Intermec on Wednesday acquired Enterprise Mobile, a firm that offers mobile handheld users lifecycle services including deployment, training, help desk support, replacement and repair.
Intermec says the acquisition will allow Intermec’s customers in the enterprise space to take advantage of these servers and reduce the strain on their resources by providing the entirety of their device support and management needs. Under the terms of the deal, Enterprise Mobile is now part of Intermec Global Solutions (IGS) business unit led by Intermec Vice President Larry Klimczyk. In an interview with CRN, Klimczyk said Intermec’s additional capacity from the acquisition will contribute to the strategy it has pursued for the past year, which is aimed at becoming the leader in rugged mobile business solutions.
“In the past nine months, we’ve been working on providing the total customer experience,” Klimczyk said. “There are a number of things that are needed to complete this whole solution. Enterprise Mobile focuses on lifecycle mobility -- helping them with deploying managing, supporting, and obviously migrating those services throughout the device’s whole lifecycle.”
In addition, Intermec says the addition of Enterprise Mobile’s assets solidifies Intermec’s commitment to its channel partners, through whom it will offer the additional services. All of Intermec’s enterprise mobility services are available through Intermec’s PartnerNet program, which the company rolled out in February at its annual partner conference in Orlando, while adding ISVs to its partner community.
“PartnerNet launched just over a year ago,” Klimczyk said. “It won a number of awards across industry, which we’re very proud of. Intermec has about four thousand partners worldwide, in its Platinum down to its Gold and Silver levels. PartnerNet includes market benefits, training benefits and, the key thing is, we have a deal registration process that’s industry-leading. We will stand side-by-side with our partners when they register those deals, gaining loyalty by standing by them.”
Of Intermec’s total business, Klimczyk said, 80 percent is sold through channel, while 20 percent is sold direct. “What we’ve also done is establish a hard deck of accounts, we have about a 130 accounts globally in which working with customers directly and our commitment to all of our partners is that number will never increase. So we have a tight commitment to our partners and to the channel model.”
Klimczyk called Intermec a partner-centric company and said that the addition of enterprise mobile services is particularly of interest to Intermec’s channel partners. “A variety of our partners are looking to provide these kinds of solutions, in fact they’re demanding it,” he said. “Whether the partners invest in these services themselves or leverage Intermec’s investment, we’re giving our partners another choice in order to increase their market share. Just in the last 24 hours a large number of partners have contacted us to ask how they can serve our customer base. I think that’s a real testament to our commitment”
Next: New Platforms And Non-Rugged Environments