Solution Providers' Interest In Wireless Wows U.S. Robotics

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Tom Pryzgoda, director of global marketing for U.S. Robotics, didn't even want to come to Comdex Chicago.

Past shows have proven lackluster, so why waste the time, he thought. But by midmorning Wednesday, the day after the show floor opened, U.S. Robotics had run out of applications for its first solution provider program.

The reason, Pryzgoda said, was intense interest from solution providers in the show's major focus,wireless and mobile computing. Much the same goes for the reasons behind U.S. Robotics' decision to create a formalized program: to let solution providers know the company is not just focused on wired modems, but on a full range of wireless access and broadband routing products.

"We've had a ton of requests from solution providers who are looking to integrate a total wireless solution into the SMB," Pryzgoda said, after he worked his way through a large group of people lined up in front of the tiny U.S. Robotics booth. "We've always done well selling through distribution, but we felt we could do much better if we had a formalized program."

The program, called U.S. Robotics Business Connection, offers communications and training tools, special pricing, discounted product demos, marketing funds, demand creation and toll-free priority service support line for qualified partners.

"Wireless access and broadband routing are the biggest and fastest-growing opportunities that we see," Pryzgoda said. "We want to grow that market with solution providers and show that we're committed to the channel."


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