Gerry Clarke, HP ESSN solutions architect at Tech Data Ireland says that the requirement to integrate wireless technologies with the networking infrastructure and for improved management capabilities will cause a surge in “opportunities around consultancy, site surveys, installation and testing, integration, security and ongoing management of wireless”.
“[Resellers must] keep their finger on the pulse in terms of customer needs and the technology. We’ll work with them to make sure that they have access to the best solutions, information, training and support they need to maximise their opportunities with wireless networking” – Gerry Clarke, Tech Data
He urges resellers “to keep their finger on the pulse in terms of customer needs and the technology. We’ll work with them to make sure that they have access to the best solutions, information, training and support they need to maximise their opportunities with wireless networking”.
Roger Hockaday, EMEA director of marketing at Ruckus Wireless, says that Wi-Fi vendors need to work closely with their channel partners to ensure their products “are readily available and that customers have a choice of resources to help them understand, specify, acquire, deploy and operate associated applications into the correct environments”. Targeted programmes that “provide channel partners with the relevant tools, information and support can enable them to successfully grow their businesses.”
He predicts that industry consolidation “will open more opportunities for leading Wi-Fi vendors and their channel partners to service a broader range of businesses”. Hockaday points to growth projections predicting the enterprise WLAN market will grow to $6.9 billion by 2016, describing it as “a huge opportunity for the channel”.
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