A Turnaround Tale
But now it's poised for bigger things, if it can pull in a broader solution provider constituency, particularly network integrators that need to accommodate more and more mobile devices of all shapes and functions.
Consider how far the company has come under CEO Bill Nuti. Over the past two years, Symbol has cut channel inventories down to 45 days from a whopping six to nine months, while boosting the percentage of revenue from its channel to 66 percent from 42 percent. Its market capitalization has more than quadrupled to $4.5 billion, and it has turned over roughly $50 million in annual services revenue to partners. Another stunning number: Symbol has replaced 3,600 of its 5,700-person workforce to change its culture to one Nuti describes as "high-touch, channel-centric."
For Nuti, the three-way relationship between solution providers, Symbol and its customers is a symbiotic one. And while customer and partner satisfaction will be used as a compensation guide for Symbol managers and employees, he believes customer success is more important. "An unsuccessful satisfied customer doesn't make a very good customer. It's not just about satisfaction. It's about really understanding what's going to help your customer be successful in their market, with their competitors," Nuti said.
What Symbol ultimately stands for, in Nuti's mind, is enterprise mobility—the notion that wireless isn't a stand-alone application, but rather an enabler of applications from POS and warehouse systems to managed services for mobile workforces.
One of the most interesting technologies in Symbol's arsenal comes in the form of a specialized management solution based on an IBM eServer that performs all manner of tasks, from moving data into business intelligence applications to conferring security profiles to disseminating software updates. By the way, Symbol will release a set of APIs later this year that will enable myriad client devices—including proprietary POS scanners—to be controlled via this system.
If you're a network infrastructure provider, it's time to give Symbol another look. This is not just a turnaround tale. It's a tale of a company well-positioned on the brink of something big.
What are your mobile musings? HEATHER CLANCY, Editor at CRN, appreciates your feedback at [email protected].