Gobi: A Wireless Solution Revolution

For the mobile workforce, a new embedded wireless broadband technology is taking field productivity to new heights with greater connectivity and flexibility. Qualcomm’s new Gobi chipset (Global Mobile Internet) is the all-in-one solution for laptop connectivity. It’s the first multimode (CDMA/EV-DO and UMTS/HSPA) embedded wireless connection for mobile computers, giving users the ability to connect to major wireless networks. This new embedded modem benefits both IT managers and mobile workers with increased flexibility, productivity, and cost efficiencies. Gobi additionally eliminates the need for resellers to stock multiple modem SKUs (stock keeping units) specific to a carrier. It also breaks down the walls that keep many from investing in an embedded wireless solution. Gobi combines multiple wireless network options into one embedded chip — effectively eliminating the IT costs of changing out embedded modems if a new carrier selection is made. This also removes another common point of failure for laptops in the field. More importantly for resellers, it’s making selling wireless easier than ever.

Prior to Gobi, IT departments would need to physically switch out various service provider-specific modems depending on the location of an employee. This process was labor-intensive and inefficient, causing hours or even days of downtime for workers and potentially costing the business large sums of money.

Companies with global workforces need the flexibility to roam without having to be concerned if the modem will continue to provide connectivity. Gobi provides a solution that fits virtually all worker needs in all locations.

IT teams and resellers in the past have had to stock multiple SKUs, making inventory difficult to manage. Gobi gives mobile employees the ability to select carriers with the click of a mouse, provided they have wireless accounts already activated. This enables them to access mission-critical data from virtually anywhere in the world.

The price of these embedded modules has also significantly decreased in the past couple of years. Previously, the cost was anywhere from $300 to $600 per modem, but now those costs have dropped to anywhere from $140 to $300. This lowers the barriers to wireless adoption for customers. On the reseller side, this price drop also lowers a reseller’s inventory risks. Additionally, resellers will no longer need to keep a stock of various modules dependent upon a specific carrier, thus significantly lowering the risk of excess inventory of obsolete modules.

Tips And Tricks To Selling Wireless
The most important aspect of selling wireless is figuring out a customer’s needs. Here are some questions you should ask before recommending a wireless solution to a customer:

Where will this mobile computer be deployed? If this computer is being used by a “road warrior,” Gobi is a perfect fit. For instance, an insurance agent deployed in the wake of a storm to evaluate claims would be an ideal candidate. Insurers often send workers from all over the country following natural disasters. In situations like these, mobile employees do not have the time to send their computers to the IT department and have their carrier-dependent modems replaced. Gobi provides a solution that eliminates such downtime by easily providing the field worker access to the specific network they need in that region.

What is the working environment like? In a rugged environment, such as those faced by utility workers, the best solution is embedded wireless. PC air cards add another point of failure — they can be knocked out, broken, and snapped. The downtime created by an inoperative air card-connected notebook can be dangerous when lives depend on delivery of mission-critical data. Additionally, embedded chips are only active when turned on, whereas cards are always “hot,” which can waste valuable battery life.

How many units will be deployed and where? How flexible do you need your wireless solution to be? If units are being used in multiple locations, nationally or globally, Gobi is ideal. With only one SKU to manage, IT supervisors will have fewer hardware issues to deal with because there are no service provider-specific cards; every computer contains the exact same hardware.

What type of warranty are they looking for? Many PC air card warranties last anywhere from 90 days to one year. Gobi chips, depending on the laptop solution they are installed in, are under warranty for the life of the notebook. www.us.panasonic.com

With Gobi, resellers can offer their customers a wireless modem to fit all their employees’ needs regardless of location. VARs can provide IT departments with a streamlined and flexible solution for managing a fleet of mobile computers and gives resellers an easier way to sell wireless, helping to boost their bottom line. It is critical that VARs keep up to speed on the latest technology developments, such as Gobi, so they are able to offer their customers the best solution for their wireless broadband needs.