Channel missing the tablet boat?

By Spandas Lui, Australian Reseller News |  Channel, tablets

The shortfalls of Apple competitors also present another hurdle for channel players, according to Designwyse managing director, Robert Kloester.

"The reason the Androids and Windows tablets are struggling is there is nothing they can do that the iPad and iPhone are not already capable of," he said. "I would think it would be difficult for the broader channel to find a play in the space at the moment.

"The expectation is still that Android will overtake the iPad at some point, so there will still be opportunities for those channels if Android can get its act together."

Mobility devices distributor, Tegatech, however, saw great opportunity for channel players now especially in the business-to-business (B2B) market.

"At the end of the day there is still a network of trust between the channel and customers, especially with the B2B guys," Tegatech founder and principal, Hugo Ortega, said. "They don't want to go to Harvey Norman and buy a bunch of tablets -- the bloke at Harvey Norman wouldn't have the same expertise.

"So no matter how much you cut the channel out, there are ways for us to play in that space."

Tegatech has made it a mission to arm its resellers with in-depth knowledge of tablet products which can then be paired with value-added services.

It is not about just giving customers an alternative to the iPad, but actually analysing customer needs and giving them a package solution that fits best, Ortega said.

"You have to add value for customers to stick by you especially now since people are more fickle," he said. "Before you could have gotten away with not adding value but those days are long gone; they were gone post-GFC anyway."

What Ortega means by value-added services is providing software and hardware accessories with tablet devices.

One example of this is the distributor's work with one of its resellers, TechnologyOne, in Queensland.

The pair have been working together to deliver turnkey solutions to municipalities, particularly councils, in the state. The solution might be tablets with preloaded business applications or barcode scanner and printer bundles.

"The channel needs to wake up and understand the tablet market volatility is not a threat but a profiting opportunity," Ortega said. "It gives them the opportunity to get to know the products better and learn more about providing value-added solutions."

Additional reporting by Matthew Sainsbury


Originally published on Australian Reseller News |  Click here to read the original story.
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