A Wireless World (
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As cellular serivce expands beyond phone use, the channel answers the call for wireless solutions.
Enterprise wireless networking may be old hat to many channel companies, but new opportunities in mobile wireless networks and devices are ripe for the picking. Cellular wireless, in particular, is catching the eye of an increasing number of solution providers and paving the way for new solutions business.
So convinced is Gary Meszaros, co-founder and vice president of a San Antonio solution provider, that mobile wireless is the key to future growth that he is putting his money where his mouth is. Meszaros' company, Global On-Line Computers, has invested about $45,000 to explore the possibilities of network access from anywhere coupled with back-office IT integration.
"Equipped with a laptop, air card, IP phone and router, I can access all the functionality of the VOIP [voice over IP]-enabled phone system back in our office and at our second location, and I can log into my office desktop computer to get to all my business applications without ever having to keep documents on my computer," Meszaros said.
Meszaros' investment comes as the use of data over mobile networks is expected to receive a significant boost. Today, 11 million U.S. workers are mobile data users, and that number is expected to increase threefold by 2010, according to the Yankee Group. Already, 39 percent of the U.S. work force, or 51 million workers, is mobile, the Yankee Group said.
For mobile workers who don't want to depend on a hotel or Starbucks for Internet connectivity, cellular wireless presents an alternative—one to which solution providers are becoming attuned. Users who on average pay about $60 a month for cellular wireless data service from major carriers such as AT&T, Sprint, T-Mobile and Verizon can instead turn to solution providers to install, configure, activate and support a laptop device or smart phone with a cellular wireless card, also known as an air card, that allows them to access and manage data wirelessly.
In addition, solution providers are adding VPN client software technologies to the overall cellular wireless solution, giving users a secure tunnel for access to corporate resources. Also being added are cellular backups, keeping users in business in failover cases.
Bull's-eye
With the Wi-Fi market reaching saturation for solution providers, Paul Giobbi, president of Zumasys, a systems integrator in Lake Forest, Calif., said third-generation cellular wireless is the bull's-eye for his business.
"For several vertical markets, such as manufacturing and distribution, construction and financial services, for example, who have employees in the field, mobile cellular is profoundly changing how they interact with and service their customers," Giobbi said.
Configured with Mobility XE, a software-only mobile VPN from NetMotion Wireless, users can move dynamically between cellular and Wi-Fi, he said. Citrix Systems software for enhanced application delivery rounds out the cellular wireless solution.
Like Meszaros, Giobbi touts his company as a walking demo. "We use lightweight laptops with wireless cellular, so in 15 minutes, we can be online talking quotes with our customers," he said.
Meszaros acknowledges that while his mobile wireless project is a work in progress and the solution remains too expensive for most small companies, it's his way to learn about the potential of the technology, work out the kinks and prime the business for the future. Demand is definitely growing, as Global On-Line customers request comprehensive Wi-Fi solutions, including digital cellular. "We have customers who want Internet access and network access 24/7 from anywhere," said Meszaros.
More VARs and integrators are sure to follow in the footsteps of Global On-Line and Zumasys. IDC analyst Leslie Rosenberg said she expects to see about 45 percent of VARs add solutions tying together laptops with wireless LANs and mesh wireless networks to their business in the next 18 to 24 months.
"Wireless technology is getting more mature and resellers who move to tie it all together can take advantage of it and can expect attractive margins," she said.
Next Page: A growing market.
