Thursday, February 23, 2006

E-mail Story     Print     Feedback

Systems Integrators The Preferred Providers Of Enterprise-Mobility Support

PARSIPPANY, N.J., Feb 23, 2006 - When it comes to supporting mobile-communications solutions, U.S. enterprises prefer working with systems integrators (SIs) rather than their mobile network service providers. In a new study issued by InfoTech, research-panel members were asked to choose the type of partner they would prefer to have in each of four major technology-support areas: Installation and Implementation, Remote Technical Support, On-Site Service and Technology Refresh.

"In our research, systems integrators and value-added resellers (VARs) are, far and away, the most trusted providers across all four of the mobile support services discussed," stated Jeanine Sterling, vice president and senior program director of the "InfoTrack for Enterprise Mobility" (IEM) program. "The mobile operators' highest perceived value lies in furnishing remote technical support and on-site service. But even in these two areas, their best rankings still place them third in line behind what are probably the more established SI and VAR relationships that have been forged over the years."

As businesses steadily grow their usage of mobile communications - and as mobile devices and applications become more complex - reliable and expert support becomes a priority requirement.

"Mobile solutions need to be integrated with current IT infrastructures and then properly serviced," Sterling added. "And it looks like the vast majority of enterprises are admitting they require outside help in this regard."

InfoTech's recent research reveals that a core group of between 15% and 20% of respondents prefer partnering on support with their mobile network service provider, while more than a third of respondents each chose the SI or VAR channels. InfoTech plans to examine this dynamic in more detail during 2006.

"In consistently favoring the SI or VAR for mobile-communications service and support, our respondents seem to find greatest value in those channels that are knowledgeable across the IT/telecom spectrum," Sterling concluded. "This points to a key realization - that the most successful enterprise mobile solutions are those that are expertly integrated into both current IT infrastructures and each customer's unique communications culture."

In light of these findings, mobile operators planning to reap a significant share of service and support revenues should consider forging key partnerships with established communications integrators and resellers.

About InfoTech

InfoTech, part of The Telecom Intelligence Group, publishes quarterly tracking and analysis reports on business communications systems and applications as part of its InfoTrack for Enterprise Communications (IEC) program. Its next report, analyzing Fourth Quarter 2005 North America shipments and market share, will be published later this month, and will be followed by the Global report early in March. The North America report addresses PBX, Converged, Key, Messaging and ACD systems, Centrex and Hosted IP, and includes a five year revenue forecast; installed base history and projections; and shipments and share by line size segment. The Global report forecasts and tracks PBX, Converged and Key shipments globally, by region, W. Europe country and line size segment.

About The Telecom Intelligence Group

The Telecom Intelligence Group includes market intelligence provider InfoTech; TelecomWeb and TelecomWeb news break; newsletters Wireless Business Forecast, Broadband Business Forecast and Telecom Policy Report; tariff consultancy Tarifica; and the Web-based business-telephony-product database TelecomTactics.

Contacts:

Susan Hobart, vice president and IEC program director, shobart@accessintel.com
Mike O'Neill, vice president and publisher, moneill@accessintel.com