Pitney Bowes hoping to grow its channel business from seven per cent

US-based document management and visitor management solution (VMS) vendor, Pitney Bowes, is looking to grow its existing channel business through a recruitment drive that includes the newly launched phLobbyTrac VMS.

The move from direct sales to channel commenced about five years ago as Pitney Bowes adjusted its go-to-market strategy, according to Pitney Bowes Australia marketing and business development director, Michelle Sheehan

Currently, the vendor’s channel revenue sits at seven to eight per cent of its total business. It hopes to increase this figure to 10 to 15 per cent within 12 months, and 25 to 30 per cent within five years, Sheehan said.

The vendor is hoping that a key contributor to the growth will be its new phLobbyTrac, which is designed to help businesses manage and control access to their facilities. The product was launched direct in late 2011.

phLobbyTrac works by storing visitor information on arrival at a facility. This can be done through a driver’s license scan or direct input. The machine includes an auto-tracking camera, 17-inch LCD touch screen, speakers, front service access lock, ID scanner, label printer, and barcode scanner. The PC inside the structure runs on Windows 7.

Pitney Bowes is looking to upgrade the software that accompanies the device, including a user interface overhaul, once Windows 8 hits the market.

Pitney Bowes Australia managing director, James Murphy, said that the product is suitable for channel partners with the right customer base in the right verticals. Sheehan added that it has the potential to benefit the childcare and education sector particularly due to the security issues associated with visitors.

As part of its channel intentions, the vendor is on a recruitment drive with the aim of taking on board another 10 partners for Australia. It is looking for companies who are willing to commit to the product and deal with IT departments.

Pitney Bowes is also on the verge of announcing a “major partnership”, according to Sheehan. While she did not reveal the name, she did confirm that it is a large business to business (B2B) reseller in the retail space.

Pitney Bowes' Australian distributor is Ingram Micro.

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