E-Mail Opens Wireless Doors

Cingular Wireless, the second-largest U.S. wireless carrier, inked a deal with Tech Data to help it sell wireless e-mail solutions. The distributor will be offering its partners a wireless handheld and behind-the-firewall e-mail application from Good Technology with activation on Cingular's Mobitex Network, said Mike Bennett, director of indirect reseller channels at the Atlanta-based carrier.

Good Technology, a Sunnyvale, Calif.-based start-up, has developed an integrated solution that competes with the popular BlackBerry product from Research In Motion, Waterloo, Ontario.

Cingular also has signed on CDW Computer Centers, Vernon Hills, Ill., and aims to form more relationships with solution providers, Bennett said.

"As we solicit or have conversations with potential new dealer/agents, we will be presenting both the Good [Technology and [RIM BlackBerry solutions to those organizations," he said.

Other companies also are using wireless to boost their presence in corporate accounts. Earlier this month, Microsoft allied with top systems integrators to roll out enterprise-class wireless e-mail solutions. Mountain View, Calif.-based Handspring last week said it plans to team with outsourcer MarketLink, San Ramon, Calif., to provide channel training and sales solutions for its Treo mobile phone/PDA. And Wireless Knowledge, San Diego, partnered with Nextel, Reston, Va., to provide a wireless e-mail solution priced at $5 per user.

Dan Rime, marketing manager at CDCE, a Yorba Linda, Calif.-based mobile integrator, said there's a method to the madness behind the wireless e-mail hoopla. "E-mail is the easiest way to get corporations started in mobile and wireless applications," he said. "People understand e-mail, and they are used to it."

Seeing increased interest in mobile technology, CDCE last week hired seven people to help sell solutions, according to Rime.