A Toronto-based provider of add-on tools for Microsoft business solution platforms said it is looking to increase its business in the North American marketplace with the newest version of its printing solutions for the server-based computing community.
Qnetix, established in 1999, is a division
of Canadian VAR Charon Systems Inc, who developed UniPrint. Last month, Qnetix launched UniPrint Client Version 3.3.0, which allows Citrix MetaFrame Presentation Server users and Microsoft Terminal Server users to print documents in PDF from any location to any accessible printer controlled by the server.
The client-server connection can be through a local area network (LAN), a wide area network (WAN) or an Internet dial-up connection, such as an Internet cafe.
“”Our strategic direction right now is the North American marketplace,”” said Polly Galita, director of sales and marketing for Qnetix. “”We’ve spent the past year concentrating on the European market. Now we’re going to concentrate on understanding the marketplace on our own backdoor.””
UniPrint is the core product with two modules, Web and gateway, which are currently available as add ons, said Galita.
Two more models will be released in the next six months, she added.
New features to UniPrint include double sided printing, paper tray options and the ability to allow users to have the same printing experience that they are used to in any country with any printer.
It also provides cross-platform national language support.
Qnetix products are distributed to Canadian resellers through Alternative Technology. There are currently 10 resellers who support the software vendor’s products.
One of its reseller programs, called iConnect, is comprised of 800 resellers and 150 preferred partners worldwide. Resellers don’t have to have any qualifications apart from Qnetix’s approval, while preferred partners, explained Galita, have to sell a minimum of US$250,000 per year.
Other requirements to become a preferred partner include two system engineers who have been trained by Qnetix, one salesperson who has completed its iLearn training course and the ability to add value to its solution.
Depending on their level, resellers can receive anywhere from 15 to 30 per cent margin on Qnetix’s product, depending on how the distributor marks up the product.
Reseller benefits include market development funds, rebated products and not-for-resale products.
However companies who sell a competitor’s product are not entered into the preferred program, Galita added.
“”We’re not looking for opportunistic resellers. We’re looking for resellers who will work with us on our leads and will support our ideas.””
Michael Burnett, national practice manager for Charon Systems, said the benefits for customers include the ability to print from any printer and improvement of IT management.
UniPrint’s target vertical markets include health care, manufacturing, and financial industries, of which each accounted for 25 per cent of Charon System’s sales last year.
Health care, in particular, has seen significant benefits from the software, said Burnett.
“”Those people are very mobile. They may be working on a system on the second floor and 15 minutes later, they might be up on the fourth floor,”” he said. “”Because of the mobility, it’s actually a challenge without using the UniPrint solution to be able to print to the closest printer to the nursing station that they’re working on.””
Charon Systems offers UniPrint as a component of its application and database development solutions.
UniPrint starts at US$1250.
One potential partner, Adobe Systems, is closing its doors to Qnetix. “”We’ve asked Adobe about working with them but they’re not really interested in doing that.””
Competing PDF standards may be an issue, Galita said. “”Adobe is one PDF company and there are many companies out there that offer the ability to create a PDF document.””
