Mobility solutions are no longer confined to the enterprise. As the SMB market takes interest in PDA type devices, applications for the handhelds are becoming the next wave for resellers to make money on.
In order to increase its proportion of sales to 90 percent, Dexterra has the conducted a mass marketing campaign targeting SMB resellers.
The mobile applications provider’s sales strategy in
According to Drew Mitchell, Dexterra’s Vice President for Asia Pacific, the company will achieve this by recruiting appropriate partners.
“We’ll put in a fair bit of marketing effort, targeting SMB and our general customer base and the usual suppliers with qualifications. We want to educate potential partners on the Dexterra suite. We will provide subsidised bases and Dexterra will also provide customers with valuable resources like our training program. That’s where the partnership starts. However not everyone qualifies because not everyone is right for us and we aren’t right for everyone else,” said Mitchell. “We are looking for SMB resellers targeting or have a field force, with lots of traveling out of office opportunities to mobilise that field force.
For Dexterra resellers in the SMB market looking for a new line of revenue will find potential in the mobility applications market.
“We want to show them our models and show resellers how mobility is the next new wave in IT and they definitely need to follow the crest of the new wave. Our recruiting drive begins with the release of Concert 4.0. The products is a Service Orientated Architecture based on distributed computing platform that provides an organisation with what it needs to effectively mobilize its distributed workforce,” said Mitchell.
He believes this is a great opportunity for resellers. “Those who sell products like Symbol (PDA type of devices) need to realise the market place is now hungry for applications. In order for them to expand their portfolio they need to up-sell their clients.”