork, eliminating errors, streamlining stock handling and creating a full audit trail. Making the move to Approved Partner status will allow us to develop even more bespoke mobile workplace offerings that unite our software with Psion Teklogixs Workabout solutions.
As an Approved Partner, Psion Teklogix will provide Beacon Link with regular information on its product launches and upgrades, while also implementing a secure link between both partners web sites to facilitate fast technical support and real-time communications. In return, Beacon Link has agreed to undergo training and certification so that it can provide its customers with first level support on Psion Teklogix solutions. The company has also committed to meeting pre-agreed revenue targets for 2006.
Joining the premier league
Ascendant Technologies?one of the worlds leading developers of mobile field data management solutions utilising RFID technology?has been awarded the status of Psion Teklogix Premier Partner.
Mike Wainright, Sales Director at Ascendant Technologies, comments: Since we started working with Psion Teklogix, we have developed a very close and mutually beneficial relationship. Our appointment as a Premier Partner is the next natural step in our association and we look forward to using Psion Teklogixs solutions to further extend our presence across key industrial, pharmaceutical, emergency services, utilities and construction sectors.
As a Premier Partner, Ascendant Technologies will be entitled to discounts on bulk orders and will also receive extensive marketing, technical and sales support. This will include priority access to product training and solution updates and marketing funds as well as a secure web link between both partners web sites. In return, Ascendant Technologies has committed to meeting pre-agreed revenue targets, providing first level support to customers and undertaking comprehensive training on Psion Teklogixs offering.
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