Kevin Benedict Ponders the Future

HP Buys Palm - RIP

Interesting news I hadn't considered - HP as a suitor for Palm.

"Palm's innovative operating system provides an ideal platform to expand HP's mobility strategy and create a unique HP experience spanning multiple mobile connected devices," Todd Bradley, vice president of HP, said in a prepared statement.

It is fascinating to me when a brand goes bad. Sometimes I think the morale in a company goes bad years before and it rots from the inside out. Employees warn their peers to stay away, recruiting suffers and vacations become the topic of choice. People stay at the company drawing a paycheck long after they give up on its success. They go through the motions but have no belief. Social networking enables industry pundits to sense the demise even before the market does.

I have known many companies in my time where if the staff were given an anonymous survey, they would have predicted its demise years earlier than the fact.

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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. ***************************************************

Mobile Expert Interview Series: Sky Technologies' Neil McHugh

I caught up with Neil McHugh from Sky Technologies the other day. He is a transplant from Scotland to the USA via IBM and is now on the Texas side of the Sky Technologies family. He is VP of Marketing and Business Development – Americas.

Kevin: Neil, tell me about Sky Technologies. I have been working in the mobility industry for many years, but only recently started hearing about Sky Technologies.

Neil: I can understand that. We have actually worked through partners in the US for many years, but never really pushed our brand until last year when we decided to change our go-to-market model and sell directly to customers under the Sky brand (imagine a Scottish accent when you read his answers).

Kevin: How are you finding the market today for enterprise mobile applications (imagine an Idaho accent when you read my questions)?

Neil: We have been very fortunate. The mobile market is strong, and we are winning deals on a monthly basis so our market presence is growing quite rapidly. We also have excellent partners in SAP, RIM, and Motorola and each of these companies bring us business.

Kevin: SAP, RIM, and Motorola all have partnerships with your competitors as well, so how much business do they really bring Sky Technologies?

Neil: Fair question - let me put it this way, these companies will always have multiple partners, but we are known for our ability to support mobile requirements that most other mobility vendors cannot. We are the go-to-guys when they are not getting the answers they want from other mobility vendors.

Kevin: Is this why I see a flurry of press releases from you guys recently. Do you get bonused on the number of press releases you write?

Neil: No, but that is a good idea. We are experiencing record growth in 2010, and every department in Sky Technologies is working around the clock with new implementations, new products, new opportunities, and there is much more to come. In addition, recently some of the very successful and experienced SAP partners have realized mobility is hot and have approached Sky to become their mobility partner. So, the flurry of press releases you see are not just issued by us, but by partners also. It is nice to be receiving this recognition.

Kevin: I remember a mention of Colgate as a recent Sky Technologies customer in the SAP CRM space. Tell me about that.

Neil: You are referring to the EntryPoint statement, right ? This will be a great relationship. EntryPoint are known experts in the SAP CRM market, and we were very excited when they approached Sky. As for the Colgate account. Unfortunately, I cannot comment on that due to confidentiality. Sorry, Nice try Kevin.

Kevin: How significant is the SAP CRM space to Sky?

Neil: All areas of the SAP market are significant. We are not vertical industry focused. We are SAP focused. Anywhere there is an need to mobilize an SAP application, Sky Technologies is there. We have customers both inside and outside the four walls across every industry that SAP works in. So, although we love CRM, we are just as active in the field, manufacturing, utilities, construction and the list goes on…

Kevin: Do you see Sky as a Global solutions company or primarily US and Australia.

Neil: We have customers across 6 continents and 25 countries, so I guess I would classify that as global.

Kevin: Can you give me an example of a global typical customer scenario?

Neil: Certainly. A typical example of a global company utilizing SAP would be BlackBerry and iPhone CRM users in the US, with their field services in Latin America using rugged Windows-based mobile devices and the European operations running Symbian and internal sales using laptops. We can manage them all with a single mobile framework. I guess that also answers the question regarding why partners bring us deals.

Remember to check out the SAP EcoHub this week! It is focused on mobility.

More articles from the Mobile Industry Expert Series:

***************************************************
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. ***************************************************

Mobile Expert Interview Series: Vivido Labs' Greg Tomb

I had the pleasure of interviewing the former CEO of SAP North America, Greg Tomb this week. Greg and his team have founded a new mobile application company called Vivido Labs that is working closely with SAP on a number of new mobile applications. As CEO of Vivido Labs, Greg is now leading an effort to mobilize SAP business processes and to create a platform that other mobile application developers can use to integrate their mobile applications with SAP.

I started the interview by asking Greg why he decided to jump into mobility after leaving SAP in 2009. He said that 18 months ago many SAP customers were asking him how they could leverage their massive investments in SAP to get more value. For example, one SAP customer had just purchased 3,000 BlackBerrys and wanted to maximize both the value from their BlackBerry investment and their SAP investments.

Greg added that he also studied the growing momentum around consumer applications that was fast developing. It got him thinking about how the evolution in smartphones and mobile app stores could add value to the SAP ecosystem. "The value of mobilizing SAP is massive," Greg stated. "Not only by making the mobile workforce more efficient, but mobile solutions can change entire business processes. Some processes can be shortened, others totally re-engineered because of mobility."

I was curious and asked about the names Vivido Labs and the Mowego platform. Greg said, Vivido is an Italian word that means "bring life." The word Mowego is the combination of "mobile-we-go." I must admit that before his explanations I had visions of dancing cheese in my head.

Mowego is a mobile platform for smartphones. It is light and easy to install. It supports both web based and native mobile applications. It can be used in a cloud computing environment or installed on-premises, based upon the needs of the enterprise.

Vivido Labs has 40 mobile micro-applications available today.

I asked Greg to tell me more about the Mowego Platform and here are his responses:

It has a smartphone centric focus.
It was developed for other mobile software developers to use.
It does not require data to reside on the device.
The approach is from an enterprise perspective.
It is not device specific.
It does not require SAP NetWeaver – sits outside of NetWeaver – and gives them more flexibility with other ERPs.
It has a workbench that allows you to build and prototype mobile applications.
Vivido Labs' customers can use the work bench to customize pre-developed mobile applications.
It includes the Services modeler, UI modeler, and business process modeler.
Developers can use Eclipse or Java to develop applications that work with the Mowego platform.
In the future when SAP releases a "gateway" for mobile applications, the Mowego platform would sit on top and help manage and integrate a variety of web services for mobile applications.

I then asked Greg what we should anticipate from Vivido Labs by the end of 2010, and here are his responses:

We have 40 mobile micro-applications today. We expect to have 200 by the end of the year, most developed by third party software development partners.
We will have the most advanced smartphone platform.
We will be known as the "Enterprise App Store."

The last question I asked was, "What do you think of SAP's current mobility strategey?" He said, "SAP needs an answer for their customers. They cannot, NOT have an answer, even if the answer today needs to be changed tomorrow. Working with mobile partners today is the right answer."

Remember to check out the SAP EcoHub this week! It is focused on mobility.

***************************************************
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. **************************************************

Mobile Expert Interview Series: ClickSoftware's Gil Bouhnick

I had the opportunity to spend time on the phone this morning with Gil Bouhnick who was calling from warm and beautiful Tel Aviv. He is the Director of Mobile Solutions for ClickSoftware and a big fan of mobility, so much in fact, that he has four mobile smartphones and rarely leaves home or the office without two or more in his pockets. Although his office is in Tel Aviv, most of ClickSoftware's customers are in North American and in Europe.

Gil's role is in the product management group at ClickSoftware. He has spent years at ClickSoftware and has been a part of the evolution of their mobile solutions. Early on, ClickSoftware, a company focused on field service automation and service scheduling optimization, integrated with mobile solutions from companies like Antenna, Dexterra (now part of Antenna) and Syclo. However, over time they began to recognize that they needed their own mobile software and framework to support the requirements of their field services customers.

I have to think that ClickSoftware felt it would be better to provide their own mobile software rather than refer business to their largest strategic competitors.

When ClickSoftware determined they needed their own mobile solution and framework, they began working with Microsoft's mobility team and developed their mobile solution around Microsoft environments. Nearly all of their customers were using ruggedized laptops and rugged handheld devices from vendors like Panasonic, Psion Teklogix, Motorola/Symbol and Intermec, which were all using Windows Mobile operating systems. Even today, in the rough and tumble world of field services where ruggedized laptops and handheld computers are required, Microsoft's Windows Mobile operating systems dominate.

ClickSoftware did take a good look at Sybase's mobile middleware before deciding on Microsoft's middleware. They believe Sybase was a good option, but they chose Microsoft and continue to be big fans of Windows Mobile due to Microsoft's dominance in the rugged industrial grade handheld computer markets.

I asked Gil about their plans to support iPhones and Android devices, and he shared that they are preparing to release light weight browser-based applications for Blackberrys, iPhones, and Android devices.

From our discussion, it appears that ClickSoftware is a strong believer in thick mobile clients that can work in connected or disconnected locations. He used the example of service technicians working in elevator shafts that do not have connectivity, but must access and record information on their handheld computer. He also described an increasing need for field services applications to support on-device barcode scanners and integrated GPS functionality.

ClickSoftware's customers (there were twenty new mobility customers in 2009) have large numbers of mobile users. One of their recent customers deployed over 5,000 mobile applications to ruggedized devices. He said all of their large customers to date are using the Windows Mobile operating systems.

Gil shared an interesting trend among their customers. He says he is actually seeing an increase in field service workers caring two mobile devices. The ruggedized industrial grade laptop or handheld computer and a Blackberry, iPhone or Android device. Why? Because often the ruggedized work-oriented computer is focused specifically on the field service application and process, and the field service technicians wants a smartphone for work communications and personal use.

Gil explained a unique phenomena they regularly experience with their customers. He said once a company starts working with a mobile application they nearly always start expanding into all kinds of new and interesting directions. It is very hard for a mobile user to stop at one mobile application. He said mobile applications are hard to limit. Their boundaries are hard to establish. Field services applications can quickly grow to include inventory management, scheduling, asset tracking, dispatch, CRM, inspection, etc.

I have also experienced this phenomena. Once the field service team becomes accustomed to working with mobile applications, they can recognize the need for many additional mobile applications that would benefit them. This was one of the key reasons ClickSoftware decided to jump into the mobile application space with both feet. They recognized that eventually customers would want mobile extensions to all of their software applications, and they were in the best position to support these requirements.

Field service technicians are no longer as easily impressed with mobile applications as they were a few years ago when all things mobile were magical. Today, they are downloading all kinds of powerful mobile applications to their personal smartphones in the evenings and weekends. Today, they expect to see that same level of sophistication from their field services applications.

In late 2009 ClickSoftware released their first standalone mobile solution, called ClickSoftware Mobile. Prior mobile solutions from ClickSoftware were mobile extensions to their enterprise field services applications. ClickSoftware Mobile contains many templates, forms builders and workflow processes that are useful for the field service industry. As it evolves, it will become a useful MEAP for many other processes and workflows as well.

Gil says he believes SAP has the right strategy towards mobility today. He described SAP's mobility strategy as the "App Store" approach to letting nearly everyone offer mobile applications that integrate with SAP. He said this strategy was necessary due to the challenges SAP had in the past with their internal mobility efforts.

What is SAP doing wrong? Gil said one of the challenges he sees is that SAP does not know what to recommend when customers ask. He said all of the mobility vendors continually update SAP on new developments, but he doubts that information is effectively distributed to the field. There are just too many developments happening too fast. He said think of the confusion when a SAP customer needs mobility in 3 or 4 different areas that are covered by different SAP mobility partners. How is the customer going to make a good decision?

What can we expect to see from ClickSoftware in 2010? Gil says that ClickSoftware has deep expertise in field services automation, which will be shown in many new features in their mobile applications including integrated SMS that is contextually aware. Customers can be notified of arrival times automatically based on the current location and schedule of the field service technician. He said their applications are increasingly location sensitive and many new features are being integrated that use GPS coordinates as important data inputs. He gave examples that included location of other service technicians, the inventories of other nearby service vehicles, and web services that include traffic information and alternative routes to help field service technicians be as efficient as possible.

Another feature that Gil's customers have been requesting is a light weight browser based-mobile application for contractors and sub-contractors. These workers are often only involved in a project for a limited period of time and come with many different kinds of mobile devices. As a result, a browser-based approach that enables any contractors with internet connection and permission to access project and scheduling information is best.

When asked about ClickSoftware competitors, Gil said Syclo is likely their biggest strategic competitor. It is my impression that ClickSoftware is committed to the field service industry and complimentary business processes for most of their business now and in the near future. He added that he does not compete much with Sky Technologies but finds their SAP "innerware" approach to mobility interesting.

Gil believes that Apple's iPhones and App Store changed the world. Apple revolutionized how all other mobile applications are developed and deployed. Apple opened up the world in new and different ways and inspired both developers and users to see smartphones and mobile applications differently. He believes the new Apple iPad has the potential to make a similar market impact.

I said to Gil, "Tablets have been around for a decade. Why do you think that the iPad has the ability to revolutionize the world?" Gil answered, "Apple has the ability to do even the simplest things amazingly!" It is the ability to produce amazing experiences that can inspire the world.

Additional interviews in this series:

***************************************************
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. ***************************************************

Sybase has Record Q1 - Credits Mobile Apps for Growth

Sybase has reported some interesting numbers that seem to be meaningful for the SAP enterprise mobility market in general.

"2010 is off to a strong start for Sybase," stated Chairman, CEO and President of Sybase John Chen. "We achieved historical first-quarter highs in revenue, operating margins, earnings, and cash flow." Added Mr. Chen, "Expansion of data, mobile devices, and real-time computing is driving adoption of our Unwired Enterprise strategy and stimulating demand for our data management, analytics, and mobility offerings."

If this is an indicator of a trend for enterprise mobility, rather than just an improving economy, then let the fun begin!

***************************************************
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. ***************************************************