“The Unprecedented Rise of Data in The Last Few Years Presents Strong Opportunities for Zebra”

June, 07, 2018

Enterprises in India are doing all possible things to have excellent Digital Transformation of their assets which may vary from data, security, networking, operations and many more. Zebra Technologies is one of the global brand who help large companies in creating best digital journey by deployingbest solution. It helps enterprises in gaining visibility into their operations. In a recent interview, Mr. Deep Agarwal, Regional Sales Director – India, Zebra Technologies shared their growth plans, marketing strategies and several more details with DT.

DT: What have been the crucial milestones of your company during year 2017?

Mr. Deep: It has been an exciting time for Zebra Technologies, and in 2017 we had continued to innovate new visibility solutions that offer our customers the edge in gaining visibility into their operations. Some of the new introductions last year include:

  • DS2200 series handheld imagersthat areeasy to deploy, use and manage
  • DS8100 series high performance handheld imagers for instantly capturingeven the most problematic barcodes
  • TC5 series enterprise mobile computers that are as modern and easy-to-use as a consumer smartphone
  • ZT600 and ZT510 series industrial printers designed to withstand the harshest environments while delivering superior print quality and uptime
  • MP7000 grocery scanner scale that quickly captures virtually any printed or electronic barcode, reducing the time shoppers spend in line
  • DS8100-HC series barcode scanner and the durable TC51-HC mobile computerspurpose-built for the healthcare industry to improve clinical mobility workflows and patient care

In addition, we also introduced Zebra Savanna, a breakthrough data intelligence platformthat’ shows enterprises a path to totally transform their workflows and increase efficiency, making their businesses more productive and profitable. Overall, 2017was a year of innovations for Zebra, and we can look forward to more exciting solutions to be introduced in 2018.

DT: What were the major challenges for your company? How do you fought those challenges?

Mr. Deep: The unprecedented rise of data in the last few years presents strong opportunities for Zebra. Enterprises are struggling with the onslaught data, and often this data are perishable – which means collected data will become useless if an enterprise doesn’t make sense or analyze the data quickly.

In this data-driven world, businesses are expecting to capture more critical real-time data and need solutions that will integrate it with analytics that unlock deep insights and greater visibility into the decision-making process.

Zebra’s innovative solutions and products respond to our customers’ digital transformation journey: from the shift to 2D barcodes that can store more data; to the increasing adoption of Radio Frequency Identification (RFID) technologies for faster asset identification; to Real-Time Locationing Systems (RTLS) that can track the movement of assets. 

DT: What's your channel strength currently in India? How do you plan to boost channel strength in year 2018?

Mr. Deep: Zebra is a partner-centric organization, and has nearly 10,000 channel partners globally. In India, we have partners across the country, with Zebra offices in Delhi, Mumbai, Bangalore, Chennai and Kolkata.

Our partners are a vital part of the business and an essential component of our focus on delighting the customer. Over the years, we have continued to collaborate with them to provide solutions that bring value to our mutual customers. 

Through Zebra’s award-winning PartnerConnect program, we strive to provide the industry’s best partner experience, investing in our partners’ growth and relevance, and positioning them for success. We offer the broadest end-to-end portfolio of enterprise-class products and services in the industry through our channel partners. This helps in enhancing their success by providing them with new ways to grow their market presence, drive sales leads and build their businesses. We also engage our customers regularly, including a recently India partner summit that we organized in Goa, to seek their feedback and how we can better serve our mutual customers.

DT: How do you assure your customer excellent service support?

Mr. Deep: Zebra goes beyond traditional support to provide better visibility and predictability into operations for providing the ultimate customer service. Some of our innovative and class-leading programs include:

  • Zebra’s OneCare support service, protects investment and provides peace of mind by maximizing uptime and allowing customers to anticipate and proactively address potential issues before they become problems;
  • Lifeguard for Android is Zebra’s software security solution that extends the lifecycle of Zebra Android enterprise mobile computers by providing extended security support, predictable periodic security updates and legacy operating system (OS) security support;
  • Zebra’s Asset Visibility Platform (AVP) is a cloud-based management and integration platform purpose built for the management and control of business-critical assets. The platform enables visibility and deep, device-level control of assets – capturing the data and providing the analytics that enable enterprise asset intelligence.Zebra’s AVP enables the most comprehensive visibility and managed services in the market including:-
    • Asset Visibility Service (AVS); offers insight into device health, utilization and performance in customer environments resulting in increased mobile computer and printer availability, employee productivity and operational efficiency
    • Operational Visibility Service (OVS); provides complete cloud-based mobile device management (MDM) capabilities and asset visibility into all Zebra mobile devices and printers
    • With Zebra's OVS Connect portal, companies can leverage existing MDM investments by adding powerful new asset management capabilities including single-screen visibility and analysis of all Zebra mobile devices and printers via operational and configurable dashboards
  • Zebra’s Professional Services team transforms how companies do business with the skills, expertise and solutions to guide customers through all aspects of strategic mobility projects from planning and implementation to adoption and ongoing management

DT: What will be your key Go-To-Market Strategy for year 2018?

Mr. Deep: Digital transformation continues to resonate as businesses recognize the need to become more intelligent. They are relying on critical real-time data and analytics software to gain visibility for best next action. In 2018, we expect businesses to leverageanalytics, automation and artificial Intelligence to embrace an “on-demand” economy.Our strategy would be to help them drive this forward with innovative devices and solutions that enable enterprises to makefaster, smarter decisions using actionable insights gained through better visibility into their operations. We will continue to also work with our channel partners to deliver solutions that our customers need to achieve this.

In addition, we expect to launch a few new solutions focused on the retail, omnichannel fulfillment, transport & logistics, healthcare, and manufacturing.

DT: What will be major products/solutions you will be launching in year 2018? Which will be your key target verticals / market?

Mr. Deep: Zebra is the market leader in rugged mobile computers, barcode scanners and printers enhanced with software and services to enable real-time enterprise visibility. With the introduction of new innovative solutions for retail, healthcare and warehousing industries in 2017, we are aiming to launch new solutions thatare focused on industries such as retail, transportation &logistics, warehousing, healthcare, manufacturing, and omnichannelfulfillment in 2018. Similarly, we will also see innovations in RFID solutions and RTLS. We expect the year to be another exciting one, and look forward to strengthening our product portfolio further.

DT: Please share your current revenue and market growth rate. What is the target for year 2018?

Mr. Deep: Zebra’s global net salesis $3.72billion, and nearly 13% of the total revenue comes from APAC. India is an important market for Zebra, and we have been witnessing strong growth in Indiaover the last few years.In 2018, we aim to continue this momentum, as a global market leader in mobile computing, scanning, printing, and RFID solutions.


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