ACCESS Developer Network (ADN) is a global program connecting developers to tools, technical information, comprehensive support, and distribution channels. ADN provides support to mobile developers in launching applications and services for ACCESS Garnet(TM) formerly called Palm OSŪ and the next- generation ACCESS Linux Platform(TM) Development Suite. ADN will be rolling out detailed technical and business information throughout 2007 while driving innovation on the ACCESS Garnet platform.

Join ADN Today
Membership is free
(Note: If you are currently a registered member of the PalmSource Developer Community, your information will be migrated).

Be one of the first to develop for the platform by applying for the Inside Track Program to gain exclusive early access to pre-release tools, resources, and sync-up opportunities.

Once your application has been submitted, it will be reviewed by the ADN team. Upon approval, you will be required to complete a Non-Disclosure Agreement prior to accessing the tools and documentation; information submitted remains confidential and is not shared without permission.

Apply for Inside Track today

Visit ACCESS at 3GSM in the Courtyard at CY06
WIP will be there Monday and Thursday from 9am to 1pm.

WIP Welcomes the WSA to the Partnership!

The WSA (formerly the Washington Software Alliance) was founded in 1984 and is the largest statewide technology trade association in the U.S. The WSA boasts 1000 members across the spectrum of the technology industry from software publishers, custom software developers, computer system integrators, wireless carriers, mobile content providers, video game producers and developers, technology integration consultants, technical staffing companies, service providers from the accounting, legal and creative industries, venture capitalists, educational institutions, individuals and students.

The WSA serves its members with discounted business services, educational events, seminars and conferences, excellent networking opportunities and industry advocacy.

The WSA Wireless/Telecom SIG meets 6x/year to foster educational and business development opportunities that support telecom and wireless- focused companies in Washington state.

Check out the benefits of WSA membership here. ________________________________________

WINBC features NOVAX
Novax, a privately held company, is an Integrated Transportation Services Corporation (ITSC), providing knowledge, technology and services to the intelligent transportation systems marketplace. more

OTTAWA WIRELESS CLUSTER features bITHEADS
bitheads is the software product-building partner that has helped RIM, 3Com, BelAir Networks, Cryptologic, IBM and many others get award-winning software products to market faster. bitHeads? unique ProductStrea(TM) approach provides rapid deployment product development teams, a proven methodology for building new products faster and a partnership model based a commitment to successful delivery. more

MX ALLIANCE of Scotland features PICSEL TECHNOLOGIES
Picsel has quickly grown into a global solutions provider with strategically located offices in Japan, China, Korea, Malaysia and the US. The company's success is built around its groundbreaking ePAGE(TM) technology, a multimedia content engine enabling interaction with every type of content, in all its original richness, on any kind of device. more

TORINO WIRELESS (Turnin, Italy) features MICRONTEL
Microntel designs, engineers and manufactures Access Control, Time Attendance and Shop Floor Data Collection Systems. Founded in Torino in 1986, the company develops state-of-the-art, customized hardware and software solutions committed to data gathering and processing. Services and products are supplied to 3000 companies to date, including USA renowned brands. more

WIP partners with wireless organizations and associations around the world - see them featured on the Partner Page of the website. Every month we feature the associations, their events or activities and their members online and in the newsletter. Ask your organization to partner with WIP today!

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Wireless Association Dinner during 3GSM
Sunday, February 11, 2007, Barcelona
Contact us to ensure your association attends.

Although I call myself Terry, my given name is actually Terence. Throughout my career I have used Terence as my go-to-market mnemonic. I?ll share with you that mnemonic today, and if there?s one thing you should take away from this article, it?s to remember ?the Terence sales process?; it works! Think about how you can apply TERENCE to your current sales challenges.

The best example of TERENCE in my career was when I took over sales at a company with annual revenues of $0.5M Within 2 years, annual revenues had become $3.4M, we had become well known within the industry, and we had some really high profile reference customers.

This is how we did it.
T ARGET: instead of trying to sell to everyone, we focused 100% on the lucrative carrier market. We set ourselves a goal of $3M in revenue and 10 carrier customers within 2 years.
E STABLISH: selling to carriers required a different class of product and a different set of skills; we re- structured internally before going out there.
R ELATIONSHIPS: although it was expensive, we attended all the tradeshows and industry events, we presented our vision and wrote groundbreaking white papers, we joined the associations, and we adopted a consultative selling approach. The carriers started approaching us to do business!
E VALUATION: we were proactive about providing packaged evaluations on our terms, and when carriers did on-site assessments our ?Establish? phase had made us prepared and ready with most of the answers.
N URTURE: carriers were notorious for dragging their heels, so we had to be assertive. We went to them with a well-thought out execution plan including timescales, and we were prepared to walk if they wanted to move more slowly.
C LOSE: instead of putting all of our hope in Vodafone, we signed several tier 2 carriers first, which gave us great experience and some great revenues in shorter timescales.
E XPAND: our solution was GSM circuit- switched but our roadmap was GPRS; carriers bought the GSM solution because of what we would be able to do when GPRS was launched.

That all happened in 1999, and that company is still going strong!

Terry Hughes runs a wireless sales consultancy company in Canada, called otaView. otaView is a member of WIP. Terry has spent the last 20 years in telecoms in Europe, mainly heading up sales and business development, including 7 years at Vodafone and 4 years at 2 start-ups. Before setting up otaView he was VP Sales at Zi Corporation for 4 years, licensing embedded software to OEMs. Having worked within the world?s biggest carrier, then spending many years selling to carriers and handset manufacturers, Terry has seen it all ? and sold it all !

WIP will feature a Go-To- Market article every month. Submissions welcome from members.

MOBILE AND WIRELESS ENTERPRISE 2007
A gathering of IT Executives and Decision-Makers looking for mobile and wireless products and services to achieve their growth objectives. A great opportunity to network and showcase your products to customers. more

WIP Member offer:
Attend for $1295 per person (a $700 savings) or
$2395 for two, which includes a six (6) minute demo opportunity.

For more information: john.winters@frost.com

FROST & SULLIVAN
"Partnering with Clients to create innovative growth strategies." We are a global research and growth consulting firm, having been in business since 1960.