Varlink going strong in wake of Psion deal

The only way is up for Varlink

Distributor Varlink has claimed it is reaping the benefits from its partnership with mobile computing vendor Psion Teklogix.

One year since adding the vendor to its portfolio, the distributor claims its sales have shot up by more than 65 per cent and it took £1.3m in turnover in December alone.

The distributor smashed its £800,000 target that it had set when the partnership was first announced.

Mike Pullon, chief executive of Varlink, said: “Our customers have been very happy with Psion’s range. The partnership with Psion nearly doubled the amount of mobile computers sold by Varlink.”

At Varlink’s reseller conference last week, Psion announced it will be shifting sales from its direct model towards its channel.

“We have won two contracts in the last couple of months,” he added. “Both have been worth more than £250,000. Psion knows the strength of its channel and knows the value of a distributor.”

Pullon also said that Varlink has realised some resellers are struggling to secure credit. “In addition to our credit tool we will also add another member of staff to our credit control team for more support.”

However, Marshall Chapman, a partner at Psion reseller George James Business Systems, said: “Psion has had some marketing issues in the past with its focus ­ a vendor should either commit to its channel or to its direct model.”