Apple Partners Expect Mobile Competency To Drive More Business
new Mobility Technical Competency
MTC is Apple's effort to identify a go-to roster of solution providers with the back-end network infrastructure expertise to handle large scale iPad and iPhone integrations. Corporations in virtually every industry vertical are buying large quantities of iPads and iPhones -- in some cases, tens of thousands in a single purchase -- and Apple wants to make sure that these devices are deployed in a way that meets its exacting standards.
ACN membership is a pre-requisite for MTC, but it's safe to say that not all ACNs are going to sign up for the training. Apple's decision in 2009 to work with OnForce for distribution of on-site support leads coming from Apple retail stores has irritated many ACN members, as has Apple's introduction earlier this year of Joint Venture, an SMB-focused offering that includes set-up and training services for Apple products.
With MTC, Apple has been reaching out to Microsoft partners because their skill set is a logical fit, and this group doesn't have much mobile business right now within their own sphere of influence. But existing ACN partners are eligible for MTC as well, and ones that have achieved it expect to see more referrals coming from Apple.
"I am seeing Apple's SMB team proactively reach out to companies like mine. They're calling us and saying we see you are certified and we want to work with you," said Craig Cohen, president of HCS Technology Group, an Apple consultancy in Bohemia, N.Y. "It’s the first time I have ever seen this, and I would say it's evidence of Apple seeing and understanding how the channel works."
Ben Greisler, principal at Kadimac, an Exton, Pa.-based Apple integrator, is also seeing Apple's SMB team taking a proactive stance on referrals. "They have been reaching out to me for a while now especially in the Xsan arena," he said. "I would expect that SMB folks will be looking for MTCs for iOS referrals."
Apple didn't respond to a request for comment on whether MTC partners will receive priority in lead distribution. So these may just be examples of partners that Apple trusts to handle iOS integration work, and not indicative of an official policy on directing referrals.
ACN partners have traditionally been focused on home users, but that's shifting quickly as iOS devices continue to flood into companies of all sizes. It's no longer unusual for ACNs to have Windows and Exchange expertise in-house, but not every ACN is in a position to make such an investment.
Even some that have brought in Microsoft skills are still waiting to see how things play out.
"I have Windows people in my company. We're not seeing any business increase as a result of our MTC certification," said Pam Lefkowitz, president of Core Computing, an Evanston, Ill.-based Apple ACN partner. "We did it because I was under the impression that Apple was looking to bring business to those who passed it."