Mobile & Wireless PracticeDavid Krebs, Director

VDC Research Webcast:Enterprise & Government Mobility Solutions in 2011 & Beyond

Frequently Asked Questions

These slides are from a webcast presented on 12/15/10.

A full audio recording is available at:

http://vdcresearch.com/Landing/webcast121510.aspx

1 – 2010 VDC Research Group, Inc.Mobile & Wireless Practice

VDC Research

Complimentary insights and marketing data on the enterprise & government mobility markets available at:

www.vdcresearch.com

2 – 2010 VDC Research Group, Inc.Mobile & Wireless Practice

David Krebs, Practice Director David has more than ten years experience covering the markets for enterprise and government mobility solutions, wireless data communication technologies and automatic data-capture research and consulting. David focuses on identifying the key drivers and enablers in the adoption of mobile and wireless solutions among mobile workers in the extended enterprise. David’s consulting and strategic advisory experience is far reaching and includes technology and market opportunity assessments, technology penetration and adoption enablers, partner profiling and development, new product development and M&A due diligence support. David has extensive primary market research management and execution experience to support market sizing and forecasting, total cost of ownership (TCO), comparative product performance evaluation, competitive benchmarking and end user requirements analysis. David is a graduate of Boston University (BSBA).

3 – 2010 VDC Research Group, Inc.Mobile & Wireless Practice

Today’s Speaker

2010 Market Trends & 2011 Growth Expectations

Leading 2011 Enterprise & Government Mobility Investment Themes

VDC’s 2011 Enterprise & Government Mobility Research Service

Question & Answers

4 – 2010 VDC Research Group, Inc.Mobile & Wireless Practice

Today’s Speaker

Enterprise Mobility: Mobile Device Outlook

$0

$2,000

$4,000

$6,000

$8,000

$10,000

$12,000

2007 2008 2009 2010 2011 2012 2013 2014

(USD

Mill

ions

)

Mobile Device Shipments Supporting Enterprise Mobility Applications(only includes devices deployed to support enterprise mobility applications)

Rugged Large FF Rugged Small FF Smartphones Notebooks Slate Tablets/ Media Tablets

Dynamic Interest in Slate Tablets/ Media Tablets

Strong rebound in rugged market in 2010 – return to more consistent

growth

Slowdown in notebook market in part b/c of slate

tablets

Continued smartphone

strength

Faster than expected rebound

5 – 2010 VDC Research Group, Inc.Mobile & Wireless Practice

Emergence of Cloud-optimized Mobile Solutions

SaaS/Hosted solution40.6%

Application resides behind

corporate firewall53.7%

Other5.7%

Enterprise Mobility Application Design /Deployment Approach

• The emerging class of tablets /media-pads –with their more smartphone-like OS profiles, processing capabilities and interface options –are leading a trend towards ‘cloud-optimized’ solutions.

• Cloud computing will in part be enabled by virtualization, including: hardware virtualization, platform virtualization, and application virtualization.

Level of investment in SaaS-based enterprise mobility solutions reaching scale

6 – 2010 VDC Research Group, Inc.Mobile & Wireless Practice

Tick-tock, Tick-tock: The Individual Liable Device as a Security Time Bomb

0%

10%

20%

30%

40%

50%

60%

70%

80%

90%

100%

Company purchased only Both company and employee purchased: Approved list

Both company and employee purchased: Any phone Employee purchased only: Approved list

Employee purchased only: Any phone

Smartphone Deployment Approach by Industry Growing proportion of IL devices within

enterprise

7 – 2010 VDC Research Group, Inc.Mobile & Wireless Practice

Security Management Requirements

3.9

4.0

4.1

4.1

4.2

4.3

4.4

4.4

4.4

4.7

4.9

0 1 2 3 4 5 6

Integrate on device login with active directory

Distribute security/policy changes even without a data connection

Encrypt over the air (OTA)/ Internet communications

Enforce on device data encryption

Enforce on device applications whitelist/blacklist

Enforce password policies

Remotely enable device kill and data deletion for lost or stolen devices

Enforce security policies even when the device is in an offline state

Enforce device hardware feature contol policies (e.g. block camera)

Remotely deliver security patch updates

Lockdown device interface to reduce end-user tampering

Rate the following security management functions in terms of their level of importance to your firm

(1=Extremely unimportant; 6=Extremely important)

Improved mobile security discipline required within enterprises

Security policy development – and enforcement – especially for individual liable devices will be a KEY requirement again in 2011.

8 – 2010 VDC Research Group, Inc.Mobile & Wireless Practice

Enterprises Embrace Application Development Liberties of Next Generation Mobile Platforms

• The democratization of mobile application development – enabled by emerging mobile platforms, such as Android, and today’s micro-app mentality – is taking the enterprise by storm. Organizations have become enamored by the low-cost / low-risk approach of internally developing mobile applications to support specific workflows or use cases.

• This has been especially apparent in the military where Android and iOS development is actively encouraged and invested in. Dozens of vendors focused on mobility have emerged with robust tools and platforms that enable “click and build” capability for creating mobile applications.

• Considering the level of customization required for currently deployed “traditional” enterprise applications (i.e. desktop applications), we see a significant opportunity for businesses to take advantage of these tools and build their own customized applications that will extend their often significant enterprise application investments.

• While this trend is unlikely to significantly impact development of more mission critical applications – and nor are we suggesting that enterprises are taking control of all mobile development – the expectation is these developments will result in the enablement of entirely new mobile workflows and evolve into incremental opportunities for mobile solution providers.

9 – 2010 VDC Research Group, Inc.Mobile & Wireless Practice

Mobile Ecosystem Shakeup Impacting Points of Decision Making Influence

22.1%

21.7%

18.6%

15.8%

12.0%

7.1%

2.7%

Mobile HardwareVvendors/Solution Provider

System Integrator (SI)/ Value Added Reseller (VAR)

Independent Software Vendor (ISV)

Consultant/Professional Service Provider

Wireless carrier

Distributor/VAD

Others

Primary/ Initial External Enterprise Mobility Resources

• A broader sphere of influence on enterprise mobility key decision makers.

• One of the more interesting developments to follow will be the activity among wireless carriers. Carriers are acquiring professional service organizations

which will potentially put them in direct competition with some of their partners.

Carriers are eager to control a larger share of the enterprise mobility market and are furiously trying to shed their image of “dumb pipe” vendors.

• A greater proportion of ‘green field’ accounts turn initially to ISVs to determine key requirements.

10 – 2010 VDC Research Group, Inc.Mobile & Wireless Practice

Mobile Channels Offer Varied Opportunities & Challenges

Various distribution channels are emerging for mobile applications, each with their own benefits and challenges. Key capabilities, issues and consideration for each channel are summarized below:

Source: VDC Research

Category Carrier Distribution Device Vendor Mobile App Stores Mobile Web ISV/ Systems Integrator

Openness • Permission required by carrier

• Open to any who sign agreement • Completely open • Partner development

Entry cost and Revenue Split

• Substantial (includingresources to manage relationship)

• 60/40 revenue split

• Limited cost (~$100-$200) to introduce applications

• 70/30 revenue split• None • NA

PaymentOptions

• No consistent options• Carriers beginning to

integrate with billing

• Strong micropayment options• Limited options for enterprise

wide deployments

• Lack of strong or consistent solution

• Professional service contracts with partners

EnterpriseIntegration • Improving capabilities • Poor • Improving • Strong

Discoverability • Uneven – support by different business units

• Improving - however, need separation between consumer and enterprise

• Uneven• Limited to uneven. Large

volume of small specialized solution providers.

Value Chain Impact • Low, but moving up • High / Broad • Low / Variable • Moderate

Considerations• Improving strength of

carrier professional service teams

• Strong for less sophisticated point solutions with limited integration requirements

• Long term viability. However, serious limitations for current enterprise requirements.

• Primary model for moresophisticated native applications

11 – 2010 VDC Research Group, Inc.Mobile & Wireless Practice

Rugged Becomes Relevant…Again

• After trending down for the last several years, failure rates of mobile devices have again increased.

• This is largely in response to the recent economic pressures, end users have extended the life cycle of mobile devices and adopted less expensive solutions (such as netbooks) resulting in an increase in failure rates.

12.1

%

4.4%

13.3

%

5.9%

16.6

%

4.6%

16.8

%

7.9%

0%

2%

4%

6%

8%

10%

12%

14%

16%

18%

Large Form Factor -

Commercial Grade

Large Form Factor - Rugged

Small Form Factor -

Commercial Grade

Small Form Factor - Rugged

Average Annual Failure Rates by Device Type

2007/2008 2009/2010

12 – 2010 VDC Research Group, Inc.Mobile & Wireless Practice

Leading Mobility Investment Concerns

0 1 2 3 4 5 6

Supporting dual mode devices (work and personal use)

Locate/track devices

Managing SW license conformance

Provide real time remote training to field users

Clear mobile asset and software inventory management

Remote provisioning of devices

Remote helpdesk

Security policies for handling lost/stolen devices/data

Reducing support costs

Preventing data breaches

Ensuring user friendliness of mobility solutions

Minimizing device downtime user productivity loss

Rate the following mobility issues or concerns in terms of their level of importance to your firm (1=Extremely unimportant; 6=Extremely important)

Minimizing device downtime is a top of mind issue for organizations

Managing the TCO of mobile device deployments is a consistent ‘top of mind’ issue for organizations deploying mobile solutions.

13 – 2010 VDC Research Group, Inc.Mobile & Wireless Practice

Enterprise Applications Optimized For Touch Interface

6.3%

4.7%

5.5%

5.5%

6.3%

9.4%

10.2%

20.5%

26.8%

Other

Speech Recognition

Mag Stripe Reader

RFID Interrogator

VoIP

Pen/Stylus

Smartcard Reader/NFC

Bar Code Scanner/Imager

Touchscreen/Multi-touch

Primary (non Keyboard) Mobile Input Functionality Requirements

• More and more mobile devices are shipping with touch as the primary interface technology.

• Consumer influenced UI and interfaces – such as touch and multi-touch – are becoming more the norm for mobile military applications. Moreover, demand for open / standards-based platforms that enable seamless integration with new I /O solutions increasingly critical.

• However, while most are great for content consumption, few can be used to support more data-intensive input applications.

• Finally, another major hurdle – which will increasingly be addressed – is enterprise software platforms leveraging touch as an interface option.

14 – 2010 VDC Research Group, Inc.Mobile & Wireless Practice

VDC Research Profile: 2011 ServiceKey offerings: technical tracks

TRACK 1: Enterprise and Government Mobility HardwareThis track spans four volumes that provide detailed market sizing (including quarterly size and share tracking), forecasting and competitive analysis of mobile devices deployed for enterprise and government mobility applications across a variety of form factors.

TRACK 2: Enterprise Mobility SoftwareThis track spans three volumes that provide detailed market definitions and segmentations, estimates, forecasts, competitive share, and mobile developer analyses across several mobile software segments. This track addresses the enterprises approach to mobile application development, key technical requirements, enterprise application extension and integration and other leading mobile software trends.

TRACK 3: Enterprise Mobility Professional ServicesThis track spans two volumes that provide market estimates, forecasts, competitive share, end user requirements, and channel trends for enterprise mobility professional services including traditional break-fix, integration and deployment services to more advanced managed services.

15 – 2010 VDC Research Group, Inc.Mobile & Wireless Practice

VDC Research Profile: 2011 ServiceKey offerings: market and channel tracks

TRACK 4: Enterprise Mobility Vertical and Application MarketsThis track provides detailed market definition and segmentation, estimates and forecasts, and end user requirements for enterprise mobility platforms, software, and professional services across six vertical and application markets.

TRACK 5: Government Vertical and Application MarketsThis track provides detailed market definition and segmentation, estimates and forecasts, and end user requirements for government mobility platforms, software, and professional services across four vertical and application markets.

TRACK 6: Enterprise Mobility Channel TrackerThis track spans two volumes and provides a tracking service that measures vendor partner program quality and effectiveness, channel organization growth expectations by vertical market, application and key technology and identifies and profiles key channel organizations. Each regional volume provides a full-year report and a half-year update.

16 – 2010 VDC Research Group, Inc.Mobile & Wireless Practice

Q&A Session

Thank You for Attending this VDC Webcast.For more information about VDC Research coverage of the global markets for the enterprise & government mobility markets – please contact:

David KrebsDirectordavidk@vdcresearch.com | 508.653.9000 x136

Gerrald Smith Senior Account Executivegsmith@vdcresearch.com | 508.653.9000 x113

17 – 2010 VDC Research Group, Inc.Mobile & Wireless Practice