Mobile Expert Interview Series: Troy O'Connor

I had the opportunity to interview Troy O'Connor recently while he was in Australia.  He is the CEO of Sky Technologies, an SAP Partner, and an expert in SAP mobility.  Sky Technologies is a software company, and their mobile solution for SAP is the SkyMobile Framework.

Troy first got into mobility as a systems integrator for SAP.  He cut his teeth on mobile applications for warehouse and inventory management over a decade ago.  SAP developed a lot of barcode data collection applications using rugged handheld computers like the LXE.

I asked Troy about his thoughts on mobile micro-applications and MEAPs (mobile enterprise application platforms).  He said that mobile micro-applications are very useful, especially for simple forms-based mobile applications, but he would advocate that mobile micro-applications should be developed using a MEAP and supported by a MEAP.  That way there is a standard way of developing, integrating and supporting them.  MEAPs should provide a rapid and agile development environment for both thick client applications and mobile micro-applications.

I then asked Troy for his thoughts on the role of thick mobile clients and thin mobile clients.  He responded that thick mobile clients are less important when there is 100% connectivity, but there are many cases where rugged working environments do not have connectivity.  In such places being able to operate in a connected or disconnected mode is important.  He added that he prefers the term "Intelligent Mobile Client" over the term thick client.  Intelligent Mobile clients typically have more computing power, on device databases, document management, and data collection capabilities that thin clients.

"What about MEAPs?" I asked.  He listed the core features he felt a MEAP should have:

1. SDK to provide tools for rapid and agile mobile application development.
2. Interface management to protect the integrity of the SAP transaction and ensure it happens and is completed in SAP.
3. Data modeling, data profiling and data synchronization.
4. Device management, which is important so errors and support issues can be discovered and resolved quickly.

I followed up by asking, "How do you tell the difference between a good and bad MEAP?"  He answered:

1. The MEAP must be very flexible, because SAP is very flexible.  The SAP user must be able to rapidly customize their mobile applications to match any customization they do in SAP.
2. The MEAP must support both pre-developed (canned) mobile applications and custom mobile applications.
3. 100% of Sky Technologies' customers have requested some level of customization.  That is why the MEAP must support this capability.
4. SAP is a transactional management system, and because of that any mobile applications integrated with SAP must also be compliant as a transactional management system and provide complete end-to-end visibility to these transactions.
5. SAP interface management is critical.  SAP must have visibility into mobile transactions and be able to monitor them from inside of SAP.
6. SAP scales up to tens of thousands of users.  The mobile enterprise application platform must also scale up.

I asked Troy about Sky Technologies' strategy of using an SAP "Innerware" architecture for their MEAP.  He responded that Sky Technologies was given a namespace inside of SAP by SAP to integrate their SkyMobile MEAP.  It was then certified by SAP and enables SAP to have complete transactional visibility to mobile transactions.  The "innerware" strategy also enables them to utilize and maximize SAP's integration technologies including SAP NetWeaver.  Many other mobile software companies choose to duplicate SAP functionality in external third party middleware which adds unnecessary layers of complexity.

I learned a new term from Troy - "short pants."  This term refers to youngsters or pretenders, those that lack a complete understanding of an environment.  He used that term to refer to mobile software companies that do not have deep knowledge and experience working with SAP.  I have now added that term to my vocabulary.

When asked his opinion on SAP's current mobility strategy, Troy answered that he agrees with SAP's partnership strategy for delivering mobile applications.  He said the market and technology is moving too quickly for a large software company to keep up.  They need to support the innovation that can come out of their smaller mobility partners.

In response to the question, "What should SAP do differently?"  He answered, "Clarify the licensing strategy and price for mobile applications."  He shared that some of his SAP customers had run into confusing licensing issues around mobile devices for SAP, and this caused some grief.

The last question I asked was, "What should an SAP customer ask a mobile application vendor before purchasing?"  Troy answered, "Where is the master system?  Is it SAP or a third party database or middleware application?"

Related Articles:

Mobile Expert Interview Series: PriceWaterhouseCoopers' Ahmed El Adl, PhD
Mobile Expert Interview Series: Nokia's John Choate
Mobile Expert Interview Series - Jane and Keelin Glendon of HotButtons

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Kevin Benedict
Author of the report Enterprise Mobile Data Solutions, 2009
Mobile Strategy Consultant, Mobile Industry Analyst and Web 2.0 Marketing Expert
http://www.netcentric-strategies.com/
www.linkedin.com/in/kevinbenedict
twitter: http://twitter.com/krbenedict
http://kevinbenedict.ulitzer.com/
http://mobileenterprisestrategies.blogspot.com/

***Full Disclosure: I am an independent mobility consultant and Web 2.0 marketing expert. I work with and have worked with many of the companies mentioned in my articles.
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Bloomberg BusinessWeek Reports on Productivity Gains - Is Mobility to Blame?

I read an interesting article by Mike Dorning in last week's Bloomberg BusinessWeek.  In summary, the article said surveys are showing that people do not believe the economy is improving despite nearly all market indicators suggesting otherwise.  Of particular interest is the following excerpt, "While jobs have been slow to return, the country has experienced 'an incredible productivity boom' that strengthens the economy for an expansion, says Greenhaus of Miller Tabak. Labor productivity, or worker output per hour, grew at a 6.9 percent annual pace in the fourth quarter, capping the biggest one-year gain since 2002."

I am seeing an incredible interest in enterprise mobility applications these days.  I wonder how much of the 6.9 percent productivity gain in Q4 of 2009 can be credited to companies extending their ERPs to mobile devices.  What are your thoughts?

SAP announced in December that mobility is one of their core focus points for 2010.  I can see this demonstrated with their EcoHub mobility theme this month.  In 2009 it was business intelligence.  This year I believe it is enterprise mobility, and next year the combination of enterprise mobility, business intelligence, and location based services (geospatially aware apps).

I look forward to your thoughts and comments.

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Kevin Benedict
Author of the report Enterprise Mobile Data Solutions, 2009
Mobile Strategy Consultant, Mobile Industry Analyst and Web 2.0 Marketing Expert
http://www.netcentric-strategies.com/
www.linkedin.com/in/kevinbenedict
twitter: http://twitter.com/krbenedict  
http://kevinbenedict.ulitzer.com/
http://mobileenterprisestrategies.blogspot.com/

***Full Disclosure: I am an independent mobility consultant and Web 2.0 marketing expert. I work with and have worked with many of the companies mentioned in my articles.
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Where Has Microsoft Mobility Gone - Here?

Several years ago when I was up to my neck in mobile application development projects, the only mobile operating systems referred to were Windows Mobile, Windows CE, along with a few reminiscent comments about Palm OS.  Today, the mobility world is a completely different place but perhaps not as different as you may think.

The world of Windows Mobile and Windows CE still exists.  In fact the industrial and ruggedized mobility environments are strong and completely dominated by Microsoft operating systems.  This may surprise folks who are relatively new to mobility and may have thought enterprise mobility is limited to the smartphone.  The ironic thing is that Microsoft was primarily focused on the consumer device market but accidentally found themselves dominating the markets for ruggedized and industrial grade mobile devices. 

SAP mobility partners like Leapfactor, RIM, and Vivido Labs are mobilizing SAP primarily for the users of smartphones such as iPhones, Blackberrys, and those using the Android operating systems, but just because they are making the headlines does not mean there isn't a substantial and growing market for rugged and industrial mobile devices using Microsoft Mobile.

A few weeks ago I spoke to Andy Sivell, a project manager for SAP mobility partner Sky Technologies, about a large mobility project he is working on for a water utility in Australia with many hundreds of mobile application users.  The rugged devices being used are Motorola MC75s, all with Windows Mobile operating systems.   The mobile applications they support are:

• Enterprise asset management
• Mobile work order dispatch
• Field services
• Parts and equipment consumption
• Maintenance
• Job costing/time tracking
• Mobile resource management applications

It is easy to forget, with all the buzz around iPhones, iPads, Android and BlackBerrys, that there is another large and growing market for industrial grade mobility applications using Microsoft OSs.

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Kevin Benedict
Author of the report Enterprise Mobile Data Solutions, 2009
Mobile Strategy Consultant, Mobile Industry Analyst and Web 2.0 Marketing Expert
http://www.netcentric-strategies.com/
www.linkedin.com/in/kevinbenedict
twitter: http://twitter.com/krbenedict
http://kevinbenedict.ulitzer.com/
http://mobileenterprisestrategies.blogspot.com/

***Full Disclosure: I am an independent mobility consultant and Web 2.0 marketing expert. I work with and have worked with many of the companies mentioned in my articles.
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Mobility in the Enterprise from SAP

Announcement from SAP

Mobility is a key strategic priority for SAP. Starting today, Monday April 19, through April 30, 2010 “Mobility in the Enterprise” will be featured on SAP EcoHub. We have assembled an extensive array of valuable assets,(also see below) i.e.:

1. The best enterprise mobile solutions from partners that include Sybase, Syclo, Mellmo, Sky Technologies, Vivido Labs and Leapfactor. All contribute towards sales and revenue.

2. Videos and blogs from senior SAP executives and mobile visionaries. We received overwhelming commitment and cooperation from SAP executives and partners. We received 20 videos and 15 blogs on mobility and 3 partners have bought advertisement packages during this period.

3. Tools to locate the right mobile solutions. Check out the very cool “Find the right mobile solutions for your business” mini-app.

4. Engagement vehicles i.e. the mobility survey and an invitation for mobile app developers to introduce themselves to SAP.

5. Links from SAP.com, SCN, partners sites and mentor blogs to SAP EcoHub

“Mobility in the Enterprise” presents a great opportunity for our customers, AEs and partners to learn and engage with SAP on mobility. You can help us by publicizing and raising awareness of the mobility theme. Please take 5 mins to visit EcoHub yourself and become familiar with the content and solutions. The time for mobility in now! EcoHub is ready!

Sincere Regards,

Usman Sheikh

Vice President
SAP EcoHub
SAP AG
M +1 650 391 4830
E u.sheikh@sap.com


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Kevin Benedict
Author of the report Enterprise Mobile Data Solutions, 2009
Mobile Strategy Consultant, Mobile Industry Analyst and Web 2.0 Marketing Expert
http://www.netcentric-strategies.com/
www.linkedin.com/in/kevinbenedict
twitter: http://twitter.com/krbenedict  
http://kevinbenedict.ulitzer.com/
http://mobileenterprisestrategies.blogspot.com/

***Full Disclosure: I am an independent mobility consultant and Web 2.0 marketing expert. I work with and have worked with many of the companies mentioned in my articles.
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SAP's Mobility Theme Launch

SAP kicked off their Mobility Theme on EcoHub today.  They will be promoting mobility over the next few weeks leading up to Sapphire by highlighting blogs, videos, demos, webinars, and other events related to mobility.  SAP is promoting its mobility partners including Sybase, Syclo, Sky Technologies, Leapfactor, RIM, Vivido Labs, and others.

The SAP banner above this article allows you to answer several questions and be directed to various mobility vendors that are partnered with SAP.  Very clever SAP!

This is a very interesting time for those involved in SAP mobility, and I look forward to participating in as many events as I can.  I will be participating in a mobile SAP CRM webinar on April 27, in an SAP Insider event in Palo Alto on April 30, and attending many mobility events at Sapphire the week of May 16 in Orlando, Florida.

***************************************************
Kevin Benedict
Author of the report Enterprise Mobile Data Solutions, 2009
Mobile Strategy Consultant, Mobile Industry Analyst and Web 2.0 Marketing Expert
http://www.netcentric-strategies.com/
www.linkedin.com/in/kevinbenedict
twitter: http://twitter.com/krbenedict
http://kevinbenedict.ulitzer.com/
http://mobileenterprisestrategies.blogspot.com/

***Full Disclosure: I am an independent mobility consultant and Web 2.0 marketing expert. I work with and have worked with many of the companies mentioned in my articles.
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Mobilizing SAP’s CRM - Freedom to Succeed

I have been invited to participate in an upcoming webinar on Mobilizing SAP's CRM.  The details can be found on SAP's EcoHub website, and it is scheduled for April 27 at 1:00 PM EDST.  The topics will include:

• Position CRM in your company.
• How to avoid adoption issues.
• Ways of implementing to maximize efficiency.
• Simplifying for mobile access.
• How to deploy SAP’s CRM across any mobile device.

Mobilizing SAP CRM is one of the highest priorities for SAP CRM customers.  In a recent interview that I did with EntryPoint's founder Pete Martin, he said that 100% of his net new SAP CRM sales prospects are now requiring a mobile extension to CRM.  This motivated him to partner with SAP's partner Sky Technologies to provide mobile SAP CRM solutions.  Anything that can be credited with helping a sales force sell more product is very interesting to a company.  Making the sales force more efficient, productive and effective is the goal of all companies.

***************************************************
Kevin Benedict
Author of the report Enterprise Mobile Data Solutions, 2009
Mobile Strategy Consultant, Mobile Industry Analyst and Web 2.0 Marketing Expert
http://www.netcentric-strategies.com/
www.linkedin.com/in/kevinbenedict
twitter: http://twitter.com/krbenedict
http://kevinbenedict.ulitzer.com/
http://mobileenterprisestrategies.blogspot.com/

***Full Disclosure: I am an independent mobility consultant and Web 2.0 marketing expert. I work with and have worked with many of the companies mentioned in my articles.
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The Confession of an Enterprise Mobility Guy

Yesterday, because it was spring weather in Boise, Idaho, I put on a light weight jacket with only one secure interior pocket.  This forced me to choose between putting my wallet or my iPhone in it.  I chose the iPhone. I then proceeded to a store where I sat in a number of different chairs.  When I returned home my wallet was predictably missing. 

As I pondered my earlier choices, I wondered what made me choose my iPhone over my wallet.  What decision would you have made?  My iPhone is a portal into both my personal and professional life.  My wallet is simply a container.

I read in the Wall Street Journal today an article by Katherine Boehret called "A Leash on Mobile Devices that Like to Wander."  It lists two different devices that sound an alarm if you walk too far away from your mobile device.  The problem is these device manufacturers assume you will lose your iPhone rather than your wallet.

I must confess that replacing my wallet now days seems easier than replacing my iPhone.  Someday soon they will be one and the same, and having just one secure pocket in my jacket will suffice.

***************************************************
Kevin Benedict
Author of the report Enterprise Mobile Data Solutions, 2009
Mobile Strategy Consultant, Mobile Industry Analyst and Web 2.0 Marketing Expert
http://www.netcentric-strategies.com/
www.linkedin.com/in/kevinbenedict
twitter: http://twitter.com/krbenedict  
http://kevinbenedict.ulitzer.com/
http://mobileenterprisestrategies.blogspot.com/

***Full Disclosure: I am an independent mobility consultant and Web 2.0 marketing expert. I work with and have worked with many of the companies mentioned in my articles.
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SAP CRM Partner EntryPoint Consulting Looks to Mobility for Growth

I read with interest today a press release about SAP partner EntryPoint Consulting.  I know them, and they are a long term SAP consulting and channel partner that is involved in the CRM side of SAP.  They were involved in some of the earliest implementations of mobile SAP CRM several years back and experienced a lot of first mover pain as a result.  I know they have been watching the SAP mobility evolution with keen interest for several years.

From today's press release it looks like Pete Martin, managing partner at EntryPoint has decided it is time to get serious about SAP mobility again, and he partnered with SAP mobility partner Sky Technologies to deliver mobile SAP CRM capabilities.  I spoke to him several months back, and he said 100% of his SAP CRM sales opportunities this year were asking about mobile device support so he was very interested in the SAP mobility ecosystem.

Here is a quote from today's press release, "We were convinced that we ‘chose right’ when some of the most sophisticated SAP customers, such as Colgate, chose Sky as their preferred mobile platform..."  Martin goes on to say, "By combining our CRM consulting expertise with Sky’s leading platform, we now have the ability to offer companies a comprehensive set of CRM consulting in the marketing, sales and service functional areas.  In short, we can offer them ‘SAP CRM in the palm of their hand.”

SkyMobile provides a single integrated framework that is used to mobilize and manage SAP applications on all major mobile platforms including Windows, BlackBerry, Android, Symbian, and iPhone.

I would like to hear more about what Colgate is doing in the SAP mobility space with Sky.  I know that Colgate is often in the forefront of new technologies and trends.  Perhaps, someone from Colgate will share?

*************************************************
Kevin Benedict
Author of the report Enterprise Mobile Data Solutions, 2009
Mobile Strategy Consultant, Mobile Industry Analyst and Web 2.0 Marketing Expert
http://www.netcentric-strategies.com/
www.linkedin.com/in/kevinbenedict
twitter: http://twitter.com/krbenedict
http://kevinbenedict.ulitzer.com/
http://mobileenterprisestrategies.blogspot.com/

***Full Disclosure: I am an independent mobility consultant and Web 2.0 marketing expert. I work with and have worked with many of the companies mentioned in my articles.
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Monetizing Mobile Applications in the SAP Ecosystem

SAP is trying to figure out the best way to monetize enterprise mobile applications and B2C mobile applications.  These are complex issues.  Extending the functionality of SAP to mobile users is a key goal for SAP.  They want to enable many, many more users to benefit from SAP. The mobile workforce and consumers are both areas where SAP can extend value, but how do they charge for it?

I have had conversations this month with several SAP ecosystem veterans about this topic.  They remembered conversations several years ago when SAP was quoting full PULs (platform user licenses) for each mobile user.  That did not go over well.  They have since revised that number down, down, down, but now you have mobile micro-applications that just expose little segments of value to users.  How is this going to be monetized by SAP.  There is value for micro-applications vendors and end users for using SAP functionality on an iPhone, but how should it be priced?  How can it be monitored?

SAP's goals are also to extend SAP functionality to consumers' smart phones in a B2C model.  An example would be an iPhone enabled catalog that is hosted on SAP.  It may include inventory updates, shopping carts/order entry, shipment tracking, etc.  How does SAP monetize consumer applications that are developed by mobile application vendors?

I would like to hear your thoughts, as this is an issue that is being worked through now.

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Kevin Benedict
Author of the report Enterprise Mobile Data Solutions, 2009
Mobile Strategy Consultant, Mobile Industry Analyst and Web 2.0 Marketing Expert
http://www.netcentric-strategies.com/
www.linkedin.com/in/kevinbenedict  
twitter: http://twitter.com/krbenedict
http://kevinbenedict.ulitzer.com/
http://mobileenterprisestrategies.blogspot.com/

***Full Disclosure: I am an independent mobility consultant and Web 2.0 marketing expert. I work with and have worked with many of the companies mentioned in my articles.

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Mobile Micro-Applications vs Thick Mobile Clients

As I have shared before, my background was in the MEAP (mobile enterprise application platform) world.  We used different acronyms, some not repeatable in this family friendly blog, but it was the same thing as today's MEAPs.  I have managed development projects where the mobile applications we delivered could be considered a full ERP in many places.  It was painful and expensive, but it worked.  Our customers had hundreds of route sales, service technicians, and delivery folks walking around carrying full functional ERPs on their ruggedized mobile handheld computers.

The application I am referring to above consisted of the following:

• Mobile sales force automation application
• Mobile order entry application
• Mobile invoicing
• Mobile proof-of-delivery application
• Mobile work order management application
• Mobile inventory management system
• Mobile price and promotion management application
• Mobile enterprise asset management application
• Mobile CRM to access customer service and support issues

MEAPs and thick client mobile applications certainly have their place, but there was so much customization that this finished mobile application was probably out-dated by the time we delivered it.  If any part of our mobile application needed changed, the entire mobile application had to be updated and re-tested.  With a mobile application that big and complex, the opportunities for bugs were endless.  We had to charge a fortune to deliver it.

Our customer wanted a thick mobile client application that could work in a connected and disconnected mode so that their employees could work whether there was connectivity with the internet or not.  Three years ago there were not a lot of options.  As a result there were a lot of thick mobile clients delivered.

With this particulary mobile application, the training requirements were huge.  The mobile workforce needed to understand every aspect of their mobile ERP before it could be effectively used.  You can image the level of IT support for the first six months.

It will be interesting to see how thick clients and MEAPs evolve.  There are some very active debates on the SAP Enterprise Mobility group on LinkedIn on this subject.

Where do MEAPs stop and mobile micro-applications start?  If I were to develop that same mobile application today, would I use nine mobile micro-applications rather than try to build all of the features and functionality into one giant mobile application?  Good question! 

SAP's partners are on both sides of this question. SAP partners like Vivido Labs and Leapfactor focus mostly on mobile micro-applications.  Sybase and Syclo focus mostly on thick mobile clients, while Sky Technologies seems to be hedging their bets with both thick mobile clients and mobile micro-apps.

It will be an interesting evolution to watch!

***************************************************
Kevin Benedict
Author of the report Enterprise Mobile Data Solutions, 2009
Mobile Strategy Consultant, Mobile Industry Analyst and Web 2.0 Marketing Expert
http://www.netcentric-strategies.com/
www.linkedin.com/in/kevinbenedict
twitter: http://twitter.com/krbenedict  
http://kevinbenedict.ulitzer.com/
http://mobileenterprisestrategies.blogspot.com/

***Full Disclosure: I am an independent mobility consultant and Web 2.0 marketing expert. I work with and have worked with many of the companies mentioned in my articles.
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