Public Sector Opportunities By Sheila O'Neil, Vice President of Channel Sales, Panasonic Computer Solutions Co.
The deployment of a rugged mobile computing solution can increase overall efficiency and employee productivity wherever mobility is essential to success. In the public sector, it can improve overall business processes across state and local agencies. A ruggedized computer enables a mobile work force to communicate work-related information among remote team members and headquarters. In addition, the right wireless technology improves maintenance, inspections and collaboration efforts. But for a reseller unfamiliar with the public sector, where should they be focusing sales efforts?
Although the current economy is having an impact on commercial deployments, there are still opportunities for growth in the public sector. One area is Fire/EMS. In the past, public safety funding focused more on police rather than Fire/EMS services, but that has started to change. Funding levels for both are now about even. This gives VARs increased opportunities to sell to Fire/EMS departments that previously didn't have budget available.
Thanks to the recent stimulus package, public works projects will see budget increases. This will be another area of growth for VARs and rugged devices. Resellers that already understand construction and infrastructure development could benefit in this environment. The stimulus will also bring IT dollars to the health care industry.
When it comes to a mobile work force, including those in the public sector, the "one size fits all" rule does not apply. A standard laptop will not survive because it is not optimized to handle the wear and tear associated with the harsh working conditions of, for example, an EMS technician. Furthermore, a computer that is suited for a fire truck might not be best for a mobile building inspector, where size, weight and other specifications have different orders of importance.
Different Devices for Different Situations
Rugged computers come in fully-, semi- and business-rugged designs and appear in a variety of shapes and sizes.
Below is a rundown of how different rugged computers are used within the public sector:
If your customer's work force spends a lot of time outdoors and can expect the computer to face dirt, rain or extreme temperatures, they will need a fully-rugged model with a daylight readable screen that can withstand harsh environments.
If your customer's work force comprises "walking workers," such as building inspectors and foot patrols, then a ruggedized ultramobile PC (UMPC) is the best fit. The compact size, light weight and full computing functionality will give their users an unmatched mix of mobility, connectivity and computing power.
If your customer is equipping a city administrator who spends time on the road as well as the office, they will benefit from a semi-rugged solution that can withstand the bumps and spills they'll encounter.
There are now specific rugged devices created for health care, known as mobile clinical assistants. These devices can be even more rugged than their notebook counterparts and are designed for easy disinfection.
Continual Opportunities
Millions of dollars can be wasted when workflow and communications are halted because of a mobile computer failure. In public safety, this can even become life-threatening. A commercial-grade laptop mounted in an ambulance would not be able to withstand the vibrations as it races to an accident--possibly leaving the driver without route access information.
The economy is challenging, but there are opportunities available, including the public sector where Fire/EMS, Infrastructure and health care continue to see growth. However, even with the right type rugged computer selected for your customer, it's important for VARs to find a vendor that understands the market you are working in. They can provide the insight you'll need to close a sale, especially if this is your first foray into the public sector.
Sheila O'Neil is vice president of channel sales at Panasonic Computer Solutions Company, where she is responsible for developing and expanding Panasonic's TP3 (Toughbook Preferred Partner) channel programs while overseeing Panasonic's support and commitment to relationships with solution providers and distributors.
The deployment of a rugged mobile computing solution can increase overall efficiency and employee productivity wherever mobility is essential to success. In the public sector, it can improve overall business processes across state and local agencies. A ruggedized computer enables a mobile work force to communicate work-related information among remote team members and headquarters. In addition, the right wireless technology improves maintenance, inspections and collaboration efforts. But for a reseller unfamiliar with the public sector, where should they be focusing sales efforts?
