Russell M. Glass

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Top Stories by Russell M. Glass

Wireless solutions accelerate business, but before widespread adoption can occur, the value of business process acceleration and the role of wireless within it must be more clearly articulated. While not always explicitly asked, the question, "What's a wireless business worth?" - along with most wireless software pitches - often draws blank stares or a blatant lack of interest. It's not that wireless software isn't cutting edge or that it lacks unique business capabilities. The problem is that wireless software is being positioned and pitched as the end-all cure to a company's "wireless problem." The catch is that there's no such thing as a wireless problem, and all the cutting-edge technology in the world won't create one. There has been a lot of talk about how slowly the wireless software industry has grown in comparison to initial growth projections. Contrary to ... (more)

Stop Selling Mobile and Wireless Technology…

There is simply no such thing, says Russell Glass, as a "mobile and wireless problem." There are only business problems - to which wireless apps may indeed be a powerful and effective solution. If yet another sales rep walks into your office and says, "I have the answer to your mobile and wireless problem," you should take three courses of action. First, aim squarely and throw the massive stack of wireless marketing materials that have been accumulating on your desk. Then, pitch a heavy book or stapler to really emphasize the point. Finally, swiftly kick the salesperson out of y... (more)