By Brian Albright, Business Solutions magazine.
With interest in mobile computing growing across markets and the rapid expansion of various mobile form factors, resellers and systems integrators have to provide more complex solutions to a much more technologically diverse end user population. In order to expand their mobile business, VARs have to stay on top of developments in mobile technology and educate their workforce, while working closely with device manufacturers. "Some of the most successful VARs we have worked with have a dedicated business development person who engages with our company at a strategic level and is responsible for driving technology, marketing, and overall partnering engagements beyond the day-to-day sales activities," says Scott Shainman, director, worldwide channels and strategic alliances at General Dynamics Itronix. "While it may be difficult to justify this type of dedicated resource, we find that our relationships with VARs who support this role are much more strategic."