Siemens Nixdorf believes it has the right mix of hardware and software to make an impact on the channel but the vendor is looking for the right partners to help spread its point-of-sale (POS) and enterprise retail solutions message.
According to Veronica Allen, Siemens Nixdorf's newly appointed retail industry manager, the vendor is readying itself for an assault on enterprise merchandising systems for retailers. In fact, its objective is to emulate Siemens' European experience where the top 25 retailers on the continent use Siemens Nixdorf systems.
However, Allen was quick to point out that Siemens is not necessarily looking for just any reseller.
"There are quite a few different angles to the retail strategy I have developed," said Allen. "We are delivering enterprise decision support systems such as data warehousing as well as major retail strategies through new and existing channel partnerships."
Allen said the channel side of the business is two-part -- hardware and software. On the hardware side, it primarily supplies POS systems which could be either durable purpose-built systems or PC-based solutions with peripherals such as cash drawers, digital readouts and bar-code scanners.
While Siemens Nixdorf doesn't develop its own POS software solutions, it does have flexible store management systems and enterprise merchandising solutions for channel partners to sell to retail customers.
"We are interested in developing partnerships with resellers around our retail solutions. The type of partners we are looking for are systems integrators, enterprise solution providers and value added resellers catering to retail customers," Allen said.
"We can add great value to deals because we are not just selling hardware. We can support resellers by priming the whole project and providing a lot of the project management and systems integration services," she added.
Allen claimed there is tremendous room for growth in delivering enterprise solutions to the Australian retail sector.
"Australian retailers are a bit behind in the adoption of enterprise and POS technologies, so there is plenty of room to move in the market," she said.
"Most of the big names have either just implemented enterprise merchandising systems, are in the process of getting them up and running, or are planning their implementations. Once they have done that, all the decision support systems which sit on top of them come into play and that is where the consulting and other services offer great opportunity."
Siemens Nixdorf systems are already in place in national chains like Grace Bros, Country Road, Portmans, Jeans West and BBC Hardware as well as many small and medium enterprises.