Mobility's Role In The Total Solution

Justin Scopaz, general manager and VP for Ingram Micro's DC/POS Division, talks with Jameson Publishing and Business Solutions magazine President Jim Roddy in this exclusive Executive-To-Executive interview. In this interview, Scopaz discusses selling mobility as part of a total solution, how VARs can gain mobility expertise, and the opportunities and threats related to mobility.

"What VARs need to look at and understand," Scopaz says, "is what mobile products are they selling today, whether it's a data collection device or mobile point of sale unit, and what are some of the new products that are coming out that could either threaten or displace. How are they positioned with those products and technologies and also the vendors supporting them? For example, if you look at an iPhone or an iTouch, that could potentially be a threat to some of the data collection devices that are managed today, whether you don't have access to it as a VAR or it's displacing something that you would have normally sold."