Zebra targets SIs for business growth

Zebra Technologies, a bar code printers (thermal printers) and RFID solutions provider, is looking at partnering with
mainstream systems integrators (SIs) to expand its business. So far the company has been doing
business in the country through its set of five dedicated partners: two in Mumbai and one each in Bangalore, Delhi and Kochi. The company is now
looking at between 20-25 SIs across the top eight cities to further boost its thermal printer business. According to the
company, these appointments will take place within the current quarter (JAS). 

Currently, the thermal printer market is about 5,000 units per year and Zebra claims to be commanding over 50% of this
market. "While this industry is in its nascent stage in the country, we expect a good impetus coming from
verticals like healthcare and retail. We are looking at posting between 20-25% growth in current fiscal," elaborates Shailesh
Deshmukh, Account Manager-Indian Operations, Zebra Technologies.

While traditionally, Zebra had partners who were exclusively dealing in specialized solutions, it now realizes the need to make
thermal printers more mainstream and hence the move to tap the IT infrastructure solution
providers. "We would be more interested in partners who are vertical-centric and can address these segments in a more focused manner," adds Shailesh. He
also informs about the company launching training programs for these SIs. 

These programs would be different from its existing ZASP (Zebra authorized service provider) program.

GOLDIE