Magazine Article | March 20, 2013

Competitive Advantage In Mobile Printing: The Right Product Lineup Is Only Half The Solution

By Michael Krumm, Director of Marketing, Brother Mobile Solutions, Inc.

Our authorized partners benefit from more than the strong Brother brand with an over 50-year history of success. They also enjoy solid margin-earning opportunities with a competitive product lineup — plus the expert technical and sales support they need to sustain growth in a rapidly evolving space.

Through our “At your side” Channel Partner Program, we provide demand generation, marketing, and training — but a significant advantage is that we’re just plain accessible to our partners. In a market that’s evolving as quickly as field mobility and mobile printing, this is an important differentiator.

At Your Side. It’s Not Just a Tag Line
The team at Brother Mobile Solutions logs thousands of hours each year on trade show floors, in offices with enterprise decision makers, and in the field with mobile workers to fully understand the printing needs of mobile workforces. We don’t just conceptualize how evolving technologies and new operating systems will affect printer integration in the field — we anticipate issues and support our partners in creating the cleanest possible deployment scenarios.

Keeping VARs one step ahead
VARs and ISVs aren’t known for sharing hard-earned knowledge with their industry peers, so we work hard to fill that gap. The best test of that has been over the past 18 months as iOS, Android™ and new Windows® operating systems have become more prevalent. Integrators, developers, and VARs have come up against connectivity, security, and integration challenges that they just haven’t seen before. We aggregate and share that knowledge and the solutions in an effort to keep our partners one step ahead.

Technology is changing at the speed of light, and the most successful resellers truly understand mobile printing applications and underlying technology in the products they sell. We provide product training webinars, on-site training, and will participate in end user joint sales calls to help facilitate sales success. And accessibility to our in-house engineering talent is key. A lot of the larger operations just can’t compete with that.

Providing a competitive edge
There’s no doubt the landscape is competitive, and having a reliable, market leading product mix is only half the solution. In addition to providing knowledge, we strive to provide co-op funding and support high-value opportunities. And we love to see our partners in the press and trade publications. When the “big one” closes, we use PR strategies to promote our partners through press interviews, case studies, and end user success stories.

A solid program for solid partners
The Brother Mobile Solutions “At your side” Channel Partner Program is not open to everyone. It is specifically designed for solutions VARs, integrators, and ISVs with a proven track record of expertise providing mobile solutions to key vertical markets.

  • Access to the full Brother™ Solutions portfolio of products
  • A solid margin earning opportunity
  • “At your side” Demand Creation Program
  • Single point of contact
  • Pre- and post-sale support
  • Co-development funds
  • Demo & evaluation programs
  • Custom support

About Brother Mobile Solutions
A recognized leader in mobile printing for field workforces, Brother Mobile Solutions through its “At your side” Channel Partner Program, offers mobile printing and mobile and desktop labeling solutions that help improve the performance and efficiency of mobile workers across a variety of verticals.


Contact Information
Brother Mobile Solutions, Inc.
100 Technology Drive, Broomfield, CO 80021
(800) 543-6114, ext. 6721