Psion overhauls UK channel strategy

While the company will continue to sell its supply chain products such as vehicle-mounted computers, bar code scanner/readers, speech recognition and RFID solutions directly to end users, the Psion Teklogix range of mobile computing products, which includes the revolutionary new iKn PDA, is now only available through authorized distributors and resellers.

Traditionally, Psion Teklogix has sold products from its extensive range of mobile computers  both through resellers and directly. The company felt that this has created confusion in the market, as Darrel Williams, Psion Teklogix UK Ltds director of mobile sales, explains: Psions commitment to our customers and to the market means that we listen when they talk, and whilst we have been reasonably successful with our direct and indirect route to the mobile market, there existed a perception amongst some end users and resellers that inconsistencies in supply and the  lack of structured pricing, inherent in a mixed model, were barriers to effective business growth. So we have listened and we have evolved. Internally with the addition of experienced, dedicated staff and in conjunction with key distribution partners, we have answered the questions put to us by the market by committing Psion Teklogix to service the general mobile market through the channel.   

Darrel Williams continues: The changes are designed to simplify Psion Teklogixs route to market. We are intent on strengthening existing relationships, continuing to build trust and promoting the Psion brand. For the first time Psions partners are benefiting directly from the Supply Chain Sales Force and Psions direct marketing, which uncovers opportunities and leads on a daily basis and passes them, after qualification, directly to our Channel Partners who can close the deals safe in the knowledge of Psion product exclusivity and supported by the manufacturer.

This channel strategy also allows us to invest in Partners and VARs to ensure that users of Psion Teklogix equipment continue to receive the very highest levels of service, product availability and multi level after sales support, and I am sure that the move to service the outside the four walls market via the channel  will bring far greater market penetration for Psion Teklogix and increased satisfaction to our customers.

As part of the restructure, Psion Teklogix has expanded its distribution operation with the  appointment of York-based Varlink as distributor for its range of mobile terminals.

Varlink is a specialist distributor of mobile computing, barcoding and RFID data capture products selling exclusively to IT Resellers, system integrators and solution providers.

As part of its total commitment to working with resellers Varlink offers on line, on the phone and in the field dedicated account management and manufacturer trained technical support.

Varlink offers an outstanding e-commerce website designed to provide the information which is routinely required by IT Resellers to win and retain business. Among its many valuable features, the site allows VARs to effectively source application meeting products, download PDFs, check PIN protected reseller discounts, check stock availability, place orders online, request RMAs, post technical questions and access POD information.

To help IT resellers meet the growing demand for reliable and cost effective mobile computing equipment, Varlink has developed a range of marketing development resources and online capabilities for its VAR community and was presented with the Emerging Company of the Year Award at the Computer Reseller News Channel Awards 2007.

Varlink will offer the complete range of Psion Teklogix mobile data collection products, including the popular WORKABOUT PRO wireless handheld computer and the recently launched iKn  PDA, to resellers.

Darrel Williams comments: Varlink is a valuable addition to the distribution network for us. Their  people are knowledgeable and experienced in meeting the needs of IT resellers, having spent many years in IT distribution. In as little as two years, Varlink have excelled with their creative marketing and their clear and innovative web services, clearly offering something different to the channel, whilst being able to support aggressive growth and continue to offer excellent performance.

We expect great things, working with Varlink, and see them as a key partner in increasing our market penetration and attaining long term, sustainable success.

Mike Pullon, managing director of Varlink, says: Varlink is actively working with over 750 VARs and Solution Providers in the UK. We distribute a range of products which enable resellers to meet the evolving needs of end users for reliable, flexible and cost effective mobile computing and data capture systems Psion Teklogix offer an outstanding range of products that meet the operational needs of end users and clearly understand the role and requirements of resellers. We believe that our new agreement will benefit both parties as well as resellers and, ultimately, end users.

In addition to Varlink, Psion Teklogix has appointed Blackroc and Ingram Micro as distributors for its range of mobile equipment.

About Psion Teklogix

Psion Teklogix is a global provider of solutions for mobile computing and wireless data collection. The companys fully integrated mobile computing solutions include rugged hardware, secure wireless networks, robust software, professional services and exceptional support programs. With over three decades of industry experience, Psion Teklogix has customers in more than 80 countries around the world, and over 36 sales and support offices in 17 countries.

About Varlink

Varlink is a specialist distributor of Mobile Computing, Barcoding and RFID Data Capture products selling exclusively to IT Resellers, System Integrators and Solution Providers. The company offers an outstanding e-commerce website designed to provide the information which is routinely required by IT Resellers to win and retain business. Among its many valuable features, the site allows VARs to effectively source application meeting products, download PDFs, check PIN protected reseller discounts, check stock availability, place orders online, request RMAs, post technical questions and access POD information. 

To help IT resellers meet the growing demand for reliable and cost effective mobile computing equipment, Varlink has developed a range of marketing development resources and online capabilities for the VAR community and the company was presented with the Emerging Company of the Year Award at CRN Channel Awards 2007