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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and automatically pick it up at the same place on an iPhone or iPad running iOS 8. Galen Gruman of InfoWorld coined the term "liquid computing" to describe this type of device fluidity. By analyzing how companies go about doing their core tasks and creatively applying the mobile tools we have available, companies have the potential to decrease their costs and increase their efficiency. The real power of these technologies, however, is that they can not only deliver short-term efficiency improvements, but enhance the capabilities of the organiza- tion overall. If it takes too much of a retail associate's time to call five other stores to locate a product and arrange for it to be shipped, they probably won't bother. However, if the associate can get access to that information from a mobile device and automatically have it shipped to the customer's home, a sale is made that otherwise would have been lost, and the customer is likely to come back. Helping customers understand how those types of business process enhancements can be realized can make the channel partner an all-important agent of change to that customer, cement the relationship and lead to higher revenues going forward. The tools are there; what is really needed is the drive and the imagination to bring this vision to fruition. The mobile revolution is moving ahead, and to succeed and thrive in the face of these massive developments, channel partners have to prepare themselves and their organizations. Enterprise of all types are looking at how they can make use of these mobile technologies to increase productivity and ultimately transform the business. Have the products and the expertise to make those dreams a reality can make the channel partner a valuable ally in effecting this all-important transformation. MICHAEL FINNERAN is principal at dBrn Associates Inc., a full-service advisory firm specializing in wireless, mobility and mobile UC. Along with providing consulting assistance to carriers, equipment manufacturers and end-user organizations, Finneran is a frequent speaker at industry confer- ences, including Interop, Enterprise Connect and the InformationWeek 500. He has published more than 300 articles as well as numerous white papers and market reports. His blogs appear regularly in InformationWeek,, and the Voice Report. Finneran is a member of the Society of Telecommunications Consultants and has a master's degree from the J. L. Kellogg Graduate School of Management at Northwestern University. @dbrnwireless

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