A new Yankee Group report, "Wireless Middleware Pure-Plays Still Precariously Perched," shows that enterprises will choose a primary wireless data solutions vendor from among a variety of different types of firms. Survey results show only 1 percent of respondents would choose pure-play wireless middleware and software vendors for mobile data solutions. The failure of the pure-play wireless middleware market boils down to one thing – its focus on selling technology rather than solving business problems.

A glut of pure-play wireless middleware and software vendors has emerged – most within the past five years – to address the enterprise mobile computing market. Many firms faded away because they lacked differentiation or had revenue problems, and technology vendors are incorporating mobile-computing capabilities into their professional services expertise or core software offerings. "As software vendors incorporate core mobile-computing technologies into their products, and enterprises adopt new technologies such as Web services, pure-play wireless middleware and software vendors need to address the business process issues of mobile workforces and learn to coexist with larger IT vendors," says Eugene Signorini, Yankee Group Wireless/Mobile Enterprise and Computing senior analyst. "Market forces already are causing some smaller wireless vendors to adjust their strategies. The few firms that have distinguished themselves in this crowded market are those aiming to use mobile technologies to guide workflows for horizontal business processes."

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