The implementation process was completely behind the scenes. The systems were integrated so seamlessly that only the employees who were formerly responsible for typing in the orders have noticed a significant change in the systems. The sales force had already been using ePad systems, and the added functionality available through the integration was a welcome value-add that didn't call for additional training.

Benefits of integration
Atomic has been aggressively rolling out new technologies to streamline its distribution and sales processes, such as the Palm OS-based ePad application. Now they have real-time exchange between the custom-designed ePads used by the field sales group and the company's back-end systems. By bridging between the legacy systems and the front-end applications, Atomic has experienced improved sales and customer service efficiency and functionality. This exchange of business information eliminates previously used manual processes within Atomic USA, which was limiting the efficiency of ePad.

Some of the features and benefits realized by Atomic include:

• Real-time access from ePad to AS/400;

• Access to real-time inventory, customer history, and credit status;

• Lower costs by reducing order processing time and manual errors;

• Continued leveraging of legacy investments;

• Real time access to CRM (Customer Relationship Management) for inventory catalog, pricing, discount calculation, ordering, and order status.

The key point is that Atomic is now able to take advantage of its investment in legacy applications while still moving forward with new mobile technology. Atomic is saving money through increased productivity and has saved on the cost of revamping its entire database. The sales force is now able to access customer information on the spot and offer discounts--which makes customers happy. It's too soon for Atomic to tell how much the system will impact sales figures, but the company is definitely realizing benefits already.

As your company pursues e-business initiatives, such as the integration of Palm handhelds into the corporation, it's important to keep in mind how you'll continue to leverage your legacy applications. Hopefully Atomic's example has given you some valuable food for thought.

J. Sasidhar is President and CTO of Dharma Systems at http://www.dharma.com.