Yin & Yang of Enterprise Mobility: Gartner Mobile & Wireless 2008

Jim Somers VP, Marketing Yin & Yang of Enterprise Mobility Gregg Plekan SVP, Product Management

3 billion mobile phone subs in 2007 (The world's population is over 6 billion) * Source: The Mobile World

1.1 billion mobile handsets sold in 2007 * Source: Gartner

25% of mobile phones shipped in 2011 will cost under $20 * Source: ABI Research

Enterprise Mobility = This all sounds very consumer-oriented – not enterprise-like?

That’s the point! Business Things are getting blurry. Consumer

* Source: Rysavy Research 70% adopting wireless technologies   Only 17% have company-wide initiatives

Reality Check

Complexity What’s the Hold-up? Devices Connectivity Platforms Policy Management Support Middleware Applications Security

Gorillas in our Midst Adding Fuel to the Fire Why do they care about mobile? (Hint: There are more mobile devices than PCs.)

Carriers Going Bananas Too Data Plans Ripe for the Picking Why do they care about mobile apps? (Hint: Want to repeat the success of mobile email.)

Finding the Right Balance Productivity Usability Efficiency Grow Business Security Flexibility Manageability Extensibility End User IT

Carriers Who do I turn to? ISV Device SI

Cap Gemini

IBM

CSC

Nokia

Motorola

RIM

Samsung

AT&T

Verizon

Sprint

AllTel

Sony/Ericsson

LG

HTC

HP

Oracle

Siebel

SAP

Remedy

HP

Accenture

Bearing Point

Microsoft

Netsuite

Amdocs

Salesforce.com

T-Mobile

Orange

Vodafone

02

Carriers Protect core revenue & grow services. ISV Device SI

Cap Gemini

IBM

CSC

Nokia

Motorola

RIM

Samsung

AT&T

Verizon

Sprint

AllTel

Sony/Ericsson

LG

HTC

HP

Oracle

Siebel

SAP

Remedy

HP

Accenture

Bearing Point

Microsoft

Netsuite

Amdocs

Salesforce.com

T-Mobile

Orange

Vodafone

02

Carriers ISV Device SI

Cap Gemini

IBM

CSC

Nokia

Motorola

RIM

Samsung

AT&T

Verizon

Sprint

AllTel

Sony/Ericsson

LG

HTC

HP

Oracle

Siebel

SAP

Remedy

HP

Accenture

Bearing Point

Microsoft

Netsuite

Amdocs

Salesforce.com

T-Mobile

Orange

Vodafone

02

Increase user adoption & stickiness.

Cap Gemini

IBM

CSC

Nokia

Motorola

RIM

Samsung

AT&T

Verizon

Sprint

AllTel

Sony/Ericsson

LG

HTC

HP

Oracle

Siebel

SAP

Remedy

HP

Accenture

Bearing Point

Microsoft

Netsuite

Amdocs

Salesforce.com

T-Mobile

Orange

Vodafone

02

Sell more units … and O/S too.

Cap Gemini

IBM

CSC

Nokia

Motorola

RIM

Samsung

AT&T

Verizon

Sprint

AllTel

Sony/Ericsson

LG

HTC

HP

Oracle

Siebel

SAP

Remedy

HP

Accenture

Bearing Point

Microsoft

Netsuite

Amdocs

Salesforce.com

T-Mobile

Orange

Vodafone

02

Establish & grow mobility practices.

Carriers Pure Plays ISV Device SI

Cap Gemini

IBM

CSC

Oracle

Siebel

SAP

Salesforce.com

HP

Accenture

Bearing Point

Microsoft

Netsuite

Amdocs

Remedy

Nokia

Motorola

RIM

Samsung

Sony/Ericsson

LG

HTC

HP

AT&T

Verizon

Sprint

AllTel

T-Mobile

Orange

Vodafone

02

Pure Plays: Lead and help define the market.

WHAT YOU SHOULD KNOW

Market is shaking out

Consolidation likely to occur

Handful of market leaders will remain

Gartner tracks 16 MAG specialists on their MQ.

WHAT THEY WILL SAY

Mobility specialists

Single platform: Write once, deploy everywhere

Device and systems agnostic

Mobile applications experts

Who are the pioneers? 1 Pitney Bowes 2 Heineken 3 AT&T

Pitney Bowes:

Ahead of the curve

Pragmatic approach

Service first

GOALS

Real-time capture & access of customer data

Minimize downtime

Improve inventory management; increase customer satisfaction

Start small and expand thru organization

SOLUTION

AMPower SERVICE on BlackBerry & Windows Mobile devices:

3,000 global field service reps

Siebel, SAP, legacy integration

RESULTS

Cost reduction/Increased service revenue

Improved parts & inventory management

Increased service rep productivity

Faster response times/Improved first-time fix rates

Heineken:

Driven by IT

Started with one business unit need

Applied success to other groups

GOALS

Improve business efficiency

Enhance customer relationships

Increase information available to mobile employees

SOLUTIONS

AMPower SERVICE & SALES:

80 field service techs throughout Ireland

20 merchandisers performing retail audits

BlackBerry smart-phones

Siebel CRM & Field Service systems

RESULTS

ROI: 3-year payback

Reduced reporting cycles – days to hours

Better operational visibility for management

Closer monitoring of SLAs, resulting in better service

AT&T:

Design, build and deploy own apps

High return-on-interest

GOALS

Provide leading mobile CRM solution to customers

Use the solution themselves so they can effectively sell it to their customers

SOLUTION

AMPower SALES on BlackBerry, Palm & Windows Mobile devices

1,500+ sales reps

Sophisticated Siebel implementation

Customer develops and maintains the mobile application

RESULTS

Re-systemized Siebel system

Realigned business processes

Roll out complete

What Did They Learn?

Find: Audited users to identify areas of opportunity

Focus: Picked a manageable part of their business & went after it

Fresh: Added new features and capabilities incrementally

Find Business “Sweet Spot”

Questions to Ask:

Where can real time access to info provide the greatest impact?

How can mobility improve customer satisfaction?

What paper-based processes can be mobilized?

What field operations require greater visibility?

Mobility Solution

Have a Platform Mindset

Questions to Ask:

How do I utilize or extend my existing resources and skills into the world of mobility?

How do we support our existing enterprise systems & tech?

How can we extend and grow our mobility solutions as the business needs change?

Mobility Solution

Mobility Platform

Then Build it Out Mobility Solution Sales Service Mobility Platform Support

Mobility is here (to stay)

Innovation & change being driven by consumers

True acceptance of open source applications within enterprise IT departments

Companies will be expected to raise the bar on all facets of the user experience

Market is complex and fragmented

But many companies are doing it right – today!

It’s When – Not If … A platform is critical to ensure mobility is strategic to the business

Antenna Snapshot Largest ecosystem of carrier, ISV, SI & device partners Oracle | Siebel, RIM, AT&T + hundreds more Partners AT&T, Pitney Bowes, Xerox, DIRECTV, Heineken, GE, EMC, Siemens, Toshiba Key Customers 1998 Year Founded Antenna Mobility Platform (AMP) AMPower™ Mobile Business Solutions Product & Services Headquartered in Jersey City, NJ - USA With offices in London & Bangalore Location Antenna Software Venture-backed: Polaris, North Bridge & Commonwealth Company Name

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