Samsung Galaxy S5 expected to boost channel B2B sales

Resellers can profit by packaging new device as part of bundled mobility solution

Samsung Electronics Australia enterprise and SMB business solutions vice-president, Craig Gledhill.

Samsung Electronics Australia enterprise and SMB business solutions vice-president, Craig Gledhill.

Samsung Electronics expects its brand new Galaxy S5 smartphone to expand its channel partners’ market reach as a result of the introduction of several key features.

The Galaxy S5 will go on sale in Australia on April 11. It is powered by a quad-core, 2.5Ghz CPU, and contains 2GB of RAM and up to 32GB of internal storage (expandable via the microSD card slot). The device will ship with the latest version of Google’s Android 4.4 Kit Kat operating system. The smartphone’s 5.1-inch super AMOLED panel will deliver a 1920x1080 resolution with a density of 432 pixels per inch.

RELATED: Samsung Galaxy S5 in stores April 11 in Australia

Samsung Electronics Australia enterprise and SMB business solutions vice-president, Craig Gledhill, said that the Galaxy S5’s IP67 certification, ‘Ultra Power Saving Mode’ and ‘Download Booster’ technology will be particularly beneficial to resellers’ business-to-business (B2B) discussions with enterprise clients.

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“Features like the IP67 open up key markets for Samsung and partners; anything from tradesmen and the services industry to mobile workforces, and even general office professionals,” Gledhill said.

“Having a device that is water and dust-resistant is an added benefit that reduces overall cost of ownership, as there is a smaller chance it will have to be repaired.”

IP67 is not new to Samsung; the vendor’s Galaxy S4 Active was rated to the same standard, but required users to sacrifice some capabilities and the aesthetics of the original Galaxy S4 smartphone.

Once toggled on, the Galaxy S5’s ‘Ultra Power Saving Mode’ switches the device’s screen to black and white, shuts down all software aside from critical features, including phone calls and text messaging, and four additional pre-selected applications.

Gledhill claims that while in ‘Ultra Power Saving Mode’, the Galaxy S5’s 2800 milliamp-hour (mAh) battery can deliver up to 24 hours of standby or up to 10 hours of talk time from 10 per cent charge.

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Samsung’s ‘Download Booster’ technology allows the Galaxy S5 to utilise the latest Wi-Fi 802.11ac standard with cellular 4G (LTE) at the same time to not only maximise potential download speeds (reliant on carrier networks, of course), but ensure uptime if one form of connectivity is down.

Channel margins

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But it is not all about the individual product. Gledhill said achieving margins relies on the value the reseller can add to the hardware, which demands an understanding of enterprise customer requirements.

“If we go into an industry where the customer wants to transform a forms-based clipboard and digitise it, a partner which goes in there and builds a whole solution surrounding those requirements will achieve better margins than the partner that tries to compete with Harvey Norman on hardware price points,” he said.

RELATED: Samsung Galaxy S5: Telstra, Optus, and Vodafone pricing

Part of the task is incorporating a wider range of mobility products into the discussion in order to allow customers to delegate investments as appropriate; while enterprises may opt for premium devices through a choose-your-own-device (CYOD) approach for mid-managers and upwards, other staff could be assigned to older generations, for example.

The January 2014 launch of the second generation of Samsung's enterprise mobility security software, Knox, Gledhill believes is a means of addressing the risk component of the customer discussion.

In February, he told ARN that there has been interest in Knox, although its uptake has been slow while it gains customers' confidence. Knox's growth has since accelerated.

"The thing with Knox is that enterprises like proof of concepts to see if it integrates into the back end and so on," Gledhill said.

"To get the uptake it requires overcoming a lot of hurdles in terms of integration and testing."

"We have been doing that for a number of months, so uptake of Knox will accelerate."

One hundred per cent of Samsung’s enterprise sales go through the channel. The vendor launched its formalised Samsung Team of Empowered Partners (STEP) channel program in July last year, which introduced a structured means of interaction between the company and its partners.

The three-tier (platinum, gold and silver) was designed to reward partners’ investments by enabling more effective integration between Samsung technology within resellers’ own product and solutions portfolios.

Samsung will continue to stock and supply its Galaxy S4, Galaxy S3, Galaxy Note II and Galaxy Note III. The availability of these is being discussed with Samsung’s carrier partners, and is both country-specific and market demand-driven.

CHANNEL CHOICE: Vote Now for your favourite in the three categories: Vendor, Distributor and Reseller. Voting closes August 8.

Tags resellersmartphoneB2BsmbCYODenterpriseSamsung Galaxy S4Samsung Electronics AustraliachannelBYODTabletmobility

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