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Friday, 08 March 2013 01:00

BYOD Brings Opportunities to the Channel


VARs, integrators and telecom dealers may not sell smartphones or provide the carrier services to make them work, but there are some amazing revenue opportunities that have been created by BYOD in the enterprise. And best of all, the majority of the opportunities are in the services area, which brings higher margins than product sales. According to the Gartner CIO Agenda 2012 study mobile technology and solutions are very high on the agenda of a majority of CIOs – higher than UC and collaboration.


Whether it’s implementing mobile UC for their end-users or addressing the challenges of BYOD in their own enterprise, the topic of mobility can be an excellent “conversation starter” when meeting with IT staffs or CIOs. And consider this, as BYOD continues to grow at the enterprise level, it should pull mobile UC along with it. For an employee who is now primarily communicating on his smartphone, how does a customer or another employee reach him effectively and efficiently? Mobile UC!


Where are those opportunities for the channel? Think creatively and strategically and you’ll find them!

Already offering a VoIP product that has mobile UC capabilities, either in a client environment or inherent in the VoIP product itself? Learn what that VoIP product can do with mobility and then visit your existing customer base and have a “mobility” discussion. Is there additional revenue available by adding mobile UC capabilities to their existing voice system? This could be a good source of easy incremental revenue.

The need for a solid mobile UC solution could also lead to a communication system upgrade or an entirely new system for an existing or new customer.

  Along these same lines comes the potential for network and Wi-Fi assessments (professional services) as well as projects to upgrade network infrastructure to accommodate increased voice traffic or Wi-Fi for internal smartphone users.

For those in the channel who are services focused, consider developing a set of policies and procedures for managing BYOD in the enterprise. From the perspective of the customer’s IT department, controlling BYOD – to protect company data as well as control mobile spending – is a growing issue. Both existing and new customers could be candidates for this service that would not only provide high margins but be a competitive differentiator as well.

Are you an MSP? What about offering Managed Device Management (MDM). MDM software from companies like MobileIron is now readily available to secure and manage mobile applications, documents, and devices. As BYOD continues to grow across enterprises, MDM sales and services will grow also.  

Thinking “outside the box”, security is one of the most serious concerns with BYOD. Company data is now residing on personal smartphones, which can be lost. Data residing on company servers is at risk of being hacked through those same personal smartphones. Companies that have already taken major steps to secure their information from internet intrusion are now finding it vulnerable via smartphones. Consider the industries for which security is vitally important (government and healthcare to name the most obvious). Develop expertise in this area and reach out not only to existing and new customers but to other channel partners that need to add “security expertise” to their portfolio but don’t have the training or knowledge to do it themselves

Historically, the carriers – AT&T, Verizon, Sprint, etc. – focused on consumer, personal smartphone sales. Today, with BYOD and mobile UC growing, they are actively engaged in finding ways to capture the growing business customer. The agent model is their immediate best bet to reach that customer and the agent relationship can provide a lucrative recurring revenue stream for little effort or financial commitment.

VARs/MSPs, integrators, and telecom dealers – don’t let these opportunities slip away. This is a relatively new area where customers are plentiful and competitors are few!  


Published in Mobility

Polycom has announced the worldwide availability of a software update for an app that lets customers extend video collaboration to tablets and smartphones.

The update, Polycom RealPresence Mobile 2.2, includes Polycom SmartPairing technology, content sharing, and SVC support for Android devices and new support for the iPad mini and iPhone 5. The app provides a video collaboration experience when users are on-the-go, traveling or working remotely.

Software upgrades also include lower total cost of ownership (TCO) with 3X HD video capacity and the ability to share content from a tablet during a video conference.

“When we unveiled RealPresence Mobile in October 2011, we knew we were at the beginning of a wave of use cases for mobile video. Since then, we’ve seen fast adoption of RealPresence Mobile among businesses, as well as vertical industries such as health care, education and financial services. When people travel for work, or are mobile, they still want a secure, HD-quality solution for connecting face-to-face with their colleagues, partners and customers," said A.E. Natarajan, senior vice president of worldwide engineering, Polycom.

Polycom is demonstrating Polycom RealPresence Mobile at the Mobile World Congress in Barcelona. The app is also available as a free download from the Apple App Store and from Google Play.


Published in Collaboration

Employees aren't tethered to their desktop computer or laptop anymore. They are using a variety of devices to get their work done. As businesses support more employees who rely on smartphones and tablets for business processes, they are realizing the need for improved mobile collaboration.

While there are plenty of unified communications (UC) vendors offering mobile versions of their products, collaboration processes -- like document editing -- on a smaller screen presents unique challenges to users who depend on their mobile devices.

Users need organized mobile collaboration

Employees are still using email, instant messaging and document collaboration tools on their computers, but once the user leaves the office, the UC tools have to follow along on their mobile device of choice. However, moving from a large screen to a smaller interface can make collaboration disjointed and disorganized, said Yaacov Cohen, CEO of Harmon.ie, an Israel-based company that offers vendor-independent UC, collaboration and social networking aggregation tools for the enterprise.

The company recently released Harmon.ie Connect for SharePoint, a document and social information aggregation platform that allows users to follow documents and changes directly from their email on mobile devices. The platform -- which is currently available on the iPhone, iPad or desktop -- offers users the same activity stream across both desktop and mobile devices for a consistent user experience, Cohen said.

"Users want the same experience from their office applications wherever they are and on whatever device they are using," he said. "We need to empower the mainstream business user who uses [collaboration tools] as a means to an end, and make it as easy as possible for these employees to communicate and interact with fellow enterprise employees."

American Nuclear Insurers (ANI), a joint underwriting association based in Glastonbury, Conn. that insures nuclear power plants and related facilities worldwide, has been using SharePoint since 2006, and recently deployed Harmon.ie for SharePoint to integrate SharePoint with Outlook 2010. The platform will enable ANI's 35 users to store documents, alongside relevant emails and voicemails, said Dan Antion, vice president of information services at ANI.

Over half of the ANI staff is mobile, and they demand a collaboration experience on the road that is comparable to the one they use on their PCs, Antion said.

ANI employees often shared documents via email, but they had no easy way to view and edit attachments while traveling. "On the road and even in the office, a common complaint from our users was organization. They would keep documents in certain files in Outlook easily, but it's not as easy to move them into SharePoint," Antion said.

The need to converge email with SharePoint led ANI to Harmon.ie Connect. "Email has long been a part of our mobile strategy, and in recent years, having access to SharePoint mobility has been key," he said.

"Just like you can on the desktop, our users can easily save attachments from email to SharePoint all from the Harmon.ie app on their mobile devices," Antion said. "Our users are amazed they can actually edit documents or presentations from the road, and travel without their laptops."

Mobile collaboration: Size limitations for UC

While the big UC players -- like Microsoft, Cisco, IBM and Avaya -- are all aggressively building mobile collaboration environments that are comparable to their desktop collaboration products, there are certain features that make sense on a smaller screen and some that don't, said Bill Haskins, senior analyst for Duxbury, Mass.-based Wainhouse Research LLC.

Ideally, enterprises want to give their users access to the same collaboration tools on their smartphone that they have on their desktop. Many employees are using UC applications -- like IM and presence -- on their smartphones, but only a very small minority are using smartphones for desktop and document sharing, Haskins said.

"As you get into more complicated, document-based capabilities, these tools are being used only when needed," he said.

While many users will access and view documents on their smartphones while traveling, a tiny interface is not an ideal form factor for editing. But tablets offer a better opportunity for more document collaboration, said Phil Karcher, analyst for Cambridge, Mass.-based Forrester Research Inc.

"[Users] aren't clambering for document collaboration on smartphones -- at least not yet," he said. But employees are interested in more complicated collaboration features -- like document editing -- on tablets.

For an optimal user experience, vendors need to move their tools from the browser and into a native application for mobile devices. "Users need native applications, and document sharing and editing with collaboration features -- like controls to maintain the same version across multiple platforms -- to address mobile collaboration on tablets," Karcher said.


Published in Collaboration
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