Psion Teklogix Expands Channel Program Options For 2005

(Chicago) — With the constant demand from resellers to provide additional support and margin opportunities, vendors need to continually revisit their partner program benefits. To keep pace with these changes, Psion Teklogix, a global vendor of mobile computing, wireless data collection, and RFID (radio frequency identification) technologies, has launched a restructured version of its partner program. While at the ProMat show in Chicago, I had the opportunity to discuss the benefits of this new program, known as Ascent Plus, with Mike Jachimiec, director of channel sales for Psion Teklogix.

The Ascent Plus program offers three levels of partnership: three, four, and five stars. “The previous program provided a one-size-fits-all service level, with smaller volume partners required to reach the same purchase levels as large VARs to receive any benefits at all,” says Jachimiec. “This new program provides a tiered commitment requirement, which allows more of our resellers to participate and receive benefits.” A biannual review will determine what level a partner qualifies for, as well as any additional value bonuses earned.

In a volume-driven discount system, smaller VARs may be at a disadvantage simply because they are not able to move as much business through a distributor. Psion’s goal is to reward its partners for the quality relationships they bring to the table, rather than focusing solely on volume. The Ascent Plus plan includes value discounts based on factors such as updates on opportunities, accounts payable history, technical support capabilities, software development and services, and training completed. VARs will be able to take advantage of up to 7% of the 10% discount after as little as six months as a Psion partner, as a result of the program’s biannual review process.