Bundle To Help Solution Providers Get Customers Started On Wireless WAN

The companies are offering a five-user starter pack of Citrix MetaFrame software, which provides wireless access to company applications running over a central server; five Sierra Wireless AirCards, PC card-based wireless modems that work over the Sprint PCS Vision Network; and wireless data services from Sprint PCS. The bundle will be sold through Ingram Micro.

Representatives from Sprint PCS, Citrix and Ingram Micro were unwilling to provide pricing for the bundle. But Sprint PCS executives said monthly charges for unlimited wireless data use will be priced at $49.95 for the first three months of service. After that initial three-month trial period is over, users can pick from a variety of wireless data plans, including unlimited data use for $99.99 per month.

Ryan Slack, senior director of the business solutions program at Sprint PCS, said the bundle was put together to help solution providers educate their customers about the benefits of mobile wireless solutions.

"When VARs are looking to sell [mobile they have to put different pieces of the solution together," he said. "We are giving them everything they need bundled in one easy package."

Slack said Sprint PCS turned to Ingram Micro to sell the package because it's a familiar purchasing venue for most data-oriented solution providers. Slack is hoping solution providers that have not yet experimented with wireless WAN solutions will also purchase the bundle from Ingram Micro.

Slack's group is particularly focusing on solution providers that have been installing wireless LAN networks for customers. The next step, Slack said, it to get these solution providers to sell customers on getting that same wireless experience outside the office.

Slack said his group hasn't been focusing on the wireless hot spot market--at least not yet. Business customers are still focused on wireless LAN services in the enterprise environment, he said, so Sprint PCS is encouraging VARs to sell an experience where corporate users would access data via wireless LAN in the office and then switch to Sprint's wireless WAN services when outside of that environment.

Sprint PCS announced its business relationship with Ingram Micro in September but has yet to sign on with Ingram Micro's competitor, Tech Data. Slack declined to comment about any potential relationship with Tech Data but said Sprint PCS is talking with all of the major data players.

Also at the show, Sprint PCS announced the release of the Seirra AirCard 500. The device was the subject of controversy in the channel because of its delayed release data. Solution providers complained that they couldn't get their hands on AirCards, one of the biggest sellers in the wireless market. The cards were delayed because of they needed to be certified on Sprint PCS' Vision network, launched in July. The card will have a suggested retail price of $349.99.

Sprint also announced a Compact Flash wireless modem from Growell Telecom. The device works in all standard Compact Flash and also includes a PC Card adapter so that it can be used in notebooks. The wireless modem has a suggested retail price of $229.99.