Nokia Redefines Mobility With The Mobilizer EM6600

Guaranteeing constant wireless connectivity throughout a building is a key new area where solution providers can make a significant amount of revenue.

Redefining mobility is something Nokia Enterprise Solutions set out to do when it released the Access Mobilizer EM6600, which acts as both a server and a client to provide access to content and e-mail from virtually any browser-enabled device over any network. The EM6600 also delivers a workable mobile environment to small-screen mobile devices.

The real beauty behind the EM6600 is that it takes an agnostic approach to mobile devices and does not rely on one particular hardware device or service provider.

Very few handheld devices offer a full, rich mobile experience, and if they do exist, they are tied to just one particular device; the Blackberry by Research In Motion is a good example. However, the cost of purchasing a fleet of proprietary devices and service is prohibitive for most companies, so building on an infrastructure already in place would be the ideal solution.

Installation of the EM6600 is extremely detailed and can sometimes take up to four weeks. Nokia requires a technology checklist be completed and certified by the company before installation. Checklist requirements include detailed knowledge of what type of server the organization is running (Microsoft Exchange, Lotus Domino or Novell GroupWise), acquiring an SSL certificate and proof that the domain name of the Nokia Access Mobilizer Server is defined in the public and private DNS zones.

Navigational commands are relayed from a user's handheld device to the EM6600, which looks to the network as an exchange client and then accesses content on the user's behalf. The device then adapts the content in realtime to fit the handheld.

The EM6600 acts as a smart proxy that requires no client on the terminal or device. The technology, which is written in Java and runs on a hardened version of Linux, is end-to-end secure over SSL, encrypted completely throughout.

The EM6600 comes equipped with dual Intel Pentium 4 Xeon processors; 1 Gbyte of RAM; a 10/100 Ethernet port; a 10/100/1000 Ethernet port; dual 36-Gbyte, hot-swap SCSI drives in a hardware RAID-1 configuration; and a console port for access.

Many cell phones currently shipping through the channel are data-enabled phones, but the majority do not take advantage of the content creation, data connectivity and information access that they are capable of. Deploying the Nokia server will capitalize on the existing infrastructure and give employees the mobility at a fraction of the cost.

The real challenge to mobility is supporting thousands of users across an enterprise. This is where solution providers can reap the benefits. Besides the obvious support, installation is rather extensive and solution providers with network know-how can really cash in on the deployment of the product. To help solution providers get up to speed selling the EM6600, Nokia includes a two-day training class and promotional offerings for purchase and support of the server.

Nokia channel managers also work directly with authorized partners on business opportunities, training, marketing programs and sales events. The company provides MDFs for local events and marketing campaigns. Nokia territory managers work with solution providers at the end-user level to generate sales opportunities and sell jointly. There are two partner levels in the program,Premier and Gold,and they are determined by quarterly purchases, number of sales and technical certifications. Nokia also provides post-sales support to ensure successful implementation where needed.

The total list price for one year (hardware, software subscription and support subscription) ranges from $20,119 for 25 users to $121,894 for 2,500 users. The annual Nokia Access Mobilizer Software subscription ranges from $1,500 for 25 users to $90,000 for 2,500 users. The hardware and software access support during normal business hours ranges from $2,624 for 25 users to $15,899 for 2,500 users, including warranty. The EM6600 offers a 15 percent to 20 percent average solution provider margin.

People are not going to change the way they communicate when they are away from their desks. Being mobile goes well beyond the traveling salesman and now includes interoffice mobility to help improve productivity by providing users with the ability to connect over a variety of different devices, allowing them to remotely access company information.

CHANNEL PROGRAM SNAPSHOTS
>NOKIA ACCESS MOBILIZER EM6600

COMPANY: Nokia Enterprise Solutions
Irving, Texas
(877) 997-9199
www.nokia.com
DISTRIBUTORS: GE Access, Westcon
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CHANNEL RATING:

Note: Vendors can earn up to five stars for technical merit and five for their channel program. If the average of these two scores is four stars or greater, the product earns CRN Test Center Recommended status.