Rugged Mobile Technology's Move From Niche To Necessity
Show Business Professionals The Value Of Rugged Mobile Computing Solutions.
The worldwide mobile workforce is growing fast. According to an IDC global study of mobile working trends published this year, the numbers are expected to reach a quarter of the world's workforce — 878 million people — by 2009.
The increase in the availability of wireless connectivity and device options allows individuals to work remotely with potentially very little impact on productivity. I say "potentially" because, although mobility has become a convenient and powerful business driver, it doesn't come without risk. Working without wires means working without the safety net of a desk or on-site IT support. Reliability, therefore, becomes critically important.
Traditionally, military, public safety, and field workers have been at the forefront of mobile and wireless computing. From war fighters to firefighters, utility and telco technicians, these individuals brought computing to new frontiers. As a result, rugged computing solutions became common in these environments. Sealed to weather, protected from vibration, temperature shifts and drops, these rugged computers have proven to be the right tool for the job, as no commercial-grade PC could survive such conditions. Many VARs successfully identified these opportunities and built long-term customer relationships by delivering reliable computing solutions for these more extreme situations.
As mobility has become more mainstream, however, even business users need more durability and greater reliability. In fact, in a 2006 Panasonic study, more than 58% of users reported that the greatest travel risk to their notebook computers is damage from dropping them.
It's important to note that mobile users aren't just at risk from accidental damage. Unfortunately, there is a bank of evidence to suggest that notebook quality is not what it should be. Gartner's 2006 benchmark study on notebook computers estimated failure rates ranging from 15% in the first year to 22% over the life of a unit. These failures — or issues requiring repair — included damaged motherboards and hard drives, cases, and chassis (including latches and hinges), keyboards (often because spilled drinks seep under the keys), and screens.
In addition, the 2007 PC Magazine annual survey of PC Notebook Satisfaction reported that 22% of notebooks used for business needed some form of repair. Just because the modern road warrior doesn't wear armor or a hard hat to work doesn't mean they are not at risk of lost productivity due to damaged or otherwise down PCs. Today's growing number of nomadic professionals require notebook reliability, durability, and connectivity, so that their mission-critical work is not interrupted. This scenario opens up a new class of users and an entirely new opportunity for VARs accustomed to selling premium mobile computing solutions based on the promise of higher ROI and lower TCO (total cost of ownership
"Business Rugged" Needs To Be Backed With Military Standards
There is confusion in the marketplace with descriptions like "business-rugged" and "durable," so it's important to understand the terminology. For a robust system to take the demands of life on the road, consider a system with a shock-mounted hard drive, sturdier case (magnesium alloy is an excellent option), spill-resistant keyboard, long-life battery, and embedded wireless connectivity. Plus, any system designed for road warriors should undergo at least drop-testing using the same military specification (e.g. MIL-STD) test procedures required of rugged computers.
It's important also to take a look at how the system is engineered. Are the rugged features add-ons, or is the entire computer engineered from the inside out for reliability? All of these factors contribute to the ability of mobile workers, telecommuters, and so-called day-extenders (those who may start in the office and continue working at home) to keep working wherever they happen to be.
Another big selling point for a businessperson who spends days away from corporate headquarters is the importance of sustained, high quality, wireless connectivity. Most notebooks today include Wi-Fi technology, and 3G wireless technology is widely available via major cellular carriers. However, business-rugged systems should be designed with higher- performing embedded 3G wireless antennas and modules that don't break, get lost, or deplete battery life as external PC cards are known to do. Plus, these sturdy notebook computer systems deliver all the computing-power road warriors need in a lightweight system that weighs about 3 to 4 pounds, and provides enough battery for a long day on the road or airplane.
As with rugged notebook solutions, business-rugged notebooks provide users with a significantly lower total TCO. Companies find the cost of notebook failure goes far beyond the repair itself, including: lost productivity and revenue, the impact of reduced customer service on corporate reputation, and the intangible cost of the hit to employee morale. It's frustrating when the tools you're provided to be successful let you down. It's important to draw your customer's attention to these points as critical, but often overlooked, elements of the purchase equation.
Providing a business-rugged total computing solution for a mobile professional makes life on the road less stressful and more productive. When a customer needs to choose between a less expensive laptop system today — with all the reported quality issues and on-the-road risks, and the security, peace of mind, and ultimate cost savings that come with a purpose-built mobile PC — the choice is clear, and the sales opportunities are great.
Sheila O'Neil is senior director of channel sales at Panasonic Computer Solutions Company and has more than 17 years of experience in computer IT distribution and the reseller channel. In her role, O'Neil is responsible for developing and expanding Panasonic's TP3 (Toughbook Premier Partner Program) while overseeing Panasonic's ongoing support and commitment to current relationships with solution providers and distributors.
For more information, visit http://panasonic.com/toughbook.