The mobility revolution

The tablet and smartphone device era has opened the door for big solution sales
Manda Banda is Editor of Channel Middle East magazine.
Manda Banda is Editor of Channel Middle East magazine.


Talk about a revolution. Mobility is not only changing how the world works, it's also changing how businesses operate.

The Apple iPad and iPhone have continued to lead in the tablet and smartphone market globally. The robust tablet and smartphone sales growth is opening the door to big solution sales for savvy solution providers in the region.

IDC's EMEA Tablet Tracker figures for Q2 2011 showed that Apple iPad sales were up in double digits and the research firm expects sales to continue growing in 2012.

Apple's influence on the mobile devices market has been far-reaching. With the onset of the iPad, Apple sparked the largest tablet product onslaught in the history of computing, with every major PC vendor releasing a tablet of their own.

The iPad along with the iPhone has led to a mobile technology revolution that along with client device virtualisation is reshaping how business gets done today.

Acer, ASUS, Lenovo, Dell, Samsung, ViewSonic, RIM, Toshiba and Sony all have entered the tablet game, alongside some noteworthy newcomers. At the same time, HP shocked solution providers last August when it disclosed plans to kill off its WebOS-based TouchPad tablet PC just six weeks after the product first shipped.

So what does this mobile advancement mean for the Middle East channel? How should partners position themselves to capitalise on these solution sales opportunities that are arising?

It's not just hardware makers who are changing their product set to play in the new marketplace. Everyone from software vendors to peripherals players have come to the table with new products. No product segment has gone untouched.

The explosive growth in mobile devices has created a dramatic shift in the processor market too.

Manufacturers are racing to develop mobile processors that are more energy efficient and produce less heat than traditional desktop and notebook processors, without compromising performance.

One thing however, is clear: every vendor has to develop partnering strategies for playing in the tablet/smartphone device era. Vendors that want to win share in the high-margin midmarket and enterprise segments need to stake out a position with those resellers charged with securing and managing these new devices.

Whether you are server-focused generating content for mobile workers, storage-focused providing storage that feeds mobile devices, or even security-focused securing smartphones and tablets, it doesn't matter what type of solution provider you are, the majority of what you touch impacts the mobility solutions of the organisation you are serving today.

The mobility revolution has just begun. This market is about to explode. Mobility is fundamentally changing how work gets done in businesses of all kinds. What's more, it is creating huge infrastructure opportunities for resellers, solution providers, VARs and system integrators. However, to make headway in this market, reseller partners need infrastructure to support all these devices including server back ends, wireless networking and security to manage these hand-held devices.

With that in mind, savvy resellers that would like to make a mark in the tablet or smartphone device market here in the Middle East should look at what role service providers, cloud, components, data centre, networking, peripherals, security, software, storage and virtualisation play in the whole mobility value chain. Developing your business strategy that factors in all these segments will ensure that you not only set your business apart, but most importantly pioneer your company to profitability.


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