In this interview at Logimat, Frederik Dejans, Head of Channel at Sensolus, sits down with Klaus Menken from Opal Solutions — a system integrator specialising in mobile data collection, barcode scanning, and RFID. Claus explains why Opal was looking for more than just a piece of hardware, and how the Sensolus partnership fills a critical gap in their portfolio.
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Subsidiary Manager Opal Solutions GmbH
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1
From mobile data collection to full IoT visibility
Opal Solutions had long served customers with barcode scanning and RFID but lacked a complete solution for GPS track and trace outdoors. Finding Sensolus meant finding a ready-made platform they could simply attach to, rather than building one themselves.
2
A partnership built on complementary strengths
Opal is a system integrator. Their strength is integrating systems, not building them. Sensolus brings the complete solution (hardware, software, connectivity, and more) so Opal can focus on what they do best: delivering solutions to customers.
3
People make the difference
Beyond the technology, what makes the collaboration work is the people. The partnership works well and that makes it easy to sell.
Opal always had a need for temperature sensing and positioning solutions but never had a static solution they could reliably draw on. The key reason for choosing Sensolus was not needing to care about the integration of the sensor itself. Sensolus provides a ready-made platform to attach to, so Opal can focus on what they are good at: system integration.
It’s easy to buy a sensor. But then you still need a solution for checking it and somewhere to adopt all the data. That’s where Sensolus adds the value.
The partnership works in both directions. Opal brings existing customers to Sensolus products, and Sensolus takes Opal along as a system integrator, reaching customers where Sensolus doesn’t go directly. That mutual extension into each other’s networks is what makes it a real partnership.
One concrete example: tracking from the loading bay to the cabin using low power Bluetooth — competing with other systems and making it work. Another differentiator is the range of sensors available, meaning there’s no need to switch suppliers. One partner, multiple use cases.
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