Wireless Mobility in C#.NET

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Wireless Mobility
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a handful or less of margin percentage points For this reason, the C suite at both the technology providers and the system integrators is intimately familiar with profit incentive programs Following are the top priorities for most IT systems integrators: n n n n Unified communications Data center Security WLAN
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UC is typically a practice that is two to four times the size of an integrator s mobility practice The data center is often similar in size but often twice the size of a mobility practice inside an integrator, and IT and physical security are now more or less the same size in terms of mobility equipment sales inside an integrator However, it s not just that UC and data center practices are much larger in terms of pure revenue streams to the general IT integrator It s that the network is moving into a cloud-based architecture Data center capitalizes on that very development, and UC ties it all together, both on the customer premises, but equally importantly, over the cloud Mobility risks losing stature with the integrators because it s generally viewed as no more than an access technology In fact, the role of mobility is far greater than that of simply providing wireless access Its role is to untether the applications provided by UC; it is foundational to the borderless network approach because it ensures connectivity to any device, by any person, in any place, at any time This ties very tightly into the messaging of smart account targeting, because precision sales guidance is not just about knowing which verticals and which customers to prioritize It s about knowing what to say when the sales team arrives at the target site It s not about enabling wireless handsets on the manufacturing or hospital floor It s about connecting people and systems with little regard to their physical location on or off the worker premises because work is rapidly changing from a location to an activity Knowing what to say is how the business transaction gets completed Saying the right things, at the right time, in the right place adds to business resilience because it increases the rate at which money flows into an integrator operation and decreases the rate at which money flows out of an integrator operation Preservation of capital and resources is a fundamental doctrine of business resilience Technology Is Horizontal; Knowledge Is Vertical There can be no doubt that IT and mobility have become so complex that an ever-widening army of specialists are dedicated to increasingly narrow, but vastly deeper, subspecialties In mobility, the RF expert is usually one person and the security person is another individual Of even greater interest to me are the new and highly innovative ways of using mobility in today s business, social, educational, and entertainment environments The reason mobility is changing the way
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System Integrator Mobility Practice Resilience
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we live, work, learn, and play has as much to do with how we re adapting mobility technology as the technology developments themselves One of my primary points in guiding elite mobility partners is help them to narrow focus from a broad array of vertical sales The reason for this is in part that the more broadly scattered the sales across verticals, the more incidental the sales tend to be A key element of vertical scatter is that the greater the scatter, the smaller the purchase order tends to be Also, the same sizing rule tends to apply to incidental sales The greater the angle of the ricochet, the less impact on the element off which it s bounced The same holds true with sales engagements: the less carefully aimed and timed, the less impact There s a quantum outcome difference between the questions, Would you like wireless with that router order and, If I could show you how an RFID system would virtually eliminate your loss of wheelchairs, and you would pay off the system in eight months with the savings, would you be interested There s a practical reason for focusing sales forces on one to three industry verticals It s nearly impossible for all but the very largest of sales forces to specialize in more than two or possibly three verticals Even in the largest sales forces, specialist teams with vertical focus are put into motion Selling into a 250-bed hospital is not at all the same sales engagement as a 250-bed hotel This difference will become even more clear as mobility integrators are rightfully and firmly guided into outcome-based engagements It s yet another reason to drive for discussion expansion from engineer to engineer to groups of stakeholders from the integrator and end customer Expertise is vertical, and technology is horizontal What this means is that while each vertical requires very specific expertise, the technology sold into all verticals is essentially the same With perhaps very limited exceptions, the wireless access point sold to a hospital is identical to the one sold to retail establishments and other verticals There will probably be some differences in actual deployments such as specialized enclosures for oil and gas refining plants versus those used in retail but that s largely from unique industry requirements The access point itself will not vary the same unit used in a refinery can be used on a retail floor at a hardware store The horizontal nature of IT technology becomes even more apparent as you move up the OSI stack from the handheld client toward the application layer, and the access layer of the network to the core routers and switches Note that I m saying toward the application layer, as applications are very much industry-specific, and indeed customer-specific Mobility network design doesn t change that much from one industry to another either There are as many variations in a retail floor design as retail floors themselves If you took a grid of access point locations and configurations, you d be hard pressed to tell whether the design was intended for a specific vertical Unless the specific models of the access points were defined, it would be difficult to differentiate between an outdoor and an indoor design Granted, point-to-point or point-to-multipoint bridges would not look the same as a WLAN; even in outdoor networks, the maximum distance used is generally based far more on handheld client performance than the access point Those distances are surprisingly similar in both outdoor and indoor networks
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