Channel Partners

SPR 2015

For 25 years, Channel Partners has been a resource for indirect sales channels, such as agents, VARs and dealers, that provide network-based communications and computing services, associated CPE and applications, and managed and professional services

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capture the cellular signal with an outdoor "donor" antenna and distribute it throughout the facility with a series of cables, amplifiers and antennas. Many of these systems are owned by the venue operator who charges the mobile operators to have their signals distributed through the facility so that the operators' customers get good service while in the venue. As cellular channels are licensed to the mobile operators, the DAS provider must work with the operators to implement a DAS. The other major development we are seeing in the cellular arena is Wi-Fi offloading; many channel partners already sell Wi-Fi equipment and have extensive expertise at designing and implementing Wi-Fi networks. The Wi-Fi Alliance has developed a certification called Passpoint or Hot Spot 2.0 that will support a seamless secure handoff from the mobile operator's macro network to a compatible Wi-Fi network. For many years the mobile operators shied away from Wi-Fi as it oper- ates on unlicensed frequencies that are prone to interference from other users in the area. However, the rapid growth in mobile data traffic has forced operators to pursue Wi-Fi as an option to their limited and often overburdened licensed channels. The use of Wi-Fi as an alternative to cellular has been particularly strong in sports stadiums. Team owners want to give fans the best experi- ence while in the stadium and increasingly, that means using their mobile devices to enhance the experience or share it with others. Channel partners who have developed expertise in wireless technologies could be well positioned to capitalize on wireless infrastructure either with Wi-Fi networks or with DAS deployments. Initiatives like Wi-Fi offloading are just getting underway, so those who have this expertise are in the best position to strike. One of the greatest concerns enterprise customers have with regard to mobile is secu- rity. Radio signals are sent through free space and as such are subject to eavesdropping if not adequately encrypted. Further, smartphones and tablets have gigabytes of storage capacity so they have the ability to store piles of sensitive company information that could be exposed if that device is lost or stolen. According to a May 2014 article from Consumer Reports, 1.4 million smartphones were lost and 3.1 million were stolen in the U.S. during 2013. Mobile devices can represent an easy target to hackers. "Many enterprises have spent large sums of money on their network security and internal infrastructure security, so why attack that fortress when employees' mobile devices are not protected and have access to all the same confidential information?" said Mike Davis, CTO of InClaro Group. "Attackers go after the weakest link, and the default security options built into mobile devices are not enough." With mobile devices there are a number of potential threat vectors and a wide array of products to address them. As mobile security is a new and rapidly developing area, the first opportunity for a channel partner might be in professional services to assist the customer in understanding the threats that exist and assessing their level of vulnerability. Probably the most widely recognized security element is an enterprise mobility management (EMM) solution. Originally called mobile device management (MDM) systems, these platforms from companies like AirWatch (now part of VMWare), MobileIron, Fiberlink (now part of IBM) and Good Technologies have expanded their capabilities to include mobile applications management and data loss prevention leading to the new EMM moniker. The original focus of these systems was to ensure that required security capabilities like strong passwords and on-device encryption were in place along with the ability to remotely wipe the device should it be lost or stolen. Most offerings today support a secure container capability that essentially defines an encrypted region on the device that stores all of the corporate applications and their data; a password or other authentica- tion mechanism (e.g., a fingerprint) is needed to access the secure container. IT administrators can then set policies for how that corporate data can be handled including prohibiting printing or forwarding it out of the container to any other app. The container is particularly useful in bring your own device (BYOD) environments, because the user can employ the device for their personal apps and access the container for work func- tions. If the device is lost or the user leaves the organization, the container and all of its data and apps can be erased and the user's personal files are untouched. When operating over cellular networks, over- the-air encryption for voice and data is provided by the cellular network. However, in a Wi-Fi envi- ronment, security is the customer's responsibility. The early Wi-Fi standards had woefully inadequate security mechanisms, but over the years the Wi-Fi Alliance has worked with the standards bodies to develop far more effective encryption (e.g., WPA2) and authentication (802.1x) mechanisms. However, these are now being inundated by the thousands of smartphones and tablets that are flooding into the workplace. As a result of this influx of new devices, IT is challenged with the task of authenticating and onboarding all of these new devices on the Wi-Fi network. There is also a need to support tempo- rary network access for visitors and contract workers. Most of the Wi-Fi vendors are offering onboarding and guest services servers, which allows these users to be added without direct IT involvement. Your clients look to you for a mobile security strategy developed especially for their specific needs. In the session, "Better Than a Bolt-On: Developing a Holistic Strategy for Mobile Security," Mike Davis, CTO of InClaro Group, will show you how you can work with your clients to create a safe, sustainable mobile security environment. MONDAY, MARCH 16, 11:45 A.M.- 12:30 P.M. + 14 CHANNEL PARTNERS SPRING 2015

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