Why Now is the Time for M d E i M bilManaged Enterprise Mobile ServicesWebcast Presentation - September 9, 2009David 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 providersSharing 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 annual Enterprise Mobility Research Service End user survey on Managed Services conducted H1 2009

1 – VDC Research Group, Inc.

Mobility Remains Critical, but Spending is SlowM t t diti l k t t d li t i ll i 2009

2009 Revenue Growth Expectation (over

Most traditional markets to decline materially in 2009

• Substantial contraction anticipated p (2008)

6%

-11% Wholesale

Utilities/ Telco

for 2009 over 2008 performance

• Growth/ contraction expectations for 2009 by sector map to initial VDC forecasts

-13%

4%

-21%

-17%

Prof. Service

Transportation

Retail

Manufacturing

VDC forecasts Hardest hit segments are ‘within four

walls’ environments such as retail shop floor, manufacturing and warehousing

Some opportunity for field mobility

-15%

13%

-6%

9%Health Care

Manufacturing

Industrial/ WH

State/ Local

Some opportunity for field mobility solutions – especially around field service, professional service and select government/ military segments

• Market is expected to rebound

8%

6%

-6%

% % % % %

Military

Federal Non-Military

Public SafetyMarket is expected to rebound slightly in second half of 2009. However, impact on overall 2009 performance is expected to be minimal

2 – VDC Research Group, Inc.

-30% -20% -10% 0% 10%

Channels Are Pulling Price and Margin Levers D lt b t t t d i i i t t f h d ff i

Minimum and Target Margins by Core Offerings

Delta between target and minimum margins greatest for hardware offerings

S g g y g

23%

22%

19%

16%

18%

15%

Training Services

Professional Services

Hosted Applications

SER

VIC

ES

25%

23%

22%

18%

20%

17%

16%

Packaged Mobile SW

Custom Developed Mobile SW

System Design and Integration

Maintenance Services

SWS

18%

24%

10%

11%

12%

18%

20%

15%PDAs

Rugged PDAs

Wireless NW Infrastructure

Packaged Mobile SW

HW

S

7%

9%

8%15%

15%

13%

15%Notebooks

Rugged Notebooks

Smartphones Minimum

Target

H

3 – VDC Research Group, Inc..

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

Mobility Remains Critical, But, How to Afford It?

Q: Mobility investments becoming more strategic to ourQ: Mobility investments becoming more strategic to our organization

50%

44%

30%

40%

26%

16%10% 4%

10%

20%

10% 4%0%

Strongly agree

Agree Neutral Disagree Strongly disagree

4 – VDC Research Group, Inc.

agree disagree

Benefits and Challenges of Mobility SolutionsMany mobility investment challenges can by addressed by managed service model

OUT OF BOX EXPERIENCE EFFICIENT APP DEPLOYMENT

D l t A li ti• OTA device • OTA push of applications

Customer I

Deployment Complexity

Application Management

provisioning• Software configuration

and updates• Seamless version control

Issues

Remote Management

Security Management

• Device diagnostics• OTA fixes• Validate settings

• Security• Remote lock and wipe

Validate settings

5 – VDC Research Group, Inc.

LOWER TCO DATA SECURITY

Managed Mobility Service DriversThere are a number of drivers shaping demand ... Most accounts cite more than one …

• Cost Managementg Shift to variable IT cost Lack of capital investment Lower up front costs Lower staffing costsLower staffing costs

• Data Protection Compliance management (SEC; HIPAA;

SOX; etc.) Compliance with SW licensing agreements Compliance with SW licensing agreements Security compliance

• Managing Distributed Enterprises Greater than 120,000 distributed

i d 4 illi b h ffienterprises and 4 million branch offices worldwide

As much as 60% of a corporation’s data resides outside of managed servers

6 – VDC Research Group, Inc.

Managed Mobility Service Adoption ConcernsAll 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 SequenceDevice and security management to precede LOB applications?

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

• Hosted applications to center initially• 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.

Wireless connectivity challenges:

•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

Hybrid solutions:

p y gbasis.

•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

Customization vs. Scalability:

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 qmobility 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 a ecu g se ce based p c g o e g a 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 service continuity among othersvisibility, security, availability, capacity, service continuity among 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 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.”

10 – VDC Research Group, Inc.

VP, Business Development at Tier I Logistics Solution Provider.

Research Objectives

• Global geographic coverageGlobal geographic coverage• Enterprise user analysis• Enterprise mobility supplier, managed services partner,

channel analysischannel analysis• Enterprise mobility solution provider capabilities and position

analysisKey issues forces and trends driving market demand• Key issues, forces and trends driving market demand

11 – VDC Research Group, Inc.

Founding Sponsorship – A Range of Significant Benefits for Early SubscribersEarly Subscribers

• Discounted pricing• 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 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 relationship with key contributing analystsOne 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

12 – VDC Research Group, Inc.

Nov/Dec 2009 Through September 30, 2009

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 andServices – Enterprise Mobility Solutions, 2009 Market Requirements and Opportunity Analysis – please contact:

David KrebsDirector, Mobile & Wireless Practicedavidk@vdcresearch.com | 508-653-9000 ext.136

Gerrald SmithAccount Executivegsmith@vdcresearch.com | 508-653-9000 ext.113

13 – VDC Research Group, Inc.