Q&A: Vendors Of Wireless Mobile Computing

1. What should VARs look for when selecting mobile computing solutions?

HHP, Kevin J. Ahearn: The most critical element is the adherence to open systems and industry standards. The VAR must also look at a solution's ability to provide support for future enhancements. The solution must be reliable, and mobile workers must see how the technology benefits their daily tasks. The system hardware and software must be durable and continue to work under all conditions. The user interface for the application and physical equipment must be intuitive and easy to use. The reliance on wireless communications must take into account data transfer speeds, wireless coverage, and the differences between constantly connected networks versus casually connected networks.

Intermec, Mike Colwell: First, verify the vendor has successfully implemented similar solutions in the past and can provide references. Second, review with the vendor the process it uses to test solutions for performance. Two computers with the same integrated radio can have very different coverage performance. Third, verify that the specifications of the computer do not change or become restricted when using a system with an integrated radio. Some of the key areas here are drop test performance, battery life, and the sealing of the unit.

Psion Teklogix, Pat Berstein: Key points include suitability for purpose and reliability of the equipment and communications platform over which the business solution will be mounted.

Symbol, Robert Swinkin: A VAR needs to understand the end user's environment and processes. Does the device need to be environmentally sealed and ruggedized, and if so, to what extent? Could the application benefit from bar code scanning? How can bar code scanning and wireless connectivity be integrated into the application to streamline business processes? Will the device be used for fewer tasks that are repetitive or varied tasks that will require greater flexibility in data capture? Can the environment benefit from wearable computing? How will the proposed solution integrate into a client's existing IT environment?

2. What is a common mistake VARs make with wireless mobile computing?

HHP, Kevin J. Ahearn: A common mistake is failing to understand how the wireless network data throughput and coverage will affect mobile workers. Most VARs are familiar with WLANs (wireless local area networks), which are constantly connected networks. They are attempting to migrate these solutions into WWANs (wireless wide area networks), which are casually connected networks. The problem is most applications are not network independent. An application written for a WLAN will not be useful in a WWAN. The VAR must develop system logic at the application level that takes into consideration the performance of the network.

Intermec, Mike Colwell: Some VARs underestimate the capacity needed to handle the transmission of messages and data in a wireless system. Many inexperienced solution providers assume coverage will be great everywhere it is available, but there are always pockets, such as inside buildings and elevator shafts, where a user can be out of coverage. It is up to the solution provider to build in the exception handling to deal with these situations.

Psion Teklogix, Pat Berstein: It's a mistake to install lower cost devices that are not suited to work reliably within and survive the rigors of many wireless environments. Some VARs also fail to build reliable solutions that effectively cope with the limitations and imperfections of the wireless communication media.

Symbol, Robert Swinkin: It's a problem when VARs assume the device is the solution, instead of one component of a wireless solution.

3. What can a VAR do to ensure a future share in this market?

HHP, Kevin J. Ahearn: VARs must be developing a core competency in WLAN, WWAN, and WPAN (wireless personal area network), because these technologies will soon coexist. They must understand the characteristics of each of the networks and their intended uses. Greater performance, managed costs, industry standards, and available wireless devices will continue to drive the adoption of wireless applications for the mobile worker. Developing the core technical and business competency to help end users implement the best solutions for their mobile work forces will be important for VARs.

Intermec, Mike Colwell: VARs should focus on wireless applications that demonstrate a payback. Do not get caught up in recreating much of the underlying technology required to put in a system. In the next couple of years, companies will begin to create packet data networks on GPRS (general packet radio service) and CDMA (code division multiple access) technology. This changeover will move us to an IP (Internet protocol)-based infrastructure and away from a connection-based model. In other words, wireless networks will become more compatible with Internet protocols, which will eliminate many of the unique requirements and overhead burdens that were prevalent in the past.

Psion Teklogix, Pat Berstein: Specialize in narrow market niches in which mobile computing can play an important role and is economically justified. In the future, we will see fully integrated devices, with phone, agenda, e-mail, and Internet browsers for personal use, as well as highly specialized devices for industrial, commercial, and institutional use. VARs have to know and understand the markets in which they wish to operate, and they need to partner with the appropriate technology providers on a long-term basis. VARs have the vertical segment knowledge, and the technology partner provides the platform over which to mount the business solution. Together they will succeed.

Symbol, Robert Swinkin: Like any new endeavor, preparation will increase chances for success. Learn about how mobile computers have already been deployed, their application environments, and the benefits achieved. Understand the needs of your client - how are they doing business today, and how should they be doing business tomorrow? With the proliferation of standardized operating systems on handheld devices, expect to see an increasing number of mobile applications being developed by independent software vendors with vertical market expertise and standard application development tools. Users will also see multiple connectivity options and data collection choices become integrated into a single mobile platform.

4. If you could get any message to the VAR channel, what would it be?

HHP, Kevin J. Ahearn: For years, companies have spent millions of dollars on data collection without being able to truly quantify how well they have used the data to improve their companies' performances. Wireless mobile computing solutions are enabling useful data access from remote locations that will result in real-time solutions to improve customer satisfaction. Companies that adopt the technology will have a significant competitive advantage. VARs that enable the adoption will see significant benefits from their investment.

Intermec, Mike Colwell: Stay focused on the applications and choose your technology partners carefully. The experienced suppliers in this area have learned many hard lessons in the past, and their current offerings show the benefit of that education.

Psion Teklogix, Pat Berstein: Focus narrowly on the customer's benefits that justified the investment in the first place, and be realistic and practical in the design of the solutions.

Symbol, Robert Swinkin: Don't view mobile computing as something foreign or separate from the services and solutions you already offer your clients. Automatic data collection and mobility are ways to extend and enhance existing infrastructures. By giving your customers access to their legacy applications in real time at the point of activity, you are allowing them to be more flexible, productive, and profitable.