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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As you can see, there are a range of security requirements around the mobile space. With a solid understanding of the various vulnerabilities and a full range of solutions to address each of these, a channel partner can find a rich set of opportunities both in helping the customer understand the security exposures they face and in getting them under control. Probably the biggest development in enter- prise networking has been the introduction of unified communications and collaboration (UC&C) platforms. These solutions combine all of a user's communications options into a single interface providing correspondents' presence status and the ability to text, call, email, video chat or collaborate with a single click. It has also brought new competitors like Microsoft with its Lync offering (soon to be "Skype for Business") into the IP PBX space. Microsoft, Cisco, Avaya and the other UC&C purveyors all offer mobile clients as an optional endpoint for users. While they have not been widely adopted as yet, these mobile UC&C capa- bilities could present an opportunity for channel partners to increase their UC&C revenues. While UC&C was originally envisioned as a tool for desk-bound workers, it quickly became apparent that these productivity-enhancing capabilities could have an even greater impact on mobile workers. The ability to know instantly if a colleague is available saves mobile workers time in eliminating unsuccessful communication attempts or allows text or email to be substi- tuted for a voice call. Further, simultaneously ringing calls to the user's desk phone to their mobile allows them to be reachable continu- ously on a single number regardless of where they are located. The fact that these capabilities are not more widely used presents an opportunity for channel partners to become the change agents to get these mobile UC&C solutions adopted. That might involve selling upgrades to the UC&C platform or professional services to inform and train users about the tools and how they can help them be more efficient and productive. More users are going mobile, and they shouldn't have to leave their UC&C capabilities behind when they do. Probably the biggest and most recognizable impact mobility can have on an organization is when key business processes can be mobilized. Whether it's locating products in a retail envi- ronment, demonstrating capabilities in a sales presentation, capturing information about a field service problem or placing an order, the ability to perform these tasks immediately from a mobile device can have measurable ROI. Two of the biggest changes we are seeing is the business environment mobility and the move to the cloud, and together they provide a powerful combination. The model that is emerging moves all of the critical business information to the cloud securely and allows users to access it anywhere, at any time, with any device. With the latest wave of mobile devices like those running Apple's iOS 8, users have the ability to start a task on one Apple device like a desktop or laptop running Yosemite Learn how to spot which apps are prime for a transition to cloud and how to perform a cost analysis that will turn skeptics into buyers. The session, "Moving Clients' Apps to the Cloud: Evaluating Cost vs. Value," will feature a panel discussion on talking to clients about putting their business apps in the cloud. With Tina Gravel, vice president and general manager, cloud services, for Dimension Data as moderator, the panel will feature David Hoff, co-founder and CTO of Cloud Sherpas, and Sheng-Yeo, co-founder and CEO of OrionVM. MONDAY, MARCH 16, 10:45-11:30 A.M. teleworker "Liquid Computing" 16 CHANNEL PARTNERS SPRING 2015 +

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