Partners Impatient For Sierra Wireless AirCard

More than two months after Sprint launched its PCS Vision network, Sierra still hasn't been able to deliver volume shipments of the Sierra AirCard 550, developed for the network, solution providers said.

That, coupled with limited distribution channels available for other next-generation wireless modems, has further aggravated solution providers struggling to work within the rigid confines of an industry that primarily has catered to mass-market resellers.

Brian Solomon, vice president of CDCE, a mobile solution provider in Yorba Linda, Calif., has been waiting for months to equip customers with Sierra AirCard 550s. "It's frustrating because these delays have cost us a lot of money," he said.

Another solution provider, who asked to remain anonymous, has turned to a voice distributor to get Sierra AirCards that work on the Verizon Wireless network.

Key distributors including Ingram Micro and Tech Data have been unable to sell the new wireless modems because they lack the appropriate service agreements with the carriers, said Jeff Miller, vice president of business development and indirect channels for Sierra Wireless, Vancouver, B.C.

Ingram Micro recently announced agreements with Verizon Wireless and VoiceStream/T-Mobile. But despite those agreements, solution providers said they still have been unable to get AirCards through Ingram Micro. Miller promised that the products will be available soon from the distributor.

Tech Data last week announced an agreement with Sierra to distribute the AirCard, but so far the distributor only has activation agreements for the Mobitex network with Cingular Wireless. Tech Data officials said they are negotiating with other carriers.

While some solution providers are pointing the finger at the carriers, Miller said carriers, vendors and distributors simply need to get the proper sales infrastructure in place. He said the Sprint PCS Vision AirCard has been approved and has started to ship.

"It took, as an industry, several months longer than we all expected," Miller said. "But there are a lot of players, and some of them are new to wireless data."

Sprint PCS said it is currently offering a modem from Novatel Wireless, San Diego, that works on its Vision network. Ryan Slack, senior director of the Sprint PCS business solutions program, declined to comment on the Sierra card holdup but said the carrier intends to offer it to partners once it is available for volume shipping.

Both Slack and Miller said the channel, distributors and carriers will get an equal supply once the card is released for sale.