automatic data capture
point of sale
Psion platform. These systems could be a really good fit for certain vertical end- users who need just these types of software solutions to complement their choice of Psion hardware.”
And what of the key benefits for VARs? Pullon reflects that VARs often have less opportunity to talk directly to their customers because although there is a wider community opportunity where end-users can log on, Pullon’s
perception is that there are not as many UK resellers actively promoting their solutions as some of the international resellers – particularly some of the US- based companies. “This is something that we are keen to attend to,” he said. “We have a Psion marketing executive at Varlink, and will certainly be making sure that our customers in the UK are repeatedly reminded of what a great shop window Ingenuity Working is for them.”
Manifold advantages However, Pullon emphasises that all the other benefits regarding technical support, marketing tools, asking questions, dipping into the Knowledge Base – either looking at previous cases or looking for specific answers – all of those hold true. “And they’re probably more relevant,” said Pullon, “because if a Psion reseller who’s been around for some time has a technical problem it's highly likely that we as a distributor may not have had direct and detailed involvement within this specific area whereas the reseller may have been working with their software and hardware for many years. So if a glitch occurs, if they post a query on Ingenuity Working someone from product support is likely to jump straight on it.”
Pullon concluded: “With Ingenuity Working, I think Psion CEO John Connelly and his team have brought to our market’s attention a real sense that no one company can own all the solutions or should suffer all the problems. This works well for us, and I have no doubt that it also works well – and will continue to work well – for Psion and our VAR partners.”
www.itrportal.com
IT RESELLER – NOVEMBER 2011 19
INTERVIEW
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