Resellers are well placed to take advantage of the growing mobile computing market, according to Nortel Networks.
The company's enterprise networks marketing leader Peter Finter also believes 2004 will be the year resellers make a return on the investment they have made in the convergence market.
"By providing wider offerings and consultancy, resellers have a door opener to reposition themselves at a more senior level in the boardroom," he said.
Nortel is stepping up its partner programme by offering more seminars and training in wireless local area networks (WLAN), roaming, IP telephony and virtual private networks.
Finter believes the channel will also benefit from increased sales in related IT and training.
"There's almost no limit to the things people can add to the core capabilities of wireless. Education and training services will be in demand and security issues will open up a whole new product line for some resellers," he said.
The firm is offering resellers a report from the Economist Intelligence Unit which gives an insight into the mobile computing habits of top executives.
Cutting the cord - the commercial impact of mobile computing predicts that hardware sales will grow, with research showing that 75 per cent of firms trialling mobile computing have installed WLAN.
Mobile computing devices purchased include PDAs (52 per cent), GPRS mobile and smartphones (40 per cent), bluetooth devices (26 per cent) and radio frequency identification (RFID) tags (10 per cent).
Financial services, e-government and healthcare will be the sectors investing most in convergence technologies and mobile computing this year, said Finter.
By converging voice and data services, resellers can bring about significant cost savings for the enterprise, Nortel said.
It has recently implemented a similar system for its 35,000 workforce and claims the $6m investment provided a return on investment within three months and looks likely to save the firm $27m a year by slashing mobile phone call and internet costs.
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