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supplies can impact everything from printhead lifespan to operational efficiency. That’s why we design, produce and rigorously pre-test our own line of thermal printing supplies to ensure consistent, optimised performance in your Zebra printer – and peace of mind for you. We have an expansive suite of supplies products that incorporate receipt papers, ribbons, tags, labels, RFID, wristbands and we have just launched a new category called Environmental Sensors, with temperature monitoring being the initial line of products. Our stocked offering of printing supplies now features over 650 SKUs, all ready to order off the shelf, with a minimum order quantity of just one box. That’s a killer USP. As proud as we are of our hardware legacy, we also recognise the benefits of enabling our partners and customers with software solutions that add value. It’s hard to believe, but Link-OS and Print DNA are celebrating 10 years since they were introduced to the Zebra portfolio. Link-OS is our one-of-a-kind printer operating system, providing a common platform for our Print DNA ecosystem of dedicated print applications to run. Applications such as PrintSecure, which empower customers to easily configure their printers to use secure connections, block unwanted access and ensure their data and infrastructure are protected. Printer Emulations, on-printer apps that allow Print DNA capable printers to use a variety of printer command languages, enabling a seamless drop-in of new, smarter Zebra printers to mixed fleets. Or Printer Profile Manager Enterprise, our full featured remote printer management solution. These applications and many others have all supported our transition towards becoming a solution provider, aligning with the direction of Zebra over the past decade. Q: How has Zebra made that transition to a solution provider? RB: Ever since our acquisition of the Motorola Solutions Enterprise business in 2014, we have continued to develop and evolve into a solutions provider. Today we are recognised as an industry leader in enterprise mobile computing, barcode scanning, specialty printing, RFID readers and RFID printing, workforce management and indoor location services. Part of that transition has been aided by an active programme of acquisitions and alliances. Since Motorola, we’ve continued to strategically enhance our capability and
offerings. For example, we expanded our rugged tablets provision with the acquisition of Xplore in 2018. Retail is one of our core verticals that we serve and the addition of Reflexis Systems in 2020 has accelerated our value to that sector, with intelligent workforce management and execution solutions. Our acquisition of Temptime and their expertise in time-temperature monitoring solutions has laid the foundations for our new Environmental Sensors division. And, of course, Fetch Robotics in 2021 and Matrox Imaging in 2022 are the drivers behind our diversification into the autonomous mobile robots (AMR) sector and Machine Vision. As much as I would like to pat ourselves on the back, we’ve not achieved this development and growth in isolation. I referenced alliances as well as acquisitions being part of the strategy, and perhaps the biggest alliance has been from our channel. Q: How important is the channel for Zebra Technologies? Jack Byrne, EMEA senior channel marketing manager (JB): Our channel is at the heart of our business. We are a channel centric company, with over 10,000 channel partners serving more than 190 countries worldwide. Zebra’s success is in partnership with many of our fantastic partners who serve our customers supplying end-to-end solutions across all our portfolio. PartnerConnect, which is seven years old this month, is recognised as an industry-leading partner program. Q: What exactly is PartnerConnect? JB: When you join PartnerConnect as a reseller, you’re able to bring your customers the industry’s widest portfolio of products dedicated to enhanced productivity, optimised operations and empowered workers. At the same time, you gain access to new resources that help you build a stronger pipeline and close more deals. You establish credibility that helps you get in the door, and you have new ways to build your team’s technical expertise, so you can support customers effectively pre- and post-sale. Zebra rewards your investment in expertise with unique programme specialisations focused on key technologies, services and vertical markets. You’ll gain access to additional benefits like bigger discounts, rebates, a customisable partner logo and more.
Jack Byrne EMEA senior channel marketing manager Zebra Technologies
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When you join PartnerConnect as a reseller, you’re able to bring your customers the industry’s widest portfolio of products dedicated
to enhanced productivity, optimised operations and empowered workers.
”
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