Executive Summary (This is a document excerpt)

Organizations are investing more resources in mobilizing their sales functions. The benefits of mobile sales tools can lead to increased productivity and generate higher levels of customer satisfaction. But sorting through the solutions in the market can be difficult and not knowing which CRM solutions the middleware apps integrate with or handheld devices they support could result in higher costs for your sales organization. Forrester researched seven mobile middleware products that offer thick handheld software apps used to mobilize sales teams. We learned that although the applications do share some similarities for device support and CRM application integration capabilities, there are also key differences. If your organization is looking to mobilize its sales capabilities through mobile middleware apps, Forrester suggests that you define your mobile needs upfront, inventory your current tools used to support sales, and approach the implementation with a cross-functional approach.

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