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Why Now is the Time for
Managed E
M       d Enterprise M bil
                 i Mobile
Services
Webcast Presentation - September 9, 2009
David Krebs – Director, Mobile & Wireless Practice
Webcast Goals, Objectives, Introduction


•       Goals and objectives include:
                        j
          Offering a market-driven definition for Managed Services in Enterprise Mobility
          Providing context to the current state of the market and its influence on Managed Services
          Highlighting enterprise mobility user and evaluator demand for Managed Services
          Sharing key considerations for Enterprise Mobility solution providers
          Inviting attendees to work with VDC Research to track and define this opportunity

•       Sources of information for this webcast include:
         VDC’s annual Enterprise Mobility Research Service
          VDC s
         End user survey on Managed Services conducted H1 2009




    1 – VDC Research Group, Inc.
Mobility Remains Critical, but Spending is Slow
  Most traditional markets to decline materially in 2009
  M t t diti     l    k t t d li        t i ll i



       2009 Revenue Growth Expectation (over
                             p         (                                  •   Substantial contraction anticipated
                      2008)                                                   for 2009 over 2008 performance

                                  -11%                Wholesale           •   Growth/ contraction expectations
                                   Utilities/ Telco      6%                   for 2009 by sector map to initial
                       -17%                           Transportation
                                                                              VDC forecasts

                -21%
                                                                               Hardest hit segments are ‘within four
                                                      Retail
                                                                                 walls’ environments such as retail shop
                                    Prof. Service      4%                        floor, manufacturing and warehousing
                              -13%
                               13%                    Manufacturing            Some opportunity for field mobility
                                                                                 solutions – especially around field
                          -15%                        Industrial/ WH             service, professional service and select
                                     Health Care               9%                government/ military segments
                                          -6%         State/ Local
                                                                          •   Market is expected to rebound
                                           -6%        Public Safety           slightly in second half of 2009.
                                          Military             8%             However, impact on overall 2009
                          Federal Non-Military           6%                   performance is expected to be
                                                                              minimal
-30%
   %          -20%
                 %                -10%
                                     %            0%
                                                   %                10%
                                                                      %



   2 – VDC Research Group, Inc.
Channels Are Pulling Price and Margin Levers
           Delta b t
           D lt between target and minimum margins greatest f h d
                        t    t d i i           i       t t for hardware offerings
                                                                         ff i



                                           Minimum and Target Margins by Core Offerings
                                                          g      g     y             g
SERVICES
       S




                        Hosted Applications                                                15%
                                                                                                            19%
                       Professional Services                                                          18%
                                                                                                                    22%
                           Training Services                                                    16%
                                                                                                                        23%
S




                      Maintenance Services                                                      16%
                                                                                                                        22%
             System Design and Integration                                                        17%
                                                                                                                         23%
             Custom Developed Mobile SW                                                                       20%
                                                                                                                                25%
SW




                      Packaged Mobile SW                                                               18%
S




                                                                                                                              24%
                  Wireless NW Infrastructure                                  12%
                                                                                                      18%
                               Rugged PDAs                                11%
                                                                                                             20%
HW




                                          PDAs                          10%
                                                                                          15%
H




                                Smartphones                   8%                                                    Minimum
                                                                                          15%
                         Rugged Notebooks                          9%                                               Target
                                                                                          15%
                                  Notebooks                   7%
                                                                                    13%

                                                 0%      5%              10%                15%                   20%               25%


           3 – VDC Research Group, Inc.
           .
Mobility Remains Critical, But, How to Afford It?


Q: Mobility investments becoming more strategic to our
   organization
 50%

 40%                           44%

 30%
                   26%
 20%
                                        16%
 10%
                                                  10%         4%
  0%
                Strongly       Agree   Neutral   Disagree   Strongly
                 agree                                      disagree

4 – VDC Research Group, Inc.
Benefits and Challenges of Mobility Solutions
Many mobility investment challenges can by addressed by managed service model


OUT OF BOX EXPERIENCE                              EFFICIENT APP DEPLOYMENT



 • OTA device                                            • OTA push of applications
   provisioning           Deployment A li ti
                          D l       t Application          and updates
 • Software configuration Complexity Management          • Seamless version control
                                       Customer
                                        Issues
                                        I
                                                          • Security
 • Device diagnostics           Remote        Security    • Remote lock and wipe
 • OTA fixes                    Management Management
 • Validate settings



           LOWER TCO                                        DATA SECURITY

 5 – VDC Research Group, Inc.
Managed Mobility Service Drivers
There are a number of drivers shaping demand ... Most accounts cite more than one …


                                           •   Cost Management
                                                            g
                                                Shift to variable IT cost
                                                Lack of capital investment
                                                Lower up front costs
                                                Lower staffing costs
                                           •   Data Protection
                                                Compliance management (SEC; HIPAA;
                                                 SOX; etc.)
                                                Compliance with SW licensing agreements
                                                Security compliance
                                           •   Managing Distributed Enterprises
                                                Greater than 120,000 distributed
                                                 enterprises and 4 million b
                                                        i      d     illi branch offices
                                                                               h ffi
                                                 worldwide
                                                As much as 60% of a corporation’s data
                                                 resides outside of managed servers




 6 – VDC Research Group, Inc.
Managed Mobility Service Adoption Concerns
All issues – except wireless connectivity – are ‘the common ones’ cited across the IT market


                                             •   Loss of IT control and vendor ‘lock-
                                                 in’ are cited as the leading concerns
                                                 – not uncommon with other managed
                                                 service initiatives

                                             •   Unique to mobility are issues
                                                 surrounding wireless connectivity
                                                 and operating in a disconnected state




 7 – VDC Research Group, Inc.
Managed Mobility Service Adoption Sequence
Device and security management to precede LOB applications?


                                          •   Initial opportunity for managed
                                                       pp       y         g
                                              services expected in broader device
                                              and security management solutions


                                          •   Hosted applications to center initially
                                              around most established or robust
                                              solutions


                                          •   Longer term opportunities
                                              addressing connectivity management




 8 – VDC Research Group, Inc.
Key Messages and Success Requirements

       Confronting data control concerns:

       •Providers must be prepared to address these fears, typically through discussion on disaster management
        protocol and recovery systems. The security expertise of a hosted provider can far surpasses what the
        customer could perform internally. Instead of a drawback, security concerns can be turned into a key selling
        point for the hosted solutions

       Wireless connectivity challenges:

       •Hosted software solutions leverage the Internet as the primary access platform. As many mobile
        applications require operation in environments lacking network access, it is imperative that solutions are
        architected to enable offline utilization. Vendors typically address the problems by including an integrated
        platform on the device.

       Hybrid solutions:

       •Perhaps the most important requirement is that vendors not look at hosted mobile solutions as an either‐or
        option. Rather, they represent an opportunity for a select group of users supporting a specific set of
        applications. Consequently, a third model is emerging – hybrid SaaS – that enables the customer to deploy
        the software as a SaaS service or as an on‐premise solutions with the flexibility of switching on an as‐need
                                                    p                                   y            g
        basis.

       Customization vs. Scalability:

       •One of the most critical debates for a vendor in the creation of a hosted solution is the degree of allowed
        customization. While the more standardized the application the more scalable the solution, client
        requirements do not fit into neatly defined feature sets.



9 – VDC Research Group, Inc.
Managed Services Deployment ‘Rules and Roles’


  •       Managed services offers an alternative approach for clients to acquire
                g                                           pp                            q
          mobility solutions.
            Designed and delivered according to a predefined statement of deliverables
            Generally includes end to end service, service level agreements and assets/hardware.
            Includes a recurring service-based pricing offering a more predictable cost
               c udes ecu g se ce based p c g o e g                 o e p ed ctab e cost.
  •       Ongoing visibility of operational performance is provided and managed
          through pre-agreed performance parameters/SLAs.
            Clients may include unique performance requirements such as degree of control and
              visibility, security availability, capacity,
              visibility security, availability capacity service continuity among others
                                                                                  others.
  •       The service provider is able to optimize the best balance of facilities,
          processes, resources, tools and metrics, resulting in the best overall value
          for the client.
            Cost effectiveness achieved through instituting process standards and establishing and
              supporting a standard operating environment consisting of COTS services and solutions.

“The enterprise sees a tremendous value in mobile solutions, but many organizations don’t have the
         resources to support it. That includes all companies, to the size of Home Depot.”
                    VP, Business Development at Tier I Logistics Solution Provider.


      10 – VDC Research Group, Inc.
Research Objectives


•    Global geographic coverage
•    Enterprise user analysis
•    Enterprise mobility supplier, managed services partner,
     channel analysis
•    Enterprise mobility solution provider capabilities and position
     analysis
•    Key issues, forces and trends driving market demand
         issues




 11 – VDC Research Group, Inc.
Founding Sponsorship – A Range of Significant Benefits for
Early Subscribers


•    Discounted pricing
       10–15% below the post-publication price
•    Influence the scope, direction and content of the research
       Additions or modifications to our survey instruments
       Changes to definitions of markets and market segments
       Adding certain analyses to our final deliverables
•    One on one
     One-on-one relationship with key contributing analysts
•    Monthly updates and real-time exceptional findings
•    Prospective on-site presentation and discussion of findings


                     Study Publication Date   Founding Sponsorship Period

                            Nov/Dec 2009       Through September 30, 2009
                                                                 30



 12 – VDC Research Group, Inc.
Q&A Session


                       Thank You for Attending this VDC Webinar

  For more information about VDC Research’s coverage of the global
  markets for Mobile and Wireless technologies – including the Managed
  Services – Enterprise Mobility Solutions 2009 Market Requirements and
                                 Solutions,
  Opportunity Analysis – please contact:

  David Krebs
  Director, Mobile & Wireless Practice
  davidk@vdcresearch.com | 508-653-9000 ext.136

  Gerrald Smith
  Account Executive
  gsmith@vdcresearch.com | 508-653-9000 ext.113




13 – VDC Research Group, Inc.

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Why Now is the Time for Managed Enterprise Mobile Services

  • 1. Why Now is the Time for Managed E M d Enterprise M bil i Mobile Services Webcast Presentation - September 9, 2009 David Krebs – Director, Mobile & Wireless Practice
  • 2. Webcast Goals, Objectives, Introduction • Goals and objectives include: j  Offering a market-driven definition for Managed Services in Enterprise Mobility  Providing context to the current state of the market and its influence on Managed Services  Highlighting enterprise mobility user and evaluator demand for Managed Services  Sharing key considerations for Enterprise Mobility solution providers  Inviting attendees to work with VDC Research to track and define this opportunity • Sources of information for this webcast include:  VDC’s annual Enterprise Mobility Research Service VDC s  End user survey on Managed Services conducted H1 2009 1 – VDC Research Group, Inc.
  • 3. Mobility Remains Critical, but Spending is Slow Most traditional markets to decline materially in 2009 M t t diti l k t t d li t i ll i 2009 Revenue Growth Expectation (over p ( • Substantial contraction anticipated 2008) for 2009 over 2008 performance -11% Wholesale • Growth/ contraction expectations Utilities/ Telco 6% for 2009 by sector map to initial -17% Transportation VDC forecasts -21%  Hardest hit segments are ‘within four Retail walls’ environments such as retail shop Prof. Service 4% floor, manufacturing and warehousing -13% 13% Manufacturing  Some opportunity for field mobility solutions – especially around field -15% Industrial/ WH service, professional service and select Health Care 9% government/ military segments -6% State/ Local • Market is expected to rebound -6% Public Safety slightly in second half of 2009. Military 8% However, impact on overall 2009 Federal Non-Military 6% performance is expected to be minimal -30% % -20% % -10% % 0% % 10% % 2 – VDC Research Group, Inc.
  • 4. Channels Are Pulling Price and Margin Levers Delta b t D lt between target and minimum margins greatest f h d t t d i i i t t for hardware offerings ff i Minimum and Target Margins by Core Offerings g g y g SERVICES S Hosted Applications 15% 19% Professional Services 18% 22% Training Services 16% 23% S Maintenance Services 16% 22% System Design and Integration 17% 23% Custom Developed Mobile SW 20% 25% SW Packaged Mobile SW 18% S 24% Wireless NW Infrastructure 12% 18% Rugged PDAs 11% 20% HW PDAs 10% 15% H Smartphones 8% Minimum 15% Rugged Notebooks 9% Target 15% Notebooks 7% 13% 0% 5% 10% 15% 20% 25% 3 – VDC Research Group, Inc. .
  • 5. Mobility Remains Critical, But, How to Afford It? Q: Mobility investments becoming more strategic to our organization 50% 40% 44% 30% 26% 20% 16% 10% 10% 4% 0% Strongly Agree Neutral Disagree Strongly agree disagree 4 – VDC Research Group, Inc.
  • 6. Benefits and Challenges of Mobility Solutions Many mobility investment challenges can by addressed by managed service model OUT OF BOX EXPERIENCE EFFICIENT APP DEPLOYMENT • OTA device • OTA push of applications provisioning Deployment A li ti D l t Application and updates • Software configuration Complexity Management • Seamless version control Customer Issues I • Security • Device diagnostics Remote Security • Remote lock and wipe • OTA fixes Management Management • Validate settings LOWER TCO DATA SECURITY 5 – VDC Research Group, Inc.
  • 7. Managed Mobility Service Drivers There are a number of drivers shaping demand ... Most accounts cite more than one … • Cost Management g  Shift to variable IT cost  Lack of capital investment  Lower up front costs  Lower staffing costs • Data Protection  Compliance management (SEC; HIPAA; SOX; etc.)  Compliance with SW licensing agreements  Security compliance • Managing Distributed Enterprises  Greater than 120,000 distributed enterprises and 4 million b i d illi branch offices h ffi worldwide  As much as 60% of a corporation’s data resides outside of managed servers 6 – VDC Research Group, Inc.
  • 8. Managed Mobility Service Adoption Concerns All issues – except wireless connectivity – are ‘the common ones’ cited across the IT market • Loss of IT control and vendor ‘lock- in’ are cited as the leading concerns – not uncommon with other managed service initiatives • Unique to mobility are issues surrounding wireless connectivity and operating in a disconnected state 7 – VDC Research Group, Inc.
  • 9. Managed Mobility Service Adoption Sequence Device and security management to precede LOB applications? • Initial opportunity for managed pp y g services expected in broader device and security management solutions • Hosted applications to center initially around most established or robust solutions • Longer term opportunities addressing connectivity management 8 – VDC Research Group, Inc.
  • 10. Key Messages and Success Requirements Confronting data control concerns: •Providers must be prepared to address these fears, typically through discussion on disaster management protocol and recovery systems. The security expertise of a hosted provider can far surpasses what the customer could perform internally. Instead of a drawback, security concerns can be turned into a key selling point for the hosted solutions Wireless connectivity challenges: •Hosted software solutions leverage the Internet as the primary access platform. As many mobile applications require operation in environments lacking network access, it is imperative that solutions are architected to enable offline utilization. Vendors typically address the problems by including an integrated platform on the device. Hybrid solutions: •Perhaps the most important requirement is that vendors not look at hosted mobile solutions as an either‐or option. Rather, they represent an opportunity for a select group of users supporting a specific set of applications. Consequently, a third model is emerging – hybrid SaaS – that enables the customer to deploy the software as a SaaS service or as an on‐premise solutions with the flexibility of switching on an as‐need p y g basis. Customization vs. Scalability: •One of the most critical debates for a vendor in the creation of a hosted solution is the degree of allowed customization. While the more standardized the application the more scalable the solution, client requirements do not fit into neatly defined feature sets. 9 – VDC Research Group, Inc.
  • 11. Managed Services Deployment ‘Rules and Roles’ • Managed services offers an alternative approach for clients to acquire g pp q mobility solutions.  Designed and delivered according to a predefined statement of deliverables  Generally includes end to end service, service level agreements and assets/hardware.  Includes a recurring service-based pricing offering a more predictable cost c udes ecu g se ce based p c g o e g o e p ed ctab e cost. • Ongoing visibility of operational performance is provided and managed through pre-agreed performance parameters/SLAs.  Clients may include unique performance requirements such as degree of control and visibility, security availability, capacity, visibility security, availability capacity service continuity among others others. • The service provider is able to optimize the best balance of facilities, processes, resources, tools and metrics, resulting in the best overall value for the client.  Cost effectiveness achieved through instituting process standards and establishing and supporting a standard operating environment consisting of COTS services and solutions. “The enterprise sees a tremendous value in mobile solutions, but many organizations don’t have the resources to support it. That includes all companies, to the size of Home Depot.” VP, Business Development at Tier I Logistics Solution Provider. 10 – VDC Research Group, Inc.
  • 12. Research Objectives • Global geographic coverage • Enterprise user analysis • Enterprise mobility supplier, managed services partner, channel analysis • Enterprise mobility solution provider capabilities and position analysis • Key issues, forces and trends driving market demand issues 11 – VDC Research Group, Inc.
  • 13. Founding Sponsorship – A Range of Significant Benefits for Early Subscribers • Discounted pricing  10–15% below the post-publication price • Influence the scope, direction and content of the research  Additions or modifications to our survey instruments  Changes to definitions of markets and market segments  Adding certain analyses to our final deliverables • One on one One-on-one relationship with key contributing analysts • Monthly updates and real-time exceptional findings • Prospective on-site presentation and discussion of findings Study Publication Date Founding Sponsorship Period Nov/Dec 2009 Through September 30, 2009 30 12 – VDC Research Group, Inc.
  • 14. Q&A Session Thank You for Attending this VDC Webinar For more information about VDC Research’s coverage of the global markets for Mobile and Wireless technologies – including the Managed Services – Enterprise Mobility Solutions 2009 Market Requirements and Solutions, Opportunity Analysis – please contact: David Krebs Director, Mobile & Wireless Practice davidk@vdcresearch.com | 508-653-9000 ext.136 Gerrald Smith Account Executive gsmith@vdcresearch.com | 508-653-9000 ext.113 13 – VDC Research Group, Inc.

Editor's Notes

  1. First, I want to address some frequently asked questions s.The slides from this presentation, along with the recording and a copy of our research note “Mobility as a Service: Is the Time Right?” will be delivered to you via email shortly after this broadcast.We have built-in 15 minutes of Q&A at the end of this presentation,. We will conduct the Q&A session using the chat feature at the bottom right hand corner of your screen.