Infrablue is a specialist provider of handheld presentation solutions which is based in London. The company draws on more than ten years experience of developing handheld device communications as well as a Europe-wide development team. Its IRMA product uses a unique combination of PowerPoint conversion and compression software and Bluetooth communication with Pocket PC, Palm and Symbian operating systems, to enable wireless business presentations to be made from handheld devices without using a laptop computer. Mitchell Johnson, managing director, Infrablue describes the opportunities for the channel.
Q: What is Infrablues route to market?
A: Infrablue is targeting distributors and resellers to take its pocket-sized IRMA Bluetooth presentation product to the end user.
Infrablue does not sell directly to the end users, instead works closely with distributors and resellers across the UK and Europe, supporting them in marketing and promoting IRMA Bluetooth.
Infrablue will launch its second generation release of the IRMA Bluetooth product in Q1 2005. Equipped with an improved user interface and supporting Pocket PC, Palm, Nokia Series 60, 9300 smart phone and 9500 communicator and Sony Ericsson P800, P900 and P910i, Infrablues partners will be able to offer the most effective and flexible mobile presentation package available.
Q: Why do you think partners and customers choose Infrablue? And, why should new partners choose to work with Infrablue?
A: Infrablue offers the only Bluetooth mobile presentation product in the European market. End users will finally be able to leave cumbersome laptops at home and conduct their presentations from their handheld. The freedom to move around and interact with the audience allows the presenter to build a greater rapport with his or her audience and make a good presentation better. With IRMA Bluetooth, presenters themselves can play a bigger part in the presentation, instead of relying on PowerPoint slides to tell the story.
As a partner of Infrablue, distributors and resellers will have access to the most innovative wireless presentation device available; and at an attractive margin. Offering IRMA through their channel will increase their revenue and build the relationship with the end user whilst supplementing the sales of products such as projectors, and PDAs and other AV equipment.
Q: How do you support your channel?
A: Infrablue offers technical and sales support to our partners, including:
Email support for Frequently Asked Questions (FAQs) and technical enquiries
Proactive PR and marketing of IRMA to generate customer demand and opportunities for partners
Co-operative marketing and PR with channel partners
Lead generation through dedicated partner pages on Infrablues website
Free online software updates for registered users of the IRMA devices
Ongoing development of software to support new handhelds entering the market
Q: What benefits and incentives do you offer to your existing partners/new partners?
A: Infrablues incentive plan is performance based and will be structured specifically for each channel partner. Infrablue understands that partners have different requirements to each other and as such we offer programs to suit each ones specific sales approach.
If sales targets are achieved, the levels of co-operative marketing and promotion will be increased specifically with premium partners.
Q: At what times of the year do you recruit new partners?
A: To support the launch of the latest IRMA product Infrablue is looking to recruit distributors and resellers across Europe throughout 2005
Q: Do you want new partners now?
A: Yes. Were getting our distribution network in place now to ensure that when IRMA launches, it is widely available, giving end users the best opportunity to buy IRMA where ever they are.
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