Wireless Solutions and how to sell them

Driven largely by the move to Bring Your Own Device (BYOD) and the absence of any uniform 3G/4G coverage in the UK market for wireless connectivity in the workplace (which is anytime, anyplace, anywhere) is expanding rapidly and represents a great opportunity for resellers. It’s not just about creating hot spots and there are some great applications out there that really build margin and lock in the customer for the reseller.

How distributors can help resellers expand in to this market and build new revenue streams

Selling wireless connectivity is all about providing the infrastructure and endpoints to enable business solutions. This solutions driven market is expanding rapidly with real time messaging applications, lone worker, health and safety and day-to-day business solutions driving growth. Moving into this market means selling the solution, the business benefits and the business improvement that can be gained from a total solution. 

Channel partners who have traditionally sold wireless connectivity for voice applications are often unfamiliar with the business problems and needs of a sector and the solutions and applications available to help solve these and enhance business. In addition, they may find themselves competing with VARS who specialises in delivering sector specific solutions. Hospitality and retail are classic examples where specialism counts. These are large markets requiring some specialist sector knowledge and solutions. 

That is where choosing to work with the right distributor matters. Bringing a distributor, such as ICON, in at the early stages of a bid can mean the difference between winning and loosing. Value added distributors, such as ICON, with extensive knowledge of the sector and the available solutions can add the knowledge and experience to the bid that would otherwise be missing.

Often this experience and knowledge of how the sector works can be the key to unlocking an opportunity. It is knowing how the solution influences the KPI (key performance indicators) of a business that can win the bid. VAR distributors such as ICON understand how by integrating solutions such as voice, real-time messaging and alarm monitoring across a wireless network can influence the KPI of a business and how this can be used to open up the bid to the reseller.

What applications are selling well and where?

The popularity of an application depends on the sector being targeted. In client facing, businesses such as healthcare where staff can be exposed to the dangers of physical abuse staff safety solutions are popular. To deploy such a solution requires a handset that can support the solution with features such as an emergency call button, man down sensor, running sensor and no movement sensor. The problem for many businesses is that many BYOD devices do not support these features. 

In service focused industries, such as hospitality, solutions that support guest service and safety are popular. Typically these may be solutions for pre-alarm warnings, guest service call and staff task scheduling.

What constitutes a BYOD checklist for wireless solutions providers?

The key and most important check is will the infrastructure and endpoints support the applications you want to run now and in the future, deliver these at a long-term cost you can afford, and provide the opportunity for future expansion. 

Will 4G access impact this wireless market?

4G is a wireless connectivity technology that supports mobile handsets. It will have significance if the handsets have some advantage in delivering the solutions needed in the workplace. The typical BYOD mobile handset is not suited to long term continuous use in the workplace. 

The mobile handset is not sufficiently robust to survive sustained use in full-on operational environments. In comparison, the purpose built android-based handsets, such as the PIVOT from Spectralink, can deliver everything a mobile phone is able to and is also withstand the knocks and scraps of the workplace.