A Stronger Sales Force

By eweek  |  Posted 2006-02-07 Print this article Print

What are you doing to strengthen your sales force?

Our sales force is maturing and our channels are maturing at the same time. Youre never doing as much as youd like to do, but that is on the forefront.
Symbol, IBM team up for wireless blade. Click here to read more.
One of the things were doing is bringing our engineering and sales groups in closer and closer touch. Were doing quite a bit to make sure the communication between the two is as great as it can possibly be. Thats extremely important. How are you addressing the growing competition from companies, specifically Cisco, who have entered the wireless LAN switching space in the past few years? Were number two to Cisco in the wireless space, and thats not such a bad place to be at the end of the day. We see other competitors but were really not losing to them. We dont see them eating into our space at all at this point. With regard to Cisco, were a content number two. There have been persistent rumors that Symbol will sell its wireless LAN division. Any truth to these? Might you acquire anyone? Even if we were doing something like that, we couldnt discuss it. Right now there are no plans to do anything like that. Having said that, given where we are right now, we are looking at other areas where we could do things better, and as we recalibrate, anything is possible. Maybe there are some areas where we could acquire, and maybe there are some areas where we should push off. Obviously we have our eyes open. There has been a lot of hype around RFID (radio frequency identification) technology lately—a market where Symbol is a leader. When will this market hit critical mass, and what will it take for you to get there? Whats the business case? RFID will be a very important market, but the question is when. Its an old science but the way to apply it is being developed on many different fronts—anything from homeland security to retail. Its a matter of educating and developing on different applications for it … In time, it will be a very significant market, but whether that happens in 07 or 08, I dont know that. But it is an important market. We cant be a leader in data capture without being a leader in RFID. Nobody has the IP we have, and when you put it all together its a pretty strong line of technology. Were in 400 Wal-Mart stores today, operating. We are in three major airports at this point. Were at the forefront, not just in theory, but in practice. We consider it very much a learn and develop exercise. But our RFID revenue is inconsequential to the overall being of the company right now. Its such an embryonic market that its not about revenue yet. Check out eWEEK.coms for the latest news, reviews and analysis on mobile and wireless computing.


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