automatic data capture
point of sale
Nigel Owens: “The markets that we serve are about ‘look, touch and feel’, and that’s what sells the product.”
Increased security
The rugged F5v tablet PC and C5v MCA feature the Intel Core i7 or Core i5 vPro technology, enabling a significant improvement in performance and battery life. Additionally, incorporating Intel Core vPro technology facilitates enhanced remote management capabilities, enabling IT technicians to repair and secure the PC from any location, even while powered-down or in sleep mode. Owens explains that the new offerings also offer increased security, with fully manageable hard drive encryption, and Intel Anti-Theft technology used with Computrace, protecting valuable data in case of loss or theft. In addition, the F5v tablet PC and C5v MCA can facilitate improved multitasking with smart technology that adjusts processor speed to support workload changes, providing power when needed and working more efficiently when possible.
Channel route to market
These new products will now be made available to Motion’s target vertical sectors through the company’s established channel partners. Owens outlined the company’s channel model and explained that it is currently looking to recruit additional value- added resellers that fit Motion’s specific channel criteria. “Typically, we
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don’t sell direct anywhere around the globe, with a slight exception to this rule in the US market,” he said. “The markets that we serve are about ‘look, touch and feel’, and that’s what sells the product. So the channel partners that we are currently working with, as well as those we are seeking to appoint, are those that offer true value-add. For example, value-added resellers that have developed their own vertical market software applications may be looking for the right type of hardware platform to take these solutions to market. These are the types of company we want to talk to. The applications they have developed may be written for a pen environment and aimed at our own core markets; such as construction, maintenance, healthcare, utilities, etc. This software may be able to show detailed maps, pull-down tick lists, or detailed construction diagrams on the screen allowing data to be annotated in real time. There are obvious benefits here in the larger screen format we offer in our tablet PCs.” Owens added that another route to market is through Independent software
vendors (ISVs) who offer solutions that are aimed at Motion’s target verticals.
All the right competencies
In terms of distribution, Owens points out that Motion’s distributor of choice in the UK, Box Technologies, is a good example of a company that has all the right competencies. “Box is a true value-add distributor with sales force feet on the ground within the mobility marketplace, as well as a deep under - standing of the markets it addresses,” he said, adding: “Box staff can also support our products and, as a full certified Motion product maintainer, the company is able to maintain and repair our product as well.”
Motion’s F5v new mobile field tool.
IT RESELLER – MAY 2010 21
INTERVIEW
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