ASX-listed distributor, itX (ASX: ITX), is looking for systems integrators to partner with its mobile asset tracking and communications division, Nexos.
The newly launched niche distribution arm has secured deals with UK-based vendor, Minorplanet, for its range of fleet and asset management tools, as well as GPS tracking products vendor, Pinpoint Communications.
Nexos general manager, Jim McKinlay, said the division had been working with several vendors in the mobile resource management (MRM) space for a few years, initially as an agent and services provider.
The Nexos division is manned by 15 staff and stems from an amalgamation of itX’s Glenhurst acquisition in 2005 and its former Alstom IT managed services and support team. The itX management team acquired Alstom IT’s Australian assets in 2004.
A major step forward for Nexos was a contract with Telstra to project manage and deploy GPS tracking and mapping solutions to the telco’s 7600 vehicle fleet.
McKinlay said Nexo’s charter was to deliver niche products and services distinct from itX’s dealer channels. Through its contract with Telstra, the company established relationships with 43 radio-based installers nationally.
“Many installers started asking if they could buy the products from us to install in vans, trucks or courier companies they dealt with daily, but we weren’t a distributor so we couldn’t,” he said. At the same time, customers putting these tracking devices into the field were increasingly requiring systems integration work to get the data back into their ERP systems.
“We decided to turn this into a niche distribution business and take the product out to systems integrators and help them with our national infrastructure,” McKinlay said.
Last year, itX restructured Nexos into the hosting and managed services business, as well as the new MRM distribution arm. Nexos is now actively seeking systems integrators who wanted to come on-board.
The company will manage the relationship between them and the installers and provide support using its configuration and services capabilities, McKinlay said.
Partners get revenue from the sale of the tracking products, as well as recurring revenue for the mapping and annuity services.
Check out this week’s edition of ARN for an exclusive and in-depth report on itX’s expansion plans.