Partnering for success

Blackroc Distribution and Psion Teklogix talk about the importance of strong working relationships.

When Blackroc Group Ltd, a leading AIDC (automatic identification and data capture) company, partnered with Psion Teklogix, a leading mobile computing vendor, over seven years ago the two organisations had one single goal in mind; to produce and distribute the best hand held device for the warehousing and logistics market. Since then, the partnership has created significant revenue streams for both companiesenabling each to reach new customer sectors and vertical markets by combining their collective knowledge and experience.

Blackroc Group first worked alongside Psion Teklogix as an OEM, designing and integrating data capture technologies into the Workabout classic and MX hand helds.  While Blackroc Technology continued this work with the Workabout Pro, Blackroc Distribution has focussed on distributing the Workabout Pro to its network of value added resellers, with great success.

As a Psion Teklogix Premier+ Partner, Blackroc Distribution receives targeted promotional and sales support from Psion Teklogix, including funding for specific joint marketing activitiesgiving the company an important competitive advantage in a challenging market. The organisation is also entitled to discounts on bulk orders, priority access to product training, solution updates and marketing fundsas well as a secure web link between both partners web sites. In return, Blackroc Distribution has agreed to undergo training and certification on Psion Teklogixs solutions, and is committed to meeting pre-agreed revenue targets for 2006.

 Martyn Broadhead (pictured right), managing director at Blackroc Distribution said: We have always had a great track record of supplying value added distribution services to resellers in the mobile computing, logistics and warehouse industryand supporting our channel partners when they spot an opportunity to develop software applications for the hardware that we supply. Psion Teklogix has the commendable ability to listen to our needs, understand our area of expertise and come up with a way of working thats one of a kind. At the end of the day, everybody wins!

Duncan Smillie (pictured left), UK managing director for Psion Teklogix said: When we first launched our Premier+ Partnership programme, we knew that Blackroc Distribution had to be included and would be one of our most important associates. The organisation goes way beyond just shifting boxes and the added value the company provides to the channel is outstanding. With its understanding of the channel, coupled with stock profile and technical knowledge, Blackroc Distribution has more than met these requirements. Both of our businesses have thrived in this dynamic market and Im certain theyll continue to do so.

Broadhead said: Throughout our partnership, Psion Teklogix has continued to update the Workabout Pro solutionkeeping it completely up-to-date with the latest operating systems and enhanced communication technologies. It really goes to show how committed the organisation is to the brand. Its this attitude, along with a strong understanding of the marketplace that has made Psion Teklogix as successful as it is today. And were excited to be a part of that.

Psion Teklogix takes its UK Partner programme very seriously. Partners are assessed to determine their level of commitment and are qualified only upon completion of a successful training schedule. The programme encourages ongoing collaboration to produce exceptional products and services to mutual customers.