MobileTech Solutions

Line of Business

Bottom Line

Target Audiences

• Intermec Value Added Resellers (VARs) across the US selling route accounting solutions to beverage, dairy, bakery, utility, laundry and snack distribution companies
• New industries using route-delivery of products or services
  

Market Challenges

• Build brand equity in MobileTech Solutions to generate demand for its premier software used to sell, deliver and service in-store merchandise
• Communicate the availability of this direct store delivery software to all VARs reselling Intermec mobile computing hardware systems, the largest provider of turn key solutions to the distribution industry
• Reposition MobileTech Solutions to other VARs as a software vendor and source of increased revenue
• Expand MobileTech Solutions' existing VAR business by reaching into emerging markets

Strategic Approach

• Develop customer success stories emphasizing the unique capabilities of MobileTech Solutions software products
• Build visibility for company's software products in industry magazines through editorial story placements and product mentions
• Emphasize in direct communications to customers and potential customers the added value proposition specific to MobileTech Solutions software products
• Use declining hardware profit margins and falling price points as impetus to encourage VARs to turn to MobileTech Solutions software as source of replacement income.

Marketing Services

• Design new company logo to better communicate professional image and corporate expertise
• Create, design and produce new marketing collateral
• Develop customer success stories for placement in trade magazines, and for use in sell sheets and website copy

Outcomes

• Company has realized 25% growth in sales to new markets
• Sales of its software products by other VARs has added 15% to corporate annual revenues