All those applications that are mission critical, those are your killer apps. And, what we're proposing and what many of our customers are now figuring out is the power of taking that application and extending it out to a wireless device. Leverage investments that you've already made, increase the utility and the power of that application by putting it in the hands of people.

It's astounding when people deploy this on a pilot basis and come back to us and say, "We had no idea how powerful this was. You know, we're making two more sales calls a day." We've got companies that are feeding us back information to say, "Our reps are actually making a thousand dollars more a month than before we deployed this solution." And, by the way, the company is making an additional $3,000 to $4,000 in revenue for each one of those salespeople.

Everybody's kind of walked up to the edge, and they're peering over the side wondering, "Is somebody going to jump before me?" But that's normal for any new technology. It's not unusual. As people start to make that move, as they yell back up from the water to say, "The water's great," you're going to see more and more people.

I think it's really going to turn into a competitive play. We have a large food distribution company who has deployed a wireless data application that they've had in the marketplace for about a year now. They're largest competitor just called us a few months ago and said, "We want you to come out and hook us up the same way they are, because they're beating us in the marketplace." They're more productive, they've improved their customer satisfaction, the customers would rather deal with them because they answer their questions in real-time. So, in other words, when they're asked, "When did my order ship?" the reply is not, "I'll go to the office and call you back tomorrow, or leave you a voicemail this afternoon." They pull out their Palm OS device, key the order number, and say, "It shipped this morning at 10:00 AM." And, customers love that. That's a competitive advantage.

Our interview with Jay Highley continues in the September, 2001 issue of PalmPower Magazine Enterprise Edition. If you'd like to be automatically notified when the issue becomes available, subscribe to the PalmPower Magazine Enterprise Edition Tip of the Week at http://www.palmpowerenterprise.com and you'll get an email notification delivered right to your mailbox.