Open Mobile:The growth era acceleratesThe Deloitte Open Mobile Survey2012                                  Open Mobile: Th...
Contents                                         1	Foreword                                         2	    Executive summar...
Foreword       Just over two years have passed since our last survey of the U.S. mobile sector, and I am again delighted t...
Executive summary                                                                                                       Am...
•	 Healthcare sector thought to be the most                    •	 Mobile Carriers urged to follow a managed   promising ne...
seen as critical success factors of mobile                   companies orchestrating (42 percent) or participating        ...
Open mobile redux                                                                                                         ...
Emerging insight themes                                        Findings from this new study continue to analyze the       ...
Figure 1. Ranking key organizational capabilities in the 4G eraRanking the importance of organizational capabilities to co...
The hypercompetitive mobile sector                                              So significant is the accelerated rate of ...
Figure 4. U.S. smartphone OS market share                                                                               Th...
Certainly, network carriers still seem slow to react to this                 from reaching their full potential in mobile ...
Accelerating into the 4G era Very much the backbone of the open mobile growth                       So what does this mean...
Mining for gold                                                                                                           ...
The rise of the machines                                                       wireless home-based healthcare applications...
Case Study: mHealth                                          Overview                                                     ...
Figure 9. U.S. wireless healthcare revenue 2009-2013                          In similar fashion, the rapid advance in sma...
Evolving ecosystems                                          With these challenges firmly front and center of             ...
Case study: Smart GridsOverview                                                                          Value outlookThe ...
Key drivers and benefits                                         From a benefits perspective, efficiency gains lead the wa...
awareness among consumers about the roles and benefits   Evolving ecosystemsof smart grids34. But as knowledge increases, ...
Open Mobile Survey 2012
Open Mobile Survey 2012
Open Mobile Survey 2012
Open Mobile Survey 2012
Open Mobile Survey 2012
Open Mobile Survey 2012
Open Mobile Survey 2012
Open Mobile Survey 2012
Open Mobile Survey 2012
Open Mobile Survey 2012
Open Mobile Survey 2012
Open Mobile Survey 2012
Open Mobile Survey 2012
Open Mobile Survey 2012
Open Mobile Survey 2012
Open Mobile Survey 2012
Open Mobile Survey 2012
Open Mobile Survey 2012
Open Mobile Survey 2012
Open Mobile Survey 2012
Open Mobile Survey 2012
Open Mobile Survey 2012
Open Mobile Survey 2012
Open Mobile Survey 2012
Open Mobile Survey 2012
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  1. 1. Open Mobile:The growth era acceleratesThe Deloitte Open Mobile Survey2012 Open Mobile: The growth era accelerates 45
  2. 2. Contents 1 Foreword 2 Executive summary 5 Open mobile redux 6 Emerging insight themes 8 The hypercompetitive mobile sector 12 Mining for gold 20 Software, the great disruptor 26 Industry snapshot: the surging apps economy 29 Assessing strategies and capabilities 36 Following the mobile elite 38 About the survey 39 Endnotes 41 Author and acknowledgements46 Open Mobile: The growth era accelerates
  3. 3. Foreword Just over two years have passed since our last survey of the U.S. mobile sector, and I am again delighted to present the Deloitte Research Open Mobile Survey 2011–2012. Once more, we have selected findings from a highly targeted survey of senior executives from organizations large and small, representing a broad range of opinions on the challenges and opportunities the mobile industry will face in the coming three to five years. Companies represented include network carriers, mobile device manufacturers, software applications developers and infrastructure component manufacturers, all of which compete in an increasingly convergent and turbulent mobile sector. As our survey insights show, much has changed in two years. The 4G era has finally arrived, and Hypercompetition has taken hold. With it, the core elements of open mobile — accelerated development of mobile Web technology, shifting consumer behavior and a regulatory policy landscape that is constantly under scrutiny — remain very much in flux. This led to the issues of competitiveness, growth and innovation becoming the key themes of exploration for this year’s research, which seeks to understand the strategies and capabilities firms are using to sustain market leadership and capitalize on new opportunities. I hope you enjoy our report and that you will find practical value in its insights. As always, feedback on our ongoing open mobile research program is very welcome. Phil Asmundson Vice Chairman, U.S. Media and Telecommunications Leader Open Mobile: The growth era accelerates 1
  4. 4. Executive summary Among the report’s findings: About the Deloitte Research Open Mobile Series • The change in the mobile power structure is Since 2009, the Technology, Media and Telecommunications team in Deloitte accelerating – new entrants continue to rewrite Research has explored the advent of the open mobile era and the subsequent the rules on competition: 49 percent of respondents shifting competitive landscape in the United States and global mobile markets. believe that Internet/web-based companies, rather The team has produced a number of research reports and whitepapers on a wide than network carriers or handset makers, will dominate range of strategic issues mobile technology companies face in this increasingly mobile in five years. Moreover, 89 percent believe the turbulent industry. For more details on our current research and free downloads of role of carriers will be limited to delivering data access all our reports, please visit: http://www.deloitte.com/us/openmobile anywhere and anytime. Meanwhile, 87 percent state that to sustain competitiveness, carriers must make the transition from the walled gardens of the past to new Mobility is seemingly everywhere, and with the growing organizational models built around open development ubiquity comes a set of unique challenges for companies ecosystems. riding the mobile wave of opportunity. • Mobile services are poised to dominate future This study is the latest in a series of ongoing mobile revenue opportunities – mobile cloud, M2M and research reports that offer insight and guidance on mobile payments thought to hold most value maintaining competitiveness in the face of heightened potential: In the short term, a majority 51 percent market competition and technological disruption. At the of respondents thought that mobile services in areas core of the study is a survey on the impact open mobile such as social media and networking, location-based will have over the three to five years timeframe. Issues technologies, and general mobile commerce etc. will covered include the transformation of the planning, have more potential value than sub-segments such preparation and overall strategy formulation process as mobile search advertising, display advertising and in mobile technology-oriented companies today. The mobile software applications. Digging deeper, most survey checks the pulse of companies in the throes of think mobile cloud computing and mobile payments transitioning from closed business models to a more hold the biggest potential for carrier value generation open, collaborative approach to competing in the mobile in the next three years, closely followed by increased 4G era. utilization of machine-to-machine (M2M) technologies. With regards to the app economy, gaming is thought The headlines this year reflect the pressing need for to be the most lucrative paid app category for paid incumbents to secure viable pathways to growth or applications five years out, while apps for social else risk being marginalized by a growing army of new networking, broad-based entertainment and mobile entrants from non-traditional mobile industries. To that navigation round-out the top four. In the enterprise end, the majority of our survey respondents believe apps category, customer relationship management network carrier competitiveness in the 4G era will be (CRM) apps are thought to hold the most potential dependent on accelerating the transition from the old, value for developers in the next five years, closely tightly-controlled “walled gardens” of the past to a more followed by apps in the productivity category. Finally, distributed approach to business model development. 85 percent of respondents believe the long anticipated However, open mobile requires more than paying lip arrival of HTML 5 is unlikely to impact the general service to the idea of looking beyond the four walls of an health of the paid app economy. organization for inspiration. It requires a shift in mindset away from the “old wireless” school of competition to help companies adapt fresh thinking and compete in the new “hypercompetitive” wireless era. The days of divide, conquer and protect are fast disappearing and only those agile enough to change will survive.2 Open Mobile: The growth era accelerates
  5. 5. • Healthcare sector thought to be the most • Mobile Carriers urged to follow a managed promising new mobile growth channel: Survey open strategy to sustain competitive advantage: respondents were asked to nominate the top three Respondents debated the best course of action network vertical industries where they thought 4G technology carriers could take to sustain competitive advantage in would have the biggest impact in stimulating mobile the next 3–5 years. A majority believed that a managed business model innovation - increasing the potential open strategy, where carriers would retain prioritized for value generation outside of traditional mobile and control over premium assets and grant third parties wireless markets in the process. Of those polled, 78 access to selected core network functions, would be percent stated that the health care/life sciences sector the most likely route to sustained success. This contrasts held the most potential, with the consumer products/ with providing full and open access to consumers, retail industry and financial services/commerce also allowing use of any third party device and application considered prime sectors set to benefit most from the for a flat fee, which 27 percent of respondents emergence of 4G broadband technology. suggested would be the next best route to enhancing competitive advantage.• Economic downturn yet to have an impact on planning for open mobile: On the subject of • Innovation and platform leadership thought strategizing for the anticipated opportunities, survey to be the two most important capabilities in respondents reported that the recent economic mobile: From a growth and performance perspective, downturn had not affected their organizations’ respondents were asked to select capabilities important commitment to planning for the open mobile era. to enable competitiveness in the emerging 4G era. The Indeed, while 52 percent stated it was still very much capability to innovate — at the product or service level business as usual, 31 percent reported that their and/or at the business model level — was thought to individual company’s commitment had increased or be most critical, followed by the need for vision and increased significantly, despite challenging economic commitment to platform leadership. Respondents were conditions. At the industry level, this increased then asked to rank their own organizations’ capabilities commitment was most apparent among network across a number of business function areas, and again, carriers, with 48 percent reporting an uptick in open innovation topped the list, both in terms of aggregated mobile planning commitment. average and sub-industry categories.• Potential shifts in regulatory policy not seen as a • User experience and cross-industry potential hurdle to market competitiveness: Other elements of the competitive landscape, such as regulatory policy, were also explored in the context of planning and potential impact on revenue. Respondents on the whole think revenue generation opportunities will not be negatively affected with any new policy shifts in the area of broadband net neutrality. Those who believe that new policy in this area will enhance sector-wide revenue generation totaled 40 percent, while 35 percent thought the current status quo would be maintained, despite any changes implemented by the FCC in this area. Perhaps unsurprisingly, given their current position in the debate, respondents from network carrier companies were most skeptical; 36 percent believed that proposed shifts in policy will have a negative or significantly negative effect in this area. Open Mobile: The growth era accelerates 3
  6. 6. seen as critical success factors of mobile companies orchestrating (42 percent) or participating platform strategies: 67 percent of survey (30 percent). respondents work in organizations that either had or were planning to have an open mobile strategy • Increased knowledge and learning potential in operation. Questions were asked on the broader the main incentive for ecosystem participation: role of platform leadership within that strategy. An Also addressed were the incentives organizations use average of 65 percent reported that their organizations to attract partners to build or become members of had already developed what they considered to an ecosystem network. Overwhelmingly, two main be a mobile technology platform. A discussion on incentives were reported to ensure active participation: the top three critical elements of the platform’s increased knowledge and learning potential and the success then highlighted simplicity of application promise of financially lucrative opportunities emerging development and user experience, combined with in the future between ecosystem partners (termed cross-industry potential, were thought to be the most “shadow of the future”). This remained consistent critical elements for success (62 percent). Use of open at the industry level with data aligned to each sub- interface access and modular technology architectures, segment, illustrating a consensus view on incentives. was ranked next important (52 percent) followed by the deployment of a vibrant ecosystem to support and • Open source platforms continue to grow a develop the platform standard (45 percent). powerful presence in the open mobile era: An overwhelming majority (85 percent) of respondents • Confusion abounds on the role and use of believes an open platform OS such as Android, rather ecosystems – C-Suite yet to buy in to the than closed OS platforms, will dominate the mobile OS importance of an ecosystem strategy for market in three years. Similarly, the proliferation of open platform success: Interestingly, both network carrier source technology throughout the U.S. mobile sector respondents (39 percent) and software developers (28 is predicted to remain in a steady uptick; 59 percent percent) ranked the use of ecosystems much lower in of the survey respondents believe that investment in terms of platform success criteria. A further analytical open source technologies by their organizations will cut by function/decision-making was even more increase or increase significantly in the next three years. revealing. Only 10 percent of C-suite respondents Respondents cited the biggest benefits of adoption as believed the use of ecosystems is a critical element. twofold: improved time-to-market and reduced total However, this seemed contrary to data collected on cost of software development and ownership. On the the most critical elements for value generation when other hand, 64 percent of respondents view security as developing a mobile OS platform. In this instance, an obstacle when adopting an open source strategy — the use of a large, developer ecosystem was deemed more so with network carriers than other respondent essential by 42 percent of respondents, beating out industry sub-segments where 70 percent believe that large market penetration (24 percent). However, security remains a serious issue with open source respondents at the C-suite level again lagged other technologies. In discussing OS platform growth, 58 functional roles in determining its value; only 29 percent of survey respondents do not believe the issue percent were in agreement that it remains critical. This of OS fragmentation will stymie platform innovation. does not seem to have a lasting impact on the overall The report concludes by identifying the broad strategic need for a mobile ecosystem strategy; 58 percent of focal points that incumbents should consider in order to respondents reported that their organizations have remain competitive in the open mobile era. The guidance strategies in place for either playing a leading role provides executives with a lead-in to forthcoming in orchestrating an ecosystem (29 percent) or are open mobile studies focused on tactics for ecosystem a participating partner in one (29 percent). At the development and platform leadership, across and beyond industry level, mobile device manufacturers lead the the mobile industry. way with 72 percent of device respondents either in4 Open Mobile: The growth era accelerates
  7. 7. Open mobile redux Back then, the first two reports — The Promise of Open“A tidal wave is coming with 4G and Mobile and The Democratization of Wireless: Assessing the impact of open mobile — concentrated on engaging customers are going to do what they want. a select group of senior executives across a range of Our objective is to make this seamless and companies in and around the U.S. mobile telecoms sector. Our goal was to take the pulse of the industry open as possible.”i on the likely impact open mobile would have on the – Randall Stephenson, CEO AT&T, Mobile World Congress, 2011. competitive landscape. In parallel, we also wanted to explore how companies were preparing to transition to an era marked by strategic uncertainty and the looming Attitudes in mobile shift quickly – even among those once prospect of hypercompetition.ii The findings provided skeptical to change. In 2009, Deloitte Research published strong correlation to our underlying hypothesis: the two inaugural reports on the topic of competitiveness in locus of innovation in mobile telecoms has shifted to the new “open mobile” telecoms era. We defined open Silicon Valley. Network carriers in particular would have mobile as a macro-level phenomenon that reaches beyond to unshackle from the walled gardens of the past and the boundaries of the traditional U.S. mobile industry, embrace unfamiliar pathways for future revenue growth with the accompanying disruptive market shifts being felt and compete with the new world order of Google and deep into the surrounding technology and media sectors. Apple. At the core of this volatility, a patchwork of seismic events is unfolding around three pillars of change: the rapid acceleration of innovative mobile Web technology; insatiable consumer demand for new mobile products and data services; and an evolving regulatory policy debate pushed along by the FCC, which seems dedicated to pursuing a more open, competitive market environment — the likes of which the industry has yet to experience. i See “AT&T chairman urges open devices, platforms and networks globally; Stephenson even chides partner Apple for not being more open”, networkworld. com 2/15/2011. ii Hypercompetition, as described by Prof. Richard D’Aveni, denotes hyper-inflated market competition that can emerge in sectors prone to rapid technological disruption with competitive advantage often difficult to sustain. See D’Aveni, R. (1994): Hypercompetition: Managing the dynamics of strategic maneuvering, New York: The Free Press. Open Mobile: The growth era accelerates 5
  8. 8. Emerging insight themes Findings from this new study continue to analyze the The concept of “open” once more permeates strongly impact of the turbulence across mobile’s competitive across the value chain and capabilities levels of analysis of landscape. The data provides another clarion call for tactics used to gain competitive advantage. In turbulent incumbents to act and act quickly. Growth and innovation sectors, resources, often more so than market position, are again the dominant issues of the day. The gentle can be a determining factor of success. Now more than breeze of change is long gone, and in its place, a full- ever, new organizational capabilities are required to blown (Schumpeterian) headwind threatens to leave a compete and capitalize on new opportunities. But in what trail of creative destruction in its wake. Incumbents are areas, and to what extent, should strategic approaches seemingly challenged on an almost daily basis by floods be built upon open or closed methods of platform of new entrants, many with limited prior knowledge development, collaboration with third parties, alliance or experience in developing mobile-technology-based formation and intellectual property management? Perhaps business models1. Proof that experience is no harbinger of unsurprisingly, innovation, or the notion of innovation, success in this mobile era. is the dominant strategic theme running through these questions. But in this year’s study it seems confusion From an insight perspective, this study focuses on three abounds on how to get beyond running hard to stand still levels of analysis — industry, value chain, and firm on the innovation treadmill. Recognition of the importance capabilities, which together comprise the basic tenets of innovation to an organization is clear; a majority of of competitive advantageiii — to illustrate the emerging survey respondents rank it as their company’s leading growth areas beyond the traditional wireless boundaries. capability, but what is not so clear is how to amplify and Identifying these new beacons of revenue generation is sustain this capability. critical when incumbents are attempting to regenerate top-line growth. Innovative wireless opportunities in What is also evident from our survey findings is industries such as healthcare and life sciences, energy, the expanded role of new platform and ecosystem consumer products, and financial services are set to propel development to support top-line growth and innovation key players in these verticals to the forefront of mobile initiatives. But understanding the role capabilities play in business model innovation. And in the process provide deploying these strategies remains inconsistent to say the a significant revenue opportunity for mobile incumbents least. At the heart of this issue lies a growing tentativeness buckling under pressure from shareholders to grow. among incumbents to fully embrace open platform tactics. Carriers in particular seem hesitant to exploit the tactic of open collaboration through co-opetition2 to explore growth opportunities beyond traditional network assets above the level of the mobile operating system (OS). Trust in partnering on a collaborative, open-basis is lagging, and concerns that new products and services developed at the OS level will harm traditional network revenues, seem to be lingering. This needs to change if incumbents want to avoid a long, arduous road to maintaining their dominance. Mobilizing and managing new open ecosystems becomes crucial to business model innovation, especially in light of recent sector events that are rapidly redrawing the competitive landscape. For example see Porter, M.E. (1980): Competitive Strategy, New York: The Free Press. iii6 Open Mobile: The growth era accelerates
  9. 9. Figure 1. Ranking key organizational capabilities in the 4G eraRanking the importance of organizational capabilities to compete in the 4G era (by industry).“1” is most important 9 8 7 6 5 4 3 2 1 Innovation in Innovation in Vision and Mobilizing an Adapting Building trust Collaboration with Fostering an Ability to understand product, service business model leadership external ecosystem dynamically to a with ecosystem external subject internal culture and navigate or market or process commitment to around your changing business partners matter experts to of collaboration regulatory policy on mobile platform organization’s environment stimulate innovation mobile broadband leadership mobile technology platform Network carrier Mobile device manufacturer Infrastructure and component manufacturers Software developerRanking the importance of organizational capabilities to compete in the 4G era (by function)“1” is most important 9 8 7 6 5 4 3 2 1 Innovation in Innovation in Vision and Mobilizing an Adapting Building trust Collaboration with Fostering an Ability to understand product, service business model leadership external ecosystem dynamically to a with ecosystem external subject internal culture and navigate or market or process commitment to around your changing business partners matter experts to of collaboration regulatory policy on mobile platform organization’s environment stimulate innovation mobile broadband leadership mobile technology platform “C” suite member Partner/Director Senior Vice President/Senior ManagerSource: Deloitte Open Mobile Analysis. Open Mobile: The growth era accelerates 7
  10. 10. The hypercompetitive mobile sector So significant is the accelerated rate of development in find themselves at a fork in the road: embrace the mobile Web technology that the wireless sector now finds opportunities of a more democratized world, or stoutly itself in a period of hypercompetition. The rate at which defend the business of yesterday and protect traditional established markets are being threatened by new entrants revenue streams. However the decision is not so black and wielding disruptive technologies shows no sign of white, and more than ever, the challenge is to be effective slowing down. This in turn is causing traditional standards with both strategies. But first, incumbents must find new and established market “rules” to remain volatile, putting ways to compete against the wave of innovation emerging incumbent competitive advantages and profits at risk from Silicon Valley — one that has shifted the locus of over a sustained period of time. Viewed through an innovation firmly to the West Coast. open mobile lens, the accelerated turbulence is a direct consequence of the shifts in technology, regulatory policy Figure 3. U.S. mobile phone market penetration and consumer demands sweeping the sector. Events in these areas have overlapped simultaneously, giving rise Featurephones Smartphones 57% 43% to an almost black-swan-like episode emerging to push the industry towards a new, less restrictive, open era in market competition. As a result, mobile incumbents Figure 2. Total mobile data revenue, United States, 2007 – 2015E 140,000 120,000 100,000 Source: Nielsen, Q3 2011, U.S. United States 80,000 mobile data revenue ($M) 60,000 40,000 20,000 0 2007 2008 2009 2010 2011E 2012E 2013E 2014E 2015E Source: Gartner, Mobile Services, Worldwide, 2007-2015, 3Q 2011.8 Open Mobile: The growth era accelerates
  11. 11. Figure 4. U.S. smartphone OS market share These market data points in particular highlight the challenges that hypercompetition will throw up for established incumbent wireless carriers. An overwhelming Apple iphone majority of respondents – 70 percent — think that (IOS) 28% Internet/web-based companies, defined as companies in the Google and Apple mould, will come to dominate the Android 43% mobile sector in five years. In the same vein, 31 percent of survey respondents employed by network carriers thought the proposed changes in open access regulations Other 4% would accelerate the commoditization of carriers and an overwhelming 90 percent of the same group stated Windows, mobile 7% the traditional carrier “closed garden” (tightly controlled network/device/software platforms) business model is RIM fast becoming a strategic relic. Instead, network carrier 18% respondents think the future of mobile rests on theSource: Nielsen, Q3 2011, U.S. proliferation of open platforms across multiple facets of the value chain. In particular, the opportunity to tap intoFigure 5. Cisco forecast 6.3 exabytes per month of mobile data traffic by 2015 the burgeoning mobile software applications market is deemed critical to success. 7,000,000 6.3EB 6,000,000 5,000,000Terabytes 3.8EB 4,000,000per month 3,000,000 2.2EB 2,000,000 1.2EB 1,000,000 0.5EB 0.24EB 0 2010 2011 2012 2013 2014 2015Source: Cisco Visual Networking Index: Global Mobile Data Traffic Forecast Update, 2010-2015, February, 2011. Open Mobile: The growth era accelerates 9
  12. 12. Certainly, network carriers still seem slow to react to this from reaching their full potential in mobile business reality, wary that a more progressive approach to the model innovation. This despite the significant increase in question of open versus tightly controlled platforms will forecasted mobile data traffic, itself a direct consequence unlock the flood gates to commoditization and turn them of mobile software innovation. And with 90 percent of all into the dreaded “dumb pipe.” Part of this fear stems survey respondents also believing that the role of the from a continuing concern over ceding too much control carrier will continue to be limited to pushing data bytes, over lucrative revenue generating content development recognition that value in mobile now sits above basic to software developers and becoming even more of a bit connectivity is broadening. But where exactly will that player in the process. Hence, the fear of commoditization value reside? continues to lurk in the background preventing carriers Figure 6. Exploring the future mobile landscape (survey question) In five years, “internet companies”, rather than network carriers or 49% 51% mobile device makers, will dominate the US mobile sector In the Open Mobile/4G era, services will predominantly drive new revenue opportunities rather than products/hardware 87% 13% Open source mobile operating systems, such as Android or MeeGo, will 85% 15% lead the mobile market by 2014 Closed, proprietary mobile operating systems, such as iOS or Blackberry 14% 86% OS, will lead the mobile market by 2014 Carrier competitiveness in the 4G era will be dependent on making the 87% 13% transition from “walled gardens” to “open development ecosystems” By 2014, the primary role of network operations will be to deliver data 89% 11% access anywhere/anytime Percentage of respondents Yes No Source: Deloitte Open Mobile Analysis.10 Open Mobile: The growth era accelerates
  13. 13. Accelerating into the 4G era Very much the backbone of the open mobile growth So what does this mean for WiMax? Recent analyst era, the rollout of fourth generation (4G) LTE (Long Term estimates suggest worldwide WiMax subscribers will reach Evolution) and WiMax (Worldwide Interoperability for 33.4 million by 2014, far below comparable LTE forecasts. Microwave Access) wireless network technologies is However, reports of a quick death may be somewhat gathering speed. The long-awaited network upgrade premature with WiMax deployment in the United States is set to address voracious U.S. consumer demand for still reasonably solid due mainly to the rollout beginning higher download speeds and greater bandwidth capacity, in 2008 by wireless broadband provider Clearwire — 54 which should provide for enhanced mobile data products percent of which is owned by network carrier Sprint. and services. On paper, 4G networks promise to usher Clearwire’s WiMax services are available in 70 markets in in a new wave of mobile ubiquity, opening the door for the United States, although expansion of this coverage has innovation to increase across all areas of the mobile value stalled of late. In a parallel move, Sprint is starting to build chain and beyond. And although nationwide 4G coverage out its own LTE infrastructure due to be up and running is some way off (and the initial data rates may be far by 2012. Analysts suggest this could mean the carrier will less than the advertised theoretical rates), the network proceed with a dual LTE and WiMax 4G strategy while standards battle between WiMax and LTE has mostly tilted gradually expanding its LTE foothold (it should be noted in favor of LTE. The majority of wireless service providers that Clearwire has also been testing the use of LTE)5. For have announced support for the LTE standard, which is WiMax, future growth opportunities may be skewed more designed to be backward compatible with GSM and HSPA toward deployment in other enterprise areas to sustain technologies, giving it a clear cost advantage over WiMax utilization. in the process. LTE will also provide network operators 2–5 times greater spectral efficiency than the most advanced 3G networks, reducing the transmission cost per bit and allowing better economics for carriers and end users3. Analyst estimates continue to bear this position out with recent market forecasts suggesting LTE services will generate more than $11 billion in service revenue in the United States by 2015 and that global LTE subscribers will number 744.2 million by 20144. Leading the deployment is Verizon, which successfully launched its LTE network in late 2010 and rapidly expanded to beyond 170 markets by November 20114a. Meanwhile, AT&T is currently focused on pushing expansion of its HSPA+ network while building out their LTE network in 2012.Figure 6a. WiMax as a carrier consumer data solution will decline by 2016 Network carrier 75.0% 25.0% Mobile device manufacturer 79.7% 20.3% Infrastructure and component 81.8% 18.2% manufacturers Software developer 64.6% 35.4% Percentage of respondents Yes NoSource: Deloitte Open Mobile Analysis. Open Mobile: The growth era accelerates 11
  14. 14. Mining for gold 3–5 years. This is emphasized even in the device vendor “A good hockey player plays where the context where services, rather than hardware per se, are thought to represent a greater source of value. Important puck is. A great hockey player plays where here is to define services in the context of emerging the puck is going to be.” mobile business models in popular consumer and enterprise areas such as entertainment, social networking, – Wayne Gretzky mobile payments, mobile cloud services and productivity etc. Recent analyst studies suggest that for wireless carriers, Also under focus in this year’s study are the vertical voice revenues have declined 7 percent over the last 4 industries adjacent to mobile thought to be front-runners years, while data revenue has soared 132 percent and in adopting emerging mobile technology. Data from the now accounts for 35 percent of the total revenue for the survey indicated that the health care and life sciences wireless industry6. This trend is set to significantly grow industry, closely followed by consumer products and the over the short term, and with it new revenue opportunities financial services industry, are likely to experience higher will emerge for incumbents distinct from their traditional rates of new mobile business model growth in the next network services. five years. This is generally in alignment with current market trends — in particular, the rise of mHealth (and Exploring this in more depth, data from the survey also Smart Grid energy technology) is offering huge suggests that mobile services, distinct from straightforward potential revenue opportunities for mobile incumbents to advertising and software applications revenues, will expand top-line growth. provide the greatest revenue opportunities in the next Figure 7. Which vertical industry has most potential for new mobile growth and value generation? 90% 80% 70% Percentage of 60% respondents selecting top 50% three industries 40% 30% 20% 10% 0% Healthcare/ Consumer products/ Financial services/ Automotive Energy Government Manufacturing Life sciences retail commerce Network carrier Mobile device manufacturer Infrastructure and component manufacturers Software developer Source: Deloitte Open Mobile Analysis.12 Open Mobile: The growth era accelerates
  15. 15. The rise of the machines wireless home-based healthcare applications and services The cornerstone of these opportunities is often machine- is estimated to grow at a 5-year CAGR of 80 percent and to-machine (M2M) wireless technology. Although M2M become a $4 billion industry by 20139. The majority of technologies are certainly not new to the industry, the remaining M2M service opportunities are currently worldwide M2M connections are on a steady upward clustered around the transportation, automotive, logistics march and forecast to reach 225 million by 2014. This and fleet management sectors, where applications can is off the back of an expected increase in the number be as varied as reducing traffic congestion by monitoring of mobile connected devices that will rise to almost 412 traffic flows, to facilitating RFID tracking in supply chain million by 2014. On a global scale, the figures are even management. In all cases, M2M technology assists stronger with revenues from mobile connected M2M and improvements in productivity, innovation and compliance- embedded devices set to rise to $18.9 billion by 20147. related business functions and is set to play an even greater role in mobile growth strategies as networks and Driving this surge in the M2M market are a number platforms shift to facilitate more open access. of forces such as the declining cost of mobile device and infrastructure technology, increased deployment For companies looking to exploit the opportunities, of IP, wireless and wireline networks, and a low-cost roadblocks to navigate are mainly focused at the sector opportunity for carriers to eke out new revenue streams level where fragmentation exists among the various by utilizing existing infrastructure in new markets. This ecosystems that have grown to support the rollout opportunity will be most prominent across a number of M2M across multiple industry sub-sectors. Several of enterprise verticals with energy leading the way; elements of the M2M value chain are at risk within these smart grid and smart metering technologies are set to ecosystems. This includes companies and organizations experience the most growth in the M2M market. The active in the services (systems integration), software Obama Administration’s targeted economic stimulus (middleware and application infrastructure vendors), package of $3.4 billion to modernize the nation’s power hardware (manufacturers of GPS chips, and RFID sensors) grid will further accelerate development of this market8. and telecom (network access/connectivity/infrastructure The Healthcare sector is also set to gain from increased vendors) sectors. Each of these areas is subject to adoption of mobile technology, which should benefit technological fragmentation, and a particular lack of carrier service revenues in the U.S. where the market for standardization is apparent in the many coalition and standards bodies set up to develop targeted technology solutions. The presence of a general standard would helpFigure 8. M2M connections for enterprise applications worldwide, 2011–2015 to achieve seamless national and international coverage but idiosyncratic solutions for specific devices over specific 16 Other networks are the main issues currently preventing this Connected energy from happening. In Brazil, for example, there are more 43% 77 Vending/ATM/PoS/Kiosk than 15 regional network operators, none of which canNumber 53% Security applications support a national, end-to-end, M2M solution10. Hence,of cellular potential buyers of M2M solutions are often dissuadedconnections 18% 29 Industrial applications(millions) 9% due to a perception of complexity in implementation that 4 18 Fleet telematics 9 13 12% overrides any economic benefit. The challenges are similar 31 Consumer electronics 12 18% in the U.S. market. However, if carriers can successfully 18 15 6 11% 34 orchestrate a consolidated ecosystem strategy across 20 the fragmented elements of the current value chain, 2011 2015 then prospects will remain strong that a new pathway toSource: Eugene Signorini, John Keough, Ken Rehbehn, and Dmitriy Molchanov, “Mobile Broadband Connected Future: From sustainable M2M business models will emerge.Billions of People to Billions of Things,” Yankee Group, October 2011. Open Mobile: The growth era accelerates 13
  16. 16. Case Study: mHealth Overview as geriatrics. The rising baby boomer population can Mobile Health, or mHealth as it’s commonly known, then expect to face the considerable challenge of getting is emerging as a significant growth opportunity for quality healthcare on a timely and consistent basis. companies looking to capitalize on advances in wireless healthcare utilizing M2M technology (see Figure 9). Despite these concerns, all may not be lost in fighting the Analyst forecasts estimate the potential value of the double whammy of rising demand and decreasing supply. mHealth market to be approximately $4.6 billion as early Advances in the area of remote patient monitoring (RPM) as 201411. The driving forces behind this expected uptick are expected to have a big impact across targeted disease are numerous. Mounting pressure to cut burgeoning areas where chronic conditions are a leading cause of costs in the U.S. healthcare system is a government the readmissions problem. RPM can equip healthcare mandated objective; in particular, preventable providers with timely information about patients’ health, readmissions cost an estimated $12–17 billion per while improving speed and accuracy of diagnosis. year12. On top of this lies the problem of an aging Wearable body sensors and remote monitoring can keep population, exacerbated by the size of the baby boomer chronic patients out of hospitals and improve their quality demographic. Americans aged 60 or older represented of life while significantly reducing admission expenses. 18 percent of the U.S. population in 2009, and this Continuous remote monitoring of patients through segment is expected to grow to 27 percent by 205013. wireless sensors and wireless networks also allows caregivers to detect and respond to intermittent problems Wireless healthcare solutions offer a way to deal with and improve scheduling of visits by medical providers. This these pressing issues and more. Improving disease in turn, helps alleviate pressures pertaining to resource management, despite an increasing incidence of chronic planning, especially problems related to unnecessary call- diseases, is particularly attractive considering seven out of outs. ten deaths among Americans each year are from chronic diseases with heart disease, cancer and stroke accounting If, as expected, adoption of such RPM technology for more than 50% of all deaths each year. And in 2005 becomes suitably widespread, savings are expected to alone, 133 million Americans – almost 1 out of every reach $197 billion over the next 25 years17. Heart disease 2 adults – had at least one chronic illness14. Given this is one such targeted area for RMP utilization, with situation, the numbers are stark. Costs associated with congestive heart failure (CHF) alone accounting for 27 chronic disease management accounts for more than percent of Medicare patients being rehospitalized within four-fifths of the total healthcare expenditure, or $2 30 days18. Recent RPM pilot schemes lent credence to trillion annually by 2009, and are expected to increase on the potential cost savings forecast with the use of the average 6.1 percent per year over the projection period technology in one remote study yielding a remarkable 6 2009-201915. percent CHF readmit rate versus the national average of 47 percent19. Other pilots showed a 72 percent reduction Value outlook in the average number of emergency department Adding more fuel to the fire is a chronic shortfall of visits and a 65 percent reduction in overall hospital physicians. The Association of American Medical Colleges admissions20. estimates a shortage of 90,000 doctors nationwide by 202116. The impact of this dwindling resource pool will be amplified and felt even more in specialist areas such14 Open Mobile: The growth era accelerates
  17. 17. Figure 9. U.S. wireless healthcare revenue 2009-2013 In similar fashion, the rapid advance in smartphone technology and adoption has led to acceleration 5,000 in mHealth innovation that in-turn is stimulating the growing market for mHealth mobile software 4,000 applications. Analysts tracking the flow of activity in this area predict a threefold spike in apps available in 2012 from a baseline of 200 million available in 3,000Millions of 201021. Customized applications such as pill reminders,dollars appointment scheduling, personal health alerts,annually($M) 2,000 information and feedback are again contributing to a growing empowerment of patients who can better monitor and manage their own health by using 1,000 these applications. Other examples include Airstrip Technologies’ Airstrip OB product, which is an FDA 0 approved app that delivers critical patient obstetrics 2009 2010 2011 2012 2013 information directly from an iPhone or AndroidSource: Wireless Healthcare: Analysis and Forecasts, Parks Associates 2009 device to their doctor’s mobile device during prenatal periods22.Key drivers and benefits Current challengesOther factors driving momentum in mHealth are rooted Before the real breakthroughs occur on a scalein society’s broader technology adoption across multiple required to address escalating healthcare costs,generations and demographics. For instance, the ubiquity mHealth adoption needs to build momentum byand utilization of social media has led to a steady overcoming some important hurdles. To begin with,increase in patient-to-patient interaction over online more trials are required to broaden the diseasemessage boards, blogs and social networking sites. Often and population samples and align them with FDAreferred to as a Health 2.0, this shift in democratized recommendations. To date, trials have been carried outcommunication between patients and healthcare on a selective basis but need to broaden to end theproviders is helping bring the previously disenfranchised uncertainty about the true extent of health benefitsinto the system where increased monitoring and to the patient, and the subsequent effect of reducingappropriate care can then help alleviate avoidable hospital readmissions and caregiver visits. This shouldcosts. The emergence of these new communication also help broaden commitment from the healthcarechannels will ultimately lead to patients becoming more industry’s insurance sector, which so far has beenknowledgeable, which in turn, can lead to enhanced reluctant to provide coverage for patients using theseempowerment to take further responsibility for personal technologies. In parallel, pricing on RPM devices needshealthcare. All of these trends should improve the to align with current consumer electronics price pointspotential for cost reduction throughout the current to stimulate consumer demand and ensure widespreadsystem. adoption. Open Mobile: The growth era accelerates 15
  18. 18. Evolving ecosystems With these challenges firmly front and center of the prospective mHealth industry, many mobile and healthcare/life sciences companies are beginning to collaborate in high profile alliances. The immediate benefit being to combine resources and knowledge and push the growth of wireless technology in healthcare to the next level. A good example of this is the open mHealth consortium, which has established a flourishing ecosystem of multiple players across the mobile and healthcare industries to implement a roadmap for mHealth technology development. The Continua Health Alliance is another such example, in this case a growing collective of 200 or so technology, medical devices, and healthcare companies who have collaborated to accelerate the development of interoperable mHealth solutions23. These ecosystems point to a growing recognition that unlocking value in this nascent market will require sustained collaboration across traditional incumbent boundaries. This will be critical to integrate mobile solutions across monitoring, wellness and reminder services, which together represent the core of the mHealth opportunity.16 Open Mobile: The growth era accelerates
  19. 19. Case study: Smart GridsOverview Value outlookThe energy sector — specifically, the emergence of smart Growth opportunities are significant; recent analystgrid networks across the United States — is perhaps the projections suggest the U.S. smart grid market willleading value proposition for exploiting M2M technology. grow from $21.4 billion in 2009 to $42.8 billion inAt the broadest level, these networks provide means on 201424. By 2014, 88 percent of this market is projectedtracking energy utilization, mainly in the form of smart to comprise of device and hardware manufacturers,grid metering, for two-way communication between software developers and communications equipmentconsumers and the electricity grid in real time. This providers. Within these sub-sectors, double-digit growthenables significant energy and cost-saving features not forecasts are not uncommon. The smart grid integratedpossible with today’s grid. communications segment is expected to grow at a compound annual rate of 13.5 percent from 2009 toFigure 10. Projected U.S. smart grid market size 2014 and reach a market size of $6.4 billion. In addition,2009–2014 (U.S. billions) other lucrative areas include the sensors and devicesUS $billions market, which is expected to grow at a CAGR of 14.5 $50 percent from 2009 to 2014 and reach a market size $42.8 of $21.8 billion. Then there is the smart metering and $40 $38.6 hardware/software markets, where growth forecasts are $34.3 projected at 16.9 percent and 16.1 percent, respectively25. $30.0 $30 Other forecasts suggest that the smart grid infrastructure $25.7 market, including grid automation upgrades as well $21.4 as smart metering, represents yet another golden $20 opportunity and will attract $200 billion in worldwide investment from a starting point in 2008 through to $10 201526. $0 2009 2010 2011 2012 2013 2014Source: “Smart Grid: Hardware and Software Outlook,” Zpryme Research &Consulting, December 2009Figure 11. Projected U.S. smart grid market (by technology) 2009–2014 (U.S. billions) Smart sensors and devices $21.8 (14.5%) $11.1 IT hardware and software $9.9 (16.1%) $4.7 Smart grid integrated $6.4 2014 communications (13.5%) $3.4 2009 Smart metering hardware and $4.8 software (16.9%) $2.2Source: “Smart Grid: Hardware and Software Outlook,” Zpryme Research & Consulting, December 2009 Open Mobile: The growth era accelerates 17
  20. 20. Key drivers and benefits From a benefits perspective, efficiency gains lead the way. In the United States, smart grid implementation has been The Electric Power Research Institute (EPRI) estimates predominantly driven from government initiatives in $1.8 trillion in annual additive revenue by 2020 with both the energy and telecoms sectors. With the former, a more efficient grid operating across regional state energy conservation is a key objective of the U.S. national areas30. System balancing and optimal power-factor sustainability program, which is trying to improve energy performance, both of which can be achieved through the efficiency, reduce the overall environmental impact use of smart grids, may result in a 30 percent reduction in of the communications industry and increase energy distribution losses. On top of this, EPRI estimates savings independence. To date, a total of $8.1 billion in public of 2.2–8.8 billion kWh, depending on the level of smart and private investments have been made in the smart grid market penetration. Consumers could potentially grid sector, much of which is from government stimulus reduce their electricity consumption by up to 25 percent packages27. As part of this investment, a number of during peak loads31. Cost reduction in infrastructure also grants have been awarded to companies working across plays an important role. The Galvin Electricity Initiative the industry. Recipients are wide and varied and include predicts smart grids have the potential to reduce the Idaho-based M2M Communications, who won $2.2 need for infrastructure investments by between $46 million to install smart grid control systems in California’s billion and $117 billion over the next 20 years32. Finally, Central Valley, which will help reduce peak electricity the use of M2M technologies will also enable real-time demand in the state. Other recipients include the San communication across the grid enabling providers to Diego Gas and Electric (SDG&E) company, which was remotely identify, locate and isolate outages much more awarded $28 million to implement advanced wireless efficiently. For instance, information gathered from communications systems to provide connections for 1.4 sensors will enable data analysis of fault conditions million smart meters. SDG&E has since partnered with from power circuit breakers that protect transformers. Arcadian Networks (utilizing WiMax technology), Cisco Data mining will lead to a higher level of informed and IBM for applications development in this area28. decision-making related to maintenance, repairs, and replacements, and estimates suggest this will lead to a 50 Government activity in the telecoms sector has come percent reduction of trouble calls. from the Federal Communications Commission (FCC), which placed smart grids at the heart of the U.S. national Current challenges broadband plan. At the center of this mandate is an Cyber security is an ongoing concern that frequently tops objective requiring state governments to ensure utilities risk assessment studies of grid rollouts across the United suppliers provide real-time access on energy consumption States33. IP-enabled smart meters give utilities providers data to consumers29. The FCC also mandates the use of the ability to track and manage unsecured smart meter 700MHz spectrum for smart grids and the adoption of endpoints. However, unsecured meters are vulnerable to open standards for delivering the data. A key target is to hackers and attackers. Costs are then incurred to deploy improve smart grid access to rural areas across the United security infrastructure to track, manage and enforce States that have been of a lesser priority in the past due to security policies across prioritized risk areas. Privacy is the high costs associated with the required infrastructure also a growing area of concern with consumers; energy rollout. To support this rollout, the Rural Utilities Services consumption information traveling through public and (RUS) will provide loans to projects aimed at developing private networks requires encryption. A recent study smart grid broadband technology. by the Ponemon Institute concluded a general lack of18 Open Mobile: The growth era accelerates
  21. 21. awareness among consumers about the roles and benefits Evolving ecosystemsof smart grids34. But as knowledge increases, so do A comprehensive smart grid ecosystem will consistconcerns regarding privacy. A majority of the Ponemon of a number of overlapping industries and M2Msurvey respondents believe the smart grid will weaken value chain players. From power generation throughtheir privacy, reflecting ongoing, broader consumer energy distribution and management, communicationsconcerns on the issue. infrastructure and future applications development, the complexity of the sector’s growing ecosystem cannot be underestimated. However, this has not deterred network carriers from making inroads into the energy market with the aim of growing their subscriber base by increasing their M2M connections and services. For example, AT&T has already entered into a number of strategic alliances with smart meter providers34a, sensor manufacturers and utility companies, allowing the carrier to position its network for use in remote monitoring, automated metering and outage detection. The company is also expanding its integrated solutions by offering, among other things, an M2M device certification process using the AT&T wireless data network for its partners and grid optimization services for utility providers. Verizon has also made significant moves and is involved in pilots and deployments with 20–30 utility companies. The firm is pursuing opportunities across various energy management, home monitoring and network utility services utilizing its 3G wireless data network35. Strategic alliances include a deal with the CURRENT group to provide networking services for smart grid sensors while also managing network security for the grids. The firm— along with GE, Qualcomm, and Constellation Energy — has also recently invested $17.7m in Consert Inc., a smart grid technology provider36. Open Mobile: The growth era accelerates 19

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