Auto ID VAR/Systems Integrator Analysis
currently use pre-configuration services
but we have access to this and will be
using it in the future as demands on our
resources increase.” Rowland added
that CRT draws on the vendor resource
for product information, technical
specifications and future development
information. “This is another area that
benefits from a partnership approach –
where two companies work for mutual
benefit,” he remarked.
Driving innovation
Hannay believes the role of the hardware
manufacturer is to drive innovation and
create market demand, enabling integrators
such as Zetes to service this demand. “For
instance, Vocollect has done an excellent
job of creating the market for voice,
allowing Zetes and other companies to fill
the void and service market demand with
feature-rich applications,” he said. “Our
goal is for hardware vendors to create
<< Internet has meant that his company across all the countries and having only markets that are ready in two to three
now has to focus much more on the one supplier for all support and future years time. During this time, Zetes will
added value services it provides. development. As the global economy invest in developing the relevant software
continues to contract we see international applications and integration skills to meet
From Hannay’s perspective, globalisation deployments as a key growth area that demand as the market matures.”
has definitely enhanced Zetes’ business because they offer larger international
and he believes it will continue to do so. organisations the combined benefits of
“We operate in 13 countries so our improved operational efficiencies with
customer credentials are now spread consistent pricing support and service
across these countries, meaning we can level agreements.”
reference successes across a very wide
region,” he said. “We are now helping What are some of the value-enhancing
our customers learn from their peers services that VARs look for from their
across Europe in a way that removes distributors and vendors of choice?
any competitive conflict. In addition, Burnett believes support with marketing
it promotes sharing of best practice is key, while Harris homes-in on
because different countries are at different knowledge, product range and stock/
stages both economically and in their price availability. For Morley, it comes
adoption of supply chain technology.” down to a proven, strong partnership –
plus reasonable credit lines and the
flexibility to handle ‘elephants’.
International deployment
Stephen Burnett: In order to provide
Clark points out that his distributor,
excellent support, it is much easier to
Hannay sees a big part of Zetes’ future Blackroc, does a great job of configuring
manage this if you have limited
role in being able to continue facilitating terminals before they arrive. He also
varieties of hardware out in the field.
peer-to-peer education and promoting values a regular visit from the distributor’s
industry best practice. In addition, he account manager. “I look to my distributor
remarks that globalisation has created to keep me up to date with new vendor And what are going to be the next notable
a demand for suppliers capable of kit and anything new on the market,” he advances to leverage advantage for both
implementing a single solution across adds. For Rowland, the most basic value the channel and the end user? Hannay
different operating countries that are add for CRT is just-in-time stocking of key believes that one of the biggest
also supported from a single and products. “We work lean and this means developments will come with the arrival
distributed support infrastructure. “We we keep the sales order to invoice to of multiple delivery channels to the end
are experiencing a high demand for a shipping to implementation time frames to user; for example, Software as a Service
single integrator in multiple countries,” a minimum,” he said. “We have no facility (SaaS) combined with more traditional
he said. “The benefits to the user are the for stock holding and require our vendors deployments; such as giving users the
consistency of using a single solution to manage this key area. CRT doesn’t choice of either renting the system over >>
10 IT RESELLER – APRIL/MAY 2009
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