This Week’s Product Pick

Impinj (Seattle) unveiled its new UHF Gen2 Speedway xPortal, which improves performance, reduces size, and lowers cost for integrated RFID reader assemblies or home-grown configurations. The new portal marries the company’s Speedway Revolution reader with innovative Dual-Linear Phased-Array (DLPA) antenna technology in an aesthetically pleasing, low-profile package, thereby expediting real-world RFID deployments for retail, hospitality, office, and healthcare environments, according to the company. In addition to its compact form factor (measuring just 30.5 in. x 8.75 in. x 2.0 in. and weighing under 10 lbs.), the Speedway xPortal supports Power-over-Ethernet (PoE), cutting out need for AC power cabling, and has multiple mounting schemes for doorways, hallways, and general zone coverage. Speedway Revolution continuously and automatically optimizes the reader for its operating environment to deliver peak performance. Speedway xPortal adds DLPA, which ensures coverage regardless of tag orientation. FCC and ETSI models of Speedway xPortal will be available in June 2010 at an MSRP of $2,495.

Impinj UHF Gen2 RFID Portal

Worth Your While

NACStech
Association for Convenience and Petroleum Retailing
May 5-7
New Orleans

FMI Show
Food Marketing Institute
May 10-13
Las Vegas

WERC Annual Conference
Warehousing Education and Research Council
May 16-19
Anaheim, CA

NRA Show
National Restaurant Association
May 22-25
Chicago

POS Partner Invitational
Ingram Micro Data Capture/POS Division
May 26-28
Chicago

U Connect Supply Chain Conference
GS1 US & VICS
June 7-10
San Antonio, TX

AIM Expo
Association for Automatic Identification and Mobility
November 1-3
Chicago

ALL IN THE FAMILY

Merchant Warehouse Waits Tables

Merchant Warehouse (Boston) presented MerchantWARE Pay @ The Table with BINsmart, its secure mobile payment solution for hospitality, produced in conjunction with Ingenico (Alpharetta, GA). Pay @ The Table with BINsmart incorporates all the features of Merchant Warehouse’s BINsmart product, which identifies whether the method of payment represents credit or debit card, then prompts for the less expensive transaction, saving the merchant on interchange fees. Ingenico’s Model i7780 lightweight, wireless, portable terminal supports the arrangement.

Through BINsmart, named for the six-digit Bank Identification Number, or “BIN,” credit card data gets encrypted using Bluetooth technology between the Ingenico i7780 and the POS station and then transported via SSL connection to the Merchant Warehouse payment gateway, where data is tokenized and returned to the POS for final transaction. Ingenico’s i7780 allows for payment for up to 600 feet from the POS terminal, with as many as seven handsets accommodated. In addition to improving operational costs for traditional dining, the pairing of hardware and software satisfies the needs of patio service, seasonal checkouts, and curb-side and drive-thru payments, according to Merchant Warehouse.

“This is an exciting technology that enables the merchant to have complete control of their environment from operating costs to the customer experience,” observed Henry Helgeson, Co-CEO at Merchant Warehouse. “On the flip side, the customer maintains control over their payment experience, as they can see the card throughout the process transacted at their table, and merchants are given additional peace of mind that their customers’ card data remains safe. Bottom line, bills are settled faster, overall customer and staff experience is greatly improved, and card data is secured. It’s a win/win scenario.”

Ingenico’s Terminal Carries BINsmart Payment Solution

V Series on Launch Pad at NEC

NEC Display Solutions of America (Itasca, IL) opened its V Series with the debut of the 32-inch V321 LCD display for users new to the digital signage arena. The high-definition V321 introduces convenient features that simplify the customer experience, according to the manufacturer, such as built-in text-ticker for emergency warnings or breaking news. Other highlights include quick input change for faster switching between sources, advanced terminal settings, monitoring and control over Ethernet, brighter contrast ratio of 3000:1, and decreased mercury content.

The V321 supports video walls of up to 25 displays in 5x5 configuration using TileMatrix. The display also allows individual or group identities with only one command, where users can address monitors individually, as an entire group, or as defined sub-groups. Certain settings can be customized within each group, providing further flexibility. The V321 ships this month at an estimated street price of $649, with three-year parts and labor warranty, including the backlight.

“NEC’s V Series allows any and all customers the ability to outfit their facility with advanced digital signage without straining their budget,” explained Luke Bruschuk, Product Manager for NEC Display Solutions. “The V321 supplies entry-level users with extended connectivity options, including Ethernet control for remote monitoring, RS-232 loopback, and HDMI high-definition image quality. Paring this invaluable control capability with a multitude of advanced features creates an incredible value-driven digital signage solution.”

32-Inch LCD for Cost-Conscious Digital Signage Customers

[Editor’s Note:  At the other end of the spectrum, NEC Display Solutions shipped its 52-inch P521, joining the 40-inch P401, 46-inch P461, and 70-inch P701. These industrial-strength displays address rigorous 24/7 environments such as airports, public information, and car rental facilities.]

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ALLIANCES

Another Stripe for ID TECH

ID TECH (Cypress, CA) has enlisted POSDATA (Gig Harbor, WA) as one of the distributors for its data capture and encryption products. Under terms of the new agreement, POSDATA, a division of Control Solutions Inc., will handle ID TECH’s full line of magnetic-stripe readers/writers, smart card terminals, barcode scanners, POS keyboards, and PIN pads. ID TECH also goes to market through BlueStar (Hebron, KY), ScanSource (Greenville, SC), and M-S Cash Drawer (Pasadena, CA).

“ID TECH and POSDATA have long partnered together to provide solutions to our customers,” remarked Dick Bloom, Senior Director of Payment Terminal Products and Services for POSDATA, which also recently became an authorized service provider for ViVOtech’s customer-facing payment devices. “We are pleased to enter into a more formal relationship that will allow us to offer ID TECH products to all of our channel partners.”

ID TECH’s EVP Terry Conant added, “ID TECH has been working with POSDATA for several years in providing our customers with secure payment solutions and services. Their experience and reputation for providing technical support, solutions, and services make POSDATA an ideal partner to distribute ID TECH’s comprehensive line of data capture and secure data-entry products.”

SecureMag Encrypted MSR Reader, Now Handled by POSDATA

Mercury Gets the Gold

Silver Lake Partners (New York), one the world’s leading technology private equity firms, will make an investment in Mercury Payment Systems (Durango, CO) and acquire approximately 60% of the payment processor. Mercury founders Marc Katz and Jeffrey Katz, and existing investor Larry Stone, will collectively retain the remaining 40% ownership in the company. They will also continue to serve on its board of directors and help guide the company’s strategy. Mercury now ranks among the top five largest non-bank merchant acquirers in the U.S. by number of transactions.

“Silver Lake’s investment is a strong vote of confidence and will help us achieve continued growth and success,” said Matt Taylor, CEO, who will continue in his current role. “Silver Lake’s technology investing expertise and industry relationships will support our strategy of deploying leading solutions for our POS developer and reseller partners, as well as the merchants we serve throughout the U.S. and Canada.”

“Mercury’s momentum has been driven by both technology and business model innovation,” suggested Silver Lake Managing Director Joe Osnoss. “While many merchant acquirers rely only on direct sales forces, Mercury has created its unique value-added network of POS developers, resellers, and merchants who all benefit from the company’s solutions. Silver Lake’s investment is designed to reinforce and extend this competitive differentiation.”

Matt Taylor, CEO of Mercury Payment Systems

Code Corner

Tri-Technical Systems (Dubuque, IA) released Version 9 of its AIMsi POS software package. Version 9 has been PA-DSS certified and utilizes tokenization for credit card and auto-pay processing, according to the developer. The software offers retailers full functionality: POS, inventory management, customer loyalty, and accounting and business applications. Integrated modules include repair and service tracking, lesson scheduling, rent and sales contracts, contact management, e-mailing capabilities, and time scheduling. AIMsi allows users to build their own custom retail software solution by adding the modules that are needed. Version 9 also features two distinct POS screens. Both screens--touchscreen or keyboard/mouse--allow for scanning of barcodes. Retailers may also mix and match interface options within one installation by having the touchscreen employed at select workstations and the more traditional interface at others. Further, AIMsi supports Active-e, Tri-Tech’s e-commerce approach.

Charge Anywhere (South Plainfield, NJ) has offered Verizon Wireless billing for its mobile payment processing products. Charge Anywhere already supplies business customers with the technology to accept and process credit and debit card payments from their Verizon Wireless phones, whether Android, BlackBerry, or Windows Mobile. Charge Anywhere’s mobile payment software may be downloaded over the air to such phones, facilitating installation, set-up, and updates. In addition, the solution carries PA-DSS validation for customer security. “Charge Anywhere understands the strategic importance of listening to our customers and making mobile payments as easy and convenient as possible for Verizon Wireless clients,” emphasized Marty McMullian, VP of Sales for Charge Anywhere. “Therefore, the billing charges for the Charge Anywhere mobile payment software solution will be reflected on the monthly Verizon Wireless billing statement.”

PARTNER PROGRAMS

Wireless Sparks Motorola’s PartnerEmpower

Motorola (Schaumburg, IL) has inaugurated its Wireless Network Solutions (WNS) Track, the first installment of its comprehensive PartnerEmpower channel program, detailed in RRN.Com last month. The track has been designed to reward VARs and ISVs with training and benefits for an increased level of competency and success in the core technologies of wireless broadband, wireless LAN (WLAN), security, and Voice-over-IP (VoIP). It includes opportunities for certification in key areas, such as wireless network design and implementation, wireless security, or holistic network management, along with the chance to earn designation as WNS Specialist or WNS Elite Specialist, with incremental benefits.

The WNS Track will be rolled out in stages worldwide, with wireless channel partners in North America becoming the first group to be transitioned to the new program, according to the vendor, which promises no business disruption. Motorola will address the two remaining tracks of PartnerEmpower--Radio and Mobility--over the next 18 months. Unlike traditional channel programs, which define competency largely in terms of product training, PartnerEmpower focuses in large part on vertical market knowledge, certification, and business planning, RRN.Com was told by Motorola executives.

“Motorola’s PartnerEmpower program is focused on driving growth, enabling specialization, and delivering value, making it easier for channel partners to conduct business with Motorola and take advantage of new opportunities to increase revenue,” commented Gregg Kalman, MSSI VP of North American WNS Channels, Motorola Enterprise Mobility Solutions. “By joining the WNS Track, channel partners will have access to certifications and the broad range of tools that can boost profitability and differentiate their business in the marketplace. It will allow them to build important collaborative alliances with other Motorola channel partners and help them establish long-term relationships with satisfied customers by delivering innovative and reliable technology solutions that enable seamless connectivity.”

Wireless Synergies and Specialization for Vertical Markets

Secret Agents for M86

M86 Security (Orange, CA) has enhanced its Partner Focus channel program for resellers of its web and e-mail security products. The new program adds enterprise capability, increased margins for new business, and opportunities for recurring revenue with cloud services. In concert, the company has introduced its web gateway appliance, which offers real-time threat monitoring and code analysis.

“Our portfolio is stronger in terms of addressing today’s constantly evolving IT security challenges,” reported John Notham, Director of Channel Sales, Americas, M86 Security. “Last year’s acquisitions--integrated with M86’s web and e-mail security products--allow us to build more momentum in the market. This, along with our new channel program, will enable partners to win more deals and drive results for customers deploying our solutions.” Notham refers to last year’s purchase of Finjan and Avinti, which brought advanced threat protection capabilities to M86.

Employing the single-tier model, the M86 Partner Focus program provides participants with marketing, sales, and technical support, as well as demand generation and deal registration. For resellers that reach required certification and competency levels, M86 Partner Focus also provides dedicated market development funds (MDF). Finally, its demo/evaluation component, described as “generous,” distributes not-for-resale copies of M86 software and security appliances.

Resellers Wanted for Web and E-Mail Security Solutions

Key Advertiser Links

Be sure to visit these vendors for the latest in channel products and offers for resellers.

POS & Auto ID Distribution
BlueStar

POS & Peripherals
FEC USA
Logic Controls
Posiflex Business Machines
POS-X

Barcode & Mobile Printers
Datamax-O'Neil

Cash Drawers
APG Cash Drawer
MMF Cash Drawer

Data Collection Terminals
CipherLab
Datalogic Mobile
Datalogic Scanning
Honeywell Scanning & Mobility
Janam Technologies

Data Collection Software
Wavelink

Integrated Payment Solutions
Datacap Systems

Receipt Printers
Bixolon America
Citizen Systems America
Epson America
Star Micronics

Screen Protection
3M Optical Filters

Self-Service Kiosks
Zebra/Motorola

Thermal Printers
Seiko Instruments USA

Video Surveillance & Access Control
ScanSource Security

MILESTONES

RDS and Radiant Enter Third Millennium

Retail Data Systems (Omaha, NE) has installed its 2,000th site in quick-service restaurants and convenience stores with Radiant Systems POS. This includes 410 Culver’s, 435 Firehouse Subs, and 575 Five Guys Burgers and Fries, as well as multiple Holiday Convenience Stores and Heritage Dairy Stores. In addition to its role as exclusive North American reseller for Radiant POS to quick service and convenience, Retail Data Systems also handles Radiant’s Aloha Enterprise POS for independent and small-chain restaurants in the Atlanta, Kansas City, Des Moines, Wichita, and Omaha markets.

“Our relationship with Radiant has allowed a large number of our customers to successfully grow their businesses,” declared Bob Seider, President of Retail Data Systems, which commonly goes by RDS. “Our team looks forward to continuing to provide both single-unit operators and large multi-unit chains with leading technology solutions that cover the full range of needs that come with managing restaurants and c-stores.”

“Radiant congratulates Retail Data Systems in their achievement of providing exceptional customer service and support to 2,000 locations throughout their 10-year relationship with us, and we are excited to see their continued growth in the future,” added Paul Langenbahn, President of the Hospitality Division at Radiant Systems (Atlanta). “The combination of the confidence operators have in Radiant technology with our outstanding resellers like Retail Data Systems continues to be a driving force for our business.”

2,000 Installed POS Sites Includes Culver’s

An Accumulating Cloud of RFID

Where goes SaaS in the channel? While debate centers on the proper role of subscription-based POS, particularly for the SMB market, players in RFID continue to migrate their services. Just recently, RFID Global Solution (Reston, VA) announced Visi-Trac Cloud Services (CS), which delivers the same data capture, aggregation, reporting, and back-end integration as its on-site enterprise counterpart. With per user/per month billing plans, Visi-Trac CS requires little or no upfront costs for software or servers, of course, and the level of investment can be paced to meet the end-user’s specific RFID appetite.

Further, Visi-Trac CS may be integrated with most enterprise systems with web services capability such as IBM Maximo, Oracle eAM, and Microsoft Dynamics GP, via supplied APIs. Key features of Visi-Trac CS include universal web-based access, an easy-to-use interface, support for multiple host types, and exchange of EPC data with trading partners. Additional benefits include real-time, comprehensive reporting, alert notifications, support for Visi-Trac Mobile, and 99.9% availability, according to the RFID provider. The solution reportedly takes one hour to configure.

“Our goal is to lead the industry in slashing barriers to adoption and provide compelling business value for our customers,” related Diana Hage, CEO/President of RFID Global Solution. “The introduction of Visi-Trac Cloud Services simplifies deployments by removing time, cost, and complexity from set-up and installation. We want to change our customers’ experience with RFID and make it easy and affordable for them to get started.”

Diana Hage, CEO/President of RFID Global Solution

Channel Factoid

Results of the Harris Executive Omnibus survey of Fortune 1000 executives revealed that companies are investing in rugged handhelds and going paperless to increase efficiency and reduce costs. Sixty-percent of executives report that their workforces are more mobile than ever before, and 67% express interest in replacing their consumer PDAs, cell phones, and smart phones with ruggedized handheld devices. With 94% of executives surveyed currently using PDA/smart phones, 72% using cell phones, and 23% using ruggedized handhelds, these findings indicate the possibility of significant shifts in market share among such devices. In addition, the survey uncovered the fact that executives will transition to paperless operations to reduce costs, improve productivity, and establish environmental responsibility. Of those surveyed, 38% are already paperless, 29% are transitioning to paperless operations, and 15% plan to become paperless in the near-term. “Eliminating dependencies on paper is just one of the many ways that rugged mobile computers outperform consumer smart phones,” testified Pat Byrne, CEO/President of Intermec. “Intermec's rugged mobile computers provide the TCO and unparalleled feature set that enable our customers to significantly transform the way business gets done.”

HELLO GOODBYE

Fleischer Clears HighJump

HighJump Software (Eden Prairie, MN) has named Russell Fleischer as CEO. Fleischer will also serve on HighJump’s board of directors. He replaces Timothy Campbell, who joined HighJump as CEO in June of 2008, when the company was sold by 3M to Battery Ventures (Waltham, MA), the technology venture capital and private equity firm. 

Fleischer most recently served as CEO of Healthvision Software. Under his leadership, Healthvision grew from $25 million in revenues to a global business employing more than 300 people and generating approximately $70 million in revenues. Prior to Healthvision, he was CEO of TriSyn Group, the banking applications software provider.

“HighJump Software has a bright future, and I’m pleased to step in to lead its next phase of growth,” Fleischer said. “We have a very strong market position and an established reputation as a leading supply chain software company worldwide. HighJump will continue to invest in product development to both enhance our current product suite as well as deliver the innovative solutions our customers and prospects require for competing in the 21st century economy.”

Russell Fleischer, CEO of HighJump

Tappin Tapped by Apriva

Apriva (Scottsdale, AZ) has added Stacey Finely Tappin as its VP of Sales for the Point of Sale Division in North America. In her new role, Tappin will preside over the organization’s sales operations, focusing on the expansion of wireless payment technology products and services, maximizing growth opportunities from both new and existing customers, and developing additional channels of business revenue.

Before Apriva, Tappin enjoyed success as VP of Sales for TSYS Acquiring Solutions. Earlier in her career, she worked at other financial service companies, including 12 years spent at MasterCard International.  She also participates in the Electronic Transactions Association (ETA) on its Membership Committee.

“Apriva is delighted that Stacey has become part of our organization,” commented Bill Clark, Apriva’s EVP for North America. “Stacey brings extensive industry experience and proven track record to our company. I am confident that under her leadership, Apriva will continue to build upon its customer base position as the leading provider of secure wireless payment solutions in North America.”

[Editor’s Note:  Apriva also launched its Partnership Program, which helps resellers of the company’s AprivaPay and AprivaPay Professional mobile payment solutions with marketing tools such as partner-branded webinars, product videos, presentations, and end-user promotional materials. The framework also offers co-branding opportunities.]