Panel Explains Why Mobility Matters

If youre new to selling wireless, or are only selling wireless voice to consumers, you may be missing a big opportunity. Its time to add wireless to your portfolio, and todays panel will tell you why.

For the first time, enterprises will spend more for wireless voice service than on wireline in 2006, according to a study from market research firm In-Stat. In addition, the study found that wireless data service will have an average growth rate of 18 percent per year through 2009. Wireless data will grow fastest in the SOHO market segment, with total spending at $2.2 billion in 2009, compared to less than a half-billion dollars last year. Todays Mobility Matters session will offer a rounded view of how to capitalize on these rapidly growing services.

If youre not focused on mobile now, youre not focused on the customer, says speaker Stephen Rowley, vice president of indirect partner channels at Sprint. Rowleys message will revolve around the scope of the opportunity and how partners can get involved in wireless. Customers are looking for integrated services with wireless and wireline components, from a single source. And if you cant give them that, you are missing a large part of the pie.

Neil Darling, managing partner at distributor EtherSpeak Communications, will speak about how mobility solutions can be marketed, sold and supported effectively from a value-added reseller perspective. This will include a summary of mobility components and platforms, and how they can be packaged with solutions targeted to SMBs. He also will provide insight on the necessary considerations for successfully delivering business-enabling mobility solutions, an overview of the revenue opportunities, and how supporting business mobility may change the traditional support model for partners.

Jeff Fugitt, vice president of marketing at TRAQ-Wireless Inc., also will speak, and likely will bring a value-added perspective to the conversation. TRAQ provides mobile lifecycle management services that automate and simplify the management of mobile IT devices and services, from procurement to retirement and through the selection and monitoring of devices and services.

Things have changed from a business perspective, says Rowley. How you conduct business day in and day out absolutely includes wireless, whether thats enabling mobile X-rays at a hospital or bringing in mobile e-mail. People want mobility to increase revenue, decrease cost or increase customer satisfaction, and channel partners cant help but get involved.

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