Why Wireless Customers Buy

Business customers for wireless data demand the following. If a wireless application does not meet these requirements, it will not be bought:

a1. The mobile solution works with the customer's entrenched office-bound software.
or
a2. There is some simple, easy to explain, horizontal thing the application does (e.g. GPS) that does not require integration with existing software.

b1. The mobile solution is trustworthy because it is endorsed by the customer's software vendor, by other people in their industry vertical, or by their carrier.
or
b2. There is a "low risk" way to try out the mobile solution without committing hundreds of thousands of dollars.

or
b3. The customer is an earlier adopter and willing to "go for it" without a lot of external validation.

c. The moble solution does exactly the task the customer perceives they need