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


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This presentation was given at the Gartner Mobile & Wireless Summit in Chicago last year.

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

  1. 1. Jim Somers VP, Marketing Yin & Yang of Enterprise Mobility Gregg Plekan SVP, Product Management
  2. 2. 3 billion mobile phone subs in 2007 (The world's population is over 6 billion) * Source: The Mobile World
  3. 3. 1.1 billion mobile handsets sold in 2007 * Source: Gartner
  4. 4. 25% of mobile phones shipped in 2011 will cost under $20 * Source: ABI Research
  5. 5. Enterprise Mobility = This all sounds very consumer-oriented – not enterprise-like?
  6. 6. That’s the point! Business Things are getting blurry. Consumer
  7. 7. * Source: Rysavy Research 70% adopting wireless technologies   Only 17% have company-wide initiatives <ul><li>Reality Check </li></ul>
  8. 8. Complexity What’s the Hold-up? Devices Connectivity Platforms Policy Management Support Middleware Applications Security
  9. 9. Gorillas in our Midst Adding Fuel to the Fire Why do they care about mobile? (Hint: There are more mobile devices than PCs.)
  10. 10. 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.)
  11. 11. Finding the Right Balance Productivity Usability Efficiency Grow Business Security Flexibility Manageability Extensibility End User IT
  12. 12. Carriers Who do I turn to? ISV Device SI <ul><li>Cap Gemini </li></ul><ul><li>IBM </li></ul><ul><li>CSC </li></ul><ul><li>Nokia </li></ul><ul><li>Motorola </li></ul><ul><li>RIM </li></ul><ul><li>Samsung </li></ul><ul><li>AT&T </li></ul><ul><li>Verizon </li></ul><ul><li>Sprint </li></ul><ul><li>AllTel </li></ul><ul><li>Sony/Ericsson </li></ul><ul><li>LG </li></ul><ul><li>HTC </li></ul><ul><li>HP </li></ul><ul><li>Oracle </li></ul><ul><li>Siebel </li></ul><ul><li>SAP </li></ul><ul><li>Remedy </li></ul><ul><li>HP </li></ul><ul><li>Accenture </li></ul><ul><li>Bearing Point </li></ul><ul><li>Microsoft </li></ul><ul><li>Netsuite </li></ul><ul><li>Amdocs </li></ul><ul><li>Salesforce.com </li></ul><ul><li>T-Mobile </li></ul><ul><li>Orange </li></ul><ul><li>Vodafone </li></ul><ul><li>02 </li></ul>
  13. 13. Carriers Protect core revenue & grow services. ISV Device SI <ul><li>Cap Gemini </li></ul><ul><li>IBM </li></ul><ul><li>CSC </li></ul><ul><li>Nokia </li></ul><ul><li>Motorola </li></ul><ul><li>RIM </li></ul><ul><li>Samsung </li></ul><ul><li>AT&T </li></ul><ul><li>Verizon </li></ul><ul><li>Sprint </li></ul><ul><li>AllTel </li></ul><ul><li>Sony/Ericsson </li></ul><ul><li>LG </li></ul><ul><li>HTC </li></ul><ul><li>HP </li></ul><ul><li>Oracle </li></ul><ul><li>Siebel </li></ul><ul><li>SAP </li></ul><ul><li>Remedy </li></ul><ul><li>HP </li></ul><ul><li>Accenture </li></ul><ul><li>Bearing Point </li></ul><ul><li>Microsoft </li></ul><ul><li>Netsuite </li></ul><ul><li>Amdocs </li></ul><ul><li>Salesforce.com </li></ul><ul><li>T-Mobile </li></ul><ul><li>Orange </li></ul><ul><li>Vodafone </li></ul><ul><li>02 </li></ul>
  14. 14. Carriers ISV Device SI <ul><li>Cap Gemini </li></ul><ul><li>IBM </li></ul><ul><li>CSC </li></ul><ul><li>Nokia </li></ul><ul><li>Motorola </li></ul><ul><li>RIM </li></ul><ul><li>Samsung </li></ul><ul><li>AT&T </li></ul><ul><li>Verizon </li></ul><ul><li>Sprint </li></ul><ul><li>AllTel </li></ul><ul><li>Sony/Ericsson </li></ul><ul><li>LG </li></ul><ul><li>HTC </li></ul><ul><li>HP </li></ul><ul><li>Oracle </li></ul><ul><li>Siebel </li></ul><ul><li>SAP </li></ul><ul><li>Remedy </li></ul><ul><li>HP </li></ul><ul><li>Accenture </li></ul><ul><li>Bearing Point </li></ul><ul><li>Microsoft </li></ul><ul><li>Netsuite </li></ul><ul><li>Amdocs </li></ul><ul><li>Salesforce.com </li></ul><ul><li>T-Mobile </li></ul><ul><li>Orange </li></ul><ul><li>Vodafone </li></ul><ul><li>02 </li></ul>Increase user adoption & stickiness.
  15. 15. Carriers ISV Device SI <ul><li>Cap Gemini </li></ul><ul><li>IBM </li></ul><ul><li>CSC </li></ul><ul><li>Nokia </li></ul><ul><li>Motorola </li></ul><ul><li>RIM </li></ul><ul><li>Samsung </li></ul><ul><li>AT&T </li></ul><ul><li>Verizon </li></ul><ul><li>Sprint </li></ul><ul><li>AllTel </li></ul><ul><li>Sony/Ericsson </li></ul><ul><li>LG </li></ul><ul><li>HTC </li></ul><ul><li>HP </li></ul><ul><li>Oracle </li></ul><ul><li>Siebel </li></ul><ul><li>SAP </li></ul><ul><li>Remedy </li></ul><ul><li>HP </li></ul><ul><li>Accenture </li></ul><ul><li>Bearing Point </li></ul><ul><li>Microsoft </li></ul><ul><li>Netsuite </li></ul><ul><li>Amdocs </li></ul><ul><li>Salesforce.com </li></ul><ul><li>T-Mobile </li></ul><ul><li>Orange </li></ul><ul><li>Vodafone </li></ul><ul><li>02 </li></ul>Sell more units … and O/S too.
  16. 16. Carriers ISV Device SI <ul><li>Cap Gemini </li></ul><ul><li>IBM </li></ul><ul><li>CSC </li></ul><ul><li>Nokia </li></ul><ul><li>Motorola </li></ul><ul><li>RIM </li></ul><ul><li>Samsung </li></ul><ul><li>AT&T </li></ul><ul><li>Verizon </li></ul><ul><li>Sprint </li></ul><ul><li>AllTel </li></ul><ul><li>Sony/Ericsson </li></ul><ul><li>LG </li></ul><ul><li>HTC </li></ul><ul><li>HP </li></ul><ul><li>Oracle </li></ul><ul><li>Siebel </li></ul><ul><li>SAP </li></ul><ul><li>Remedy </li></ul><ul><li>HP </li></ul><ul><li>Accenture </li></ul><ul><li>Bearing Point </li></ul><ul><li>Microsoft </li></ul><ul><li>Netsuite </li></ul><ul><li>Amdocs </li></ul><ul><li>Salesforce.com </li></ul><ul><li>T-Mobile </li></ul><ul><li>Orange </li></ul><ul><li>Vodafone </li></ul><ul><li>02 </li></ul>Establish & grow mobility practices.
  17. 17. Carriers Pure Plays ISV Device SI <ul><li>Cap Gemini </li></ul><ul><li>IBM </li></ul><ul><li>CSC </li></ul><ul><li>Oracle </li></ul><ul><li>Siebel </li></ul><ul><li>SAP </li></ul><ul><li>Salesforce.com </li></ul><ul><li>HP </li></ul><ul><li>Accenture </li></ul><ul><li>Bearing Point </li></ul><ul><li>Microsoft </li></ul><ul><li>Netsuite </li></ul><ul><li>Amdocs </li></ul><ul><li>Remedy </li></ul><ul><li>Nokia </li></ul><ul><li>Motorola </li></ul><ul><li>RIM </li></ul><ul><li>Samsung </li></ul><ul><li>Sony/Ericsson </li></ul><ul><li>LG </li></ul><ul><li>HTC </li></ul><ul><li>HP </li></ul><ul><li>AT&T </li></ul><ul><li>Verizon </li></ul><ul><li>Sprint </li></ul><ul><li>AllTel </li></ul><ul><li>T-Mobile </li></ul><ul><li>Orange </li></ul><ul><li>Vodafone </li></ul><ul><li>02 </li></ul>
  18. 18. Pure Plays: Lead and help define the market. <ul><li>WHAT YOU SHOULD KNOW </li></ul><ul><li>Market is shaking out </li></ul><ul><li>Consolidation likely to occur </li></ul><ul><li>Handful of market leaders will remain </li></ul><ul><li>Gartner tracks 16 MAG specialists on their MQ. </li></ul><ul><li>WHAT THEY WILL SAY </li></ul><ul><li>Mobility specialists </li></ul><ul><li>Single platform: Write once, deploy everywhere </li></ul><ul><li>Device and systems agnostic </li></ul><ul><li>Mobile applications experts </li></ul>
  19. 19. Who are the pioneers? 1 Pitney Bowes 2 Heineken 3 AT&T
  20. 20. <ul><li>Pitney Bowes: </li></ul><ul><ul><li>Ahead of the curve </li></ul></ul><ul><ul><li>Pragmatic approach </li></ul></ul><ul><ul><li>Service first </li></ul></ul><ul><li>GOALS </li></ul><ul><li>Real-time capture & access of customer data </li></ul><ul><li>Minimize downtime </li></ul><ul><li>Improve inventory management; increase customer satisfaction </li></ul><ul><li>Start small and expand thru organization </li></ul><ul><li>SOLUTION </li></ul><ul><li>AMPower SERVICE on BlackBerry & Windows Mobile devices: </li></ul><ul><ul><li>3,000 global field service reps </li></ul></ul><ul><ul><li>Siebel, SAP, legacy integration </li></ul></ul><ul><li>RESULTS </li></ul><ul><li>Cost reduction/Increased service revenue </li></ul><ul><li>Improved parts & inventory management </li></ul><ul><li>Increased service rep productivity </li></ul><ul><li>Faster response times/Improved first-time fix rates </li></ul>
  21. 21. <ul><li>Heineken: </li></ul><ul><ul><li>Driven by IT </li></ul></ul><ul><ul><li>Started with one business unit need </li></ul></ul><ul><ul><li>Applied success to other groups </li></ul></ul><ul><li>GOALS </li></ul><ul><li>Improve business efficiency </li></ul><ul><li>Enhance customer relationships </li></ul><ul><li>Increase information available to mobile employees </li></ul><ul><li>SOLUTIONS </li></ul><ul><li>AMPower SERVICE & SALES: </li></ul><ul><ul><li>80 field service techs throughout Ireland </li></ul></ul><ul><ul><li>20 merchandisers performing retail audits </li></ul></ul><ul><ul><li>BlackBerry smart-phones </li></ul></ul><ul><ul><li>Siebel CRM & Field Service systems </li></ul></ul><ul><li>RESULTS </li></ul><ul><ul><li>ROI: 3-year payback </li></ul></ul><ul><ul><li>Reduced reporting cycles – days to hours </li></ul></ul><ul><ul><li>Better operational visibility for management </li></ul></ul><ul><ul><li>Closer monitoring of SLAs, resulting in better service </li></ul></ul>
  22. 22. <ul><li>AT&T: </li></ul><ul><ul><li>Design, build and deploy own apps </li></ul></ul><ul><ul><li>High return-on-interest </li></ul></ul><ul><li>GOALS </li></ul><ul><li>Provide leading mobile CRM solution to customers </li></ul><ul><li>Use the solution themselves so they can effectively sell it to their customers </li></ul><ul><li>SOLUTION </li></ul><ul><li>AMPower SALES on BlackBerry, Palm & Windows Mobile devices </li></ul><ul><ul><li>1,500+ sales reps </li></ul></ul><ul><ul><li>Sophisticated Siebel implementation </li></ul></ul><ul><ul><li>Customer develops and maintains the mobile application </li></ul></ul><ul><li>RESULTS </li></ul><ul><li>Re-systemized Siebel system </li></ul><ul><li>Realigned business processes </li></ul><ul><li>Roll out complete </li></ul>
  23. 23. What Did They Learn? <ul><li>Find: Audited users to identify areas of opportunity </li></ul><ul><li>Focus: Picked a manageable part of their business & went after it </li></ul><ul><li>Fresh: Added new features and capabilities incrementally </li></ul>
  24. 24. Find Business “Sweet Spot” <ul><li>Questions to Ask: </li></ul><ul><li>Where can real time access to info provide the greatest impact? </li></ul><ul><li>How can mobility improve customer satisfaction? </li></ul><ul><li>What paper-based processes can be mobilized? </li></ul><ul><li>What field operations require greater visibility? </li></ul><ul><li>Mobility Solution </li></ul>
  25. 25. Have a Platform Mindset <ul><li>Questions to Ask: </li></ul><ul><li>How do I utilize or extend my existing resources and skills into the world of mobility? </li></ul><ul><li>How do we support our existing enterprise systems & tech? </li></ul><ul><li>How can we extend and grow our mobility solutions as the business needs change? </li></ul><ul><li>Mobility Solution </li></ul>Mobility Platform
  26. 26. Then Build it Out Mobility Solution Sales Service Mobility Platform Support
  27. 27. <ul><ul><li>Mobility is here (to stay) </li></ul></ul><ul><ul><li>Innovation & change being driven by consumers </li></ul></ul><ul><ul><li>True acceptance of open source applications within enterprise IT departments </li></ul></ul><ul><ul><li>Companies will be expected to raise the bar on all facets of the user experience </li></ul></ul><ul><ul><li>Market is complex and fragmented </li></ul></ul><ul><ul><li>But many companies are doing it right – today! </li></ul></ul>It’s When – Not If … A platform is critical to ensure mobility is strategic to the business
  28. 28. 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
  29. 29. Thank You for Your Time