Motorola makes case for wireless growth

Motorola might be more synonymous with mobile phones than wireless LAN equipment, but that's a perception its Advanced Technologies unit is determined to change

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By  Andrew Seymour Published  May 3, 2009

Motorola might be more synonymous with mobile phones than wireless LAN equipment, but that's a perception its Advanced Technologies unit is determined to change. Channel Middle East hears how it intends to do just that.

"We are making a huge investment in developing our channel in this region for numerous reasons. The total addressable market opportunity for us is more than US$150m and that just addresses the products that we sell - all the wireless products and converged enterprise communications solutions that ride on the wireless infrastructure."

Those were the words of Adnon Dow, director for advanced technologies EMEA at Motorola, on the sidelines of the vendor's recent training event in Dubai - a two-day affair held in conjunction with distribution partner Westcon Middle East.

For Dow, a veteran of the networking and mobility channels, the Middle East represents an increasingly important territory for Motorola Enterprise Mobility Solutions (EMS) given the anticipated economic growth in this region is still expected to be greater than in Europe this year.

However, the challenge the firm faces is as much about educating and training the channel as it is about the likelihood of end-users opening their wallets - though both are arguably correlated.

Motorola has expanded into several new areas during the last couple of years - most recently snapping up wireless LAN provider AirDefense - creating a need to develop a channel capable of selling a wireless LAN portfolio that now encompasses switches, access ports, radio frequency management software and packaged services.

That is prompting the vendor to entice traditional auto ID-focused partners to sell its technologies, as well as reach out to new VARs that can take its wireless infrastructure and convergence kit into untapped verticals such as finance, healthcare and passive manufacturing.

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