EMEA Code Alliance Lowers the Volume to Hit New Highs
Audiophiles and IT conglomerates love turning up the volume, whether it’s a hit song or the number of resellers admitted into a channel partner programme. But, for the EMEA Code Alliance Channel Partner Programme, maximizing volume for short-term benefits (like quarterly reports for shareholders) causes long-lasting harm (like margin loss for partners). So Code, a barcode scanner and data capture specialist, went a different route with its partner programme for Europe, the Middle East, and Africa.
“Code’s philosophy of not overcrowding the channel is unique,” explains Hilde De Bisschop, Code Corporation’s senior channel marketing manager. “Imagine partnering with an AIDC conglomerate, where you can be facing 60 or more partners in your region at the same partner tier level. If there is a tender, you’ll have 10-20 others offering the same product. Getting the deal means lowering your margin.”
Minding the Margin
Seeing this key shortcoming in other reseller programmes, De Bisschop, an IT channel marketing veteran, sought a reseller-centric approach for Code’s first-ever EMEA channel alliance. So she replaced the industry-standard revenue criteria and focused on partner quality.
“That’s a large part of how Code is different from the industry’s usual suspects,” she explains. “We’re human and flexible; it’s about working with people—not processes.”
Code welcomes VARs and ISVs who are well-established specialists or represent verticals with unique data capture needs. Its programme’s five distinct partner tiers feature partner-exclusive pricing, deal registration protection, and thoughtfully developed bonus structures to foster commitment.
Code’s high-performance barcode readers
“It’s really simple; you protect your partners, and they sell for you,” De Bisschop explains. “Our criteria is not linked to revenue; it’s linked to your expertise in Code products and software, your industry expertise, and, of course, we reward revenue growth through rebates.”
EMEA’s top hospitals rely on the CR2700 Barcode Reader
To develop and maintain product expertise, Code’s Media Library provides training. The portal also uniquely offers Code-exclusive bonuses like ready-to-use social media posts and marketing assets, e.g., blogs and use cases, which can be customized with a partner’s logo and contact. Code’s EMEA partners can also request in-person training to better understand proprietary features, such as CodeShield® disinfectant-ready plastics.
“Every time we do something for partners, I put myself in their shoes by asking if this is valuable for them,” De Bisschop explains.
Products that Perform
Ultimately, partner success hinges on products. Just as the larger AIDC manufacturers pursue channel volume, they also chase volume sales with commodity hardware and one-size-fits-all software. Increasingly, though, these products can’t cost-effectively solve new challenges created by an increasingly data-driven world. However, Code’s products can thanks to unique capabilities such as data parsing via JavaScript.
Data parsing is extracting data from a source, like a barcode, and making it more usable. Code utilizes the well-established JavaScript programming language (that makes webpages interactive) to parse data upon barcode scan. Common uses include scanning a government-issued ID to verify age or scanning a shopper’s ID to populate parts of a store credit application. Data parsing also maintains compliance—a scan at the point of sale prevents UK shopkeepers from breaking the law by selling expired goods.
Award-winning CodeShield® Plastics:
Select Code products utilize this disinfectant-ready plastic that withstands frequent sanitization. Cleansers can’t penetrate CodeShield’s dense polymers, elevating Code devices above those using “anti-bacterial” plastics. These become brittle with routine sanitation, which causes unsightly “yellowing” and enables chemical seepage, leading to premature failure.
CortexDecoder SDK:
Available in three flavors (embedded, mobile, and web), CortexDecoder transforms virtually any camera-equipped device into an enterprise-grade barcode scanner with superior barcode scanning performance. In fact, CortexDecoder-equipped smartphones can scan the world’s smallest DPM barcodes crafted by Denmark’s Rel8. The markings measure just 1mm2.
“CortexDecoder on a regular smartphone easily decodes imZERT barcodes down to 2mm2; with some attention to detail, even 1mm2 can be scanned directly,” shares Guggi Kofod, Rel8 CEO. “Adding a simple macro-lens to the smartphone ensures that 1mm2 barcodes scan every time [with CortexDecoder].”
Software Licensing:
Code’s flexible SDK licensing options like offline scanning or eliminating the need to “phone home” ensure data privacy and provide scalability to grow with end-users, such as FutureProof Retail, the US-based creator of a self-checkout smartphone app.
“We needed a solution that would enable FPR to absorb the cost,” shares Christian Toleg, VP of business development at FPR. “Code has a really good licensing model for the SDK. Other SDKs would have increased our pricing, and that wasn’t an option.”
Code’s newest EMEA partners are finding that its strengths will drive new successes.
“Code started by finding different and innovative solutions and is now well-established,” shares the CTO of Germany’s Elmicron. “Features like Unicode support, JavaScript programming, and multiple optical paths for barcode and 2D scanning are unique and important for us. Another plus is the high range of interface options, including smartphone connection. Finally, the third point is robustness and the possibility of cleaning [devices] with disinfection products.”
The Perfect Partnership with Code
De Bisschop likens a channel partnership to a happy marriage and is confident the Code Alliance Programme’s structure will lead to long-lasting, fruitful relationships.
“First, you start by liking and getting to know each other, and then getting engaged,” she summarizes. “Then there’s a wedding—you make that commitment. And before you know it, 20 years later, you are sitting on a bench with the same vendor because you’re happy together.”
And such a relationship can only come from a quality, not quantity, approach.
To learn more about Code’s data capture solutions or its EMEA Channel Partners Programme, email or call.
CodeShield® Plastic
CodeShield® Plastics offer superior protection against harsh chemicals at 3 distinct levels. These levels provide the ability to quickly select the Code reader that best suits your use case, environmental requirements, and desired level of infectious disease control.
Ready for Modern Disinfecting Challenges
Ranging from 3 disinfectants to 20, each level expands the list—offering the broadest range of approved chemicals in the barcode scanning industry. Suitable for anything from healthcare to retail, CodeShield® Plastics withstand disinfection time and time again—without degrading. It’s never been easier to protect your patients and staff (or customers and employees) from COVID-19, C. difficile, MRSA, and other infectious diseases.
CodeShield: Reliably Safe Scanning
Quality products begin with quality materials; that’s why Code has developed CodeShield®, a new standard in infectious disease control for barcode scanners. CodeShield® products are certified by an independent lab—confirming best-in-class performance and longevity.
Commonly used cleaners may contain chemical agents that degrade scanner housings, shorten product lifespans, void warranties, and leave your organization with replacement costs.
CodeShield® Level 1 or 2 readers will withstand the most x03commonly used cleaners and CodeShield® Level 3 expands your options to 20—including the harshest chemical cleaners.
Disinfectant-Ready vs. Antimicrobial Plastics
Plastics injected with antimicrobial additives resist bacteria, but they don’t eliminate the need to clean the device. Cleaning, disinfecting, and removing dust and debris are necessary steps for handling equipment to ensure patient safety. Disinfecting cleaners will degrade plastics that do not have a disinfectant-ready chemical composition.
With CodeShield® and an IP65 rating, Code’s CR2700 withstands more disinfectants than any other barcode reader. Looking to leverage the mobile power of the iPhone 7/8/SE 2nd Generation? No need to compromise your infection control protocols—the CR7018 mobile case protects your patients and staff (or customers and employees).
Approved Chemicals
| CodeShield Level 1 | • Clorox® Non-Bleach Disinfecting Wipes • 0.5% hydrogen peroxide solution • Oxivir® Tb Wipes |
| CodeShield Level 2 | • All chemicals in Level 1 • 3% hydrogen peroxide solution • Sani-Cloth® Plus Germicidal Wipes • 91% Isopropyl Alcohol Solution • MetriCide® 28 Day Solution (2.5% glutaraldehyde) |
| CodeShield Level 3 | • All chemicals in Levels 1 & 2 • CaviWipes® Disinfecting Towelettes • Virex® 11 256 Disinfectant Cleaner • Cidex® OPA • Sani-Cloth® HB Germicidal Wipes • Sani-Cloth® PDI AF3 Wipes • Super Sani-Cloth® Wipes • Windex® Original • Windex® Multi-Surface Anti-Bacterial Spray • Formula 409® Glass and Surface • Hepacide Quat® II • Dispatch® Wipes • Bleach 10%* • Clorox® Bleach Disinfecting Wipes* |
| Note: Bleach-based cleaners/disinfectants are known to corrode metal and should not come in contact with charge pins on readers, batteries, or chargers. If bleach does contact the pins, please rinse immediately. Evidence of use of bleach on contacts could be grounds for voiding warranty. Accessories are not disinfectant tested.
Clorox, Clorox Healthcare, and Formula 409 are registered trademarks of the Clorox Company. Oxivir & Virex are registered trademarks of Diversey, Inc. Sani-Cloth is a registered trademark of Professional Disposables International, Inc. MetriCide & CaviWipes are registered trademarks of Metrex Research. Cidex is a registered trademark of Johnson & Johnson. Windex is a registered trademark of Spartan Chemical Company, Inc. Dispatch is a registered trademark of CalTech Industries, Inc. *Only approved for use on CR2700 |
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Author
Paul Garcia
Many of the talented and qualified staff at Code Corporation contribute to our blog. Our team members add a unique perspective to our communications efforts, and we are fortunate to have such a great cadre of writers as part of our company.