Channelnomics

Intermec Sharpens Channel Focus on Solutions

Intermec stepped further out of its hardware comfort zone to expand its PartnerNet program with a solutions-based focus as well as new incentives and programs aimed at making it easier to conduct business with the company.

Scott Anderson, VP of Global Channels for Intermec, told Mark Cox of eChannelLine that Intermec’s PartnerNet worked well but it wasn’t aligned to where they wanted to go as a company.

“It was still volume-oriented, while Intermec is moving to solutions deployments. Our program wasn’t meshed with this strategy, and the changes take a step in that direction,” said Anderson.

One noteworthy example he singled out to eChannelLine is the new platinum partner rebate. The past incentive had a flaw, he said, because it was tied to quarterly sell-through. Problem was that a productive partner might get rebates one quarter and miss the next. The company has instead moved to annual goals.

That policy has partners’ margins in mind because many of those margins are tied directly to rebates, he said.

Other new Intermec partner program features include the following:

  • A new quote/configuration tool designed to allow partners access to quotes on demand and drop them into their own quote tool programs.
  • A centralized demo program to give certified partners access to demo equipment free of charge.
  • New marketing investments including collaborative planning to drive incremental business, channel development funds for lead generation campaigns and enhanced rebate programs.
  • Incentives for training and education that provide access to new PartnerNet programs, including an invite-only certified SE community forum to provide a social resource for online discussion and collaboration.

Driving growth and profitability among Intermec’s partners is paramount to the company’s strategy moving forward, said Anderson. The new features are designed to offer support with this new portfolio of tools that are designed advance new profitable solutions.

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