Siebel seeks mobile network partners

NEWS CRM giant Siebel Systems is set to announce a partnership with one or more European mobile networks before launching the next generation of mobile applications. Brian Stone, director of wireless products at Siebel, said: "Siebel will shortly announce premier and strategic alliances with several mobile operators in Europe. These alliances are important to Siebel in bringing complete, end-to-end multi-channel ebusiness solutions to market in the wireless space." Siebel already has partnerships with four North American wireless networks, Cingular Wireless, AT&T wireless, Sprint PCS in the US, and Bell Mobility Canada. Siebel also has a range of mobile solutions for field service and travelling sales professionals, but the company will need to collaborate more closely with European-based wireless operators to expand its customer base and improve its range of offerings. Jessica Figueras, analyst at Ovum, said: "This is pretty important, especially if you are already a Siebel customer, but these companies are still feeling their way around this, their relationships are still in their infancy." Features like network coverage and roaming capability would be relatively low on Siebel's shopping list, she suggests - the biggest problem will be finding an operator whose corporate culture fits in with the company's way of doing business. "Siebel will be looking for a partner with a good reputation for dealing with businesses," she added. "Compared to software vendors, the mobile companies are not used to selling at board level. Siebel will be looking for a partner who at least recognises that gap." Major Siebel partners are often required to make contributions to the controversial "joint marketing fund", which cash-strapped European operators may well be reluctant to do.