ZEBRA
Making the connection Zebra Technologies’ PartnerConnect programme is 10 years old and has thousands of partners involved in it across the world. But to maintain its status at the top, it must constantly evolve to keep ahead of trends in the various markets is partners operate in.
This year marks 10 years since Zebra Technologies set up its PartnerConnect programme. The aim then was to unify its global channel partners under a single, comprehensive programme designed to foster growth, profitability and success for the entire ecosystem. A decade on, it’s fair to say it has achieved its aim, with more than 10,000 partners active in PartnerConnect across the world across many different categories. “We’re very proud of the programme,” says Greg Williams, VP channel EMEA at Zebra Technologies. “Our business is very channel-centric and therefore PartnerConnect needs to be at the centre. We have regional owners of the programme that maintain the success of it. “Fundamentally we make sure that we’ve got good clear lines of responsibility and ownership and accountability with our channel. At the same time, it’s a growth vehicle.” Greg adds that it is a diverse programme. “One size doesn’t fit all,” he says. “If you’re trading with a partner in
the Middle East, they’re very different to one in Europe and therefore it needs to be tailored to the local geography. Also with specialisations, whether that be partners in our core businesses like scanning, printing and mobile computing, they have a very different need, whether that’s commercial, technological or enablement need, from partners that are in a more advanced space. It’s making sure that we’ve got specialisations and differentiation across the spectrum.”
Greg Williams
Reacting to trends It is also about reacting to trends.
zebra.com
“There’s a consistent theme of ease of doing business or removing friction that I heard from the channel,” says Greg. “Many end users and therefore partners need to ensure they can access the right technology quickly, therefore it’s imperative that we make that process as frictionless as possible for everyone and is something we are constantly working towards.” Greg adds that there are still opportunities for partners that resell hardware, but these are reducing, while those for software are increasing. “Whether that’s an organisation that has their own software or an independent software vendor (ISV) track in our PartnerConnect program, we’re seeing a lot of ecosystems built, with partners partnering with an ISV to deliver the outcome that the customer wants,” he says. “Customers are also increasingly asking for outcomes. They’re not buying a piece of hardware, a piece of software, and some services, they’re saying, ‘my problem statement is… and I don’t mind
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