Mobility resellers need to change mindset: IDC

Mobility resellers need to change their mindsets and get more involved in enterprise rollouts, according to IDC research.

The research - dubbed "Secret Of My Success: Australian Enterprise Mobility Case Studies" - found that companies transitioning into the "second wave" in enterprise mobility deployments needed to re-engineer their business processes to realise the potential of a mobile strategy.

IDC's wireless & mobility associate analyst, Jerson Yau, said resellers in this market need to go beyond just supplying the technology to the organisation.

“In my opinion resellers in the mobility sector sit outside of the mobility ecosystems - this includes, vendors, systems integrators and equipment providers. They need to step up to the plate and go beyond just supplying technology.

"Resellers need to become the IT vendor and the equipment provider - they really need to get more involved," said Yau.

It was not impossible for them to do this and one thing resellers could do was partner aggressively with a key partner and parlay their experiences.

"The knowledge and experience they gain from one of these organisations can help them become more than just a reseller of mobile technology."

IDC also recommended that players in the enterprise mobility market communicate directly to organisations' decision makers as a best practice, be mindful of a business vertical's propensity to risk as part of their mobility strategy and position themselves as a "super vendor" – a supplier that can do it better than anyone else.

Industries surveyed such as banking and finance, logistics and transportation and manufacturing and services were leading the charge in enterprise mobility adoption, not as a land-grab, but because mobilising was necessary to evolve better business practices.