Winning the enterprise mobility opportunity
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Transcript of Winning the enterprise mobility opportunity
© 2012 WIPRO LTD | WWW.WIPRO.COM 1
Winning the
Enterprise Mobility
Opportunity
Know your customers, or lose them
© 2012 WIPRO LTD | WWW.WIPRO.COM 2
Enterprise Mobility
Opportunity
HIGHLIGHTS
Organizations that succeed with enterprise mobility will establish a competitive edge in
sales performance, operational efficiency, and employee productivity. Enterprise mobility
offers a tremendous financial opportunity for both communication service providers (CSPs)
and telecom equipment vendors (TEVs).
Wipro recently conducted a survey with 164
business and IT executives who lead
enterprise mobility adoption initiatives within
their organizations. The following slides
explore the survey results. .
© 2012 WIPRO LTD | WWW.WIPRO.COM 3
The Path of EMA Adoption
Key technology enablers that are leading to investments in
collaborative and transformational EMAs:
• 3G and 4G mobile data networks
• Cloud computing
• Consumerization of technology
© 2012 WIPRO LTD | WWW.WIPRO.COM 4
Benefits of EMA
Sales force Productivity
Business Intelligence Field Operations
Management Early adopters of
EMA experience
overall
improvements
Business Operations
Enablement
Customer
Engagement
Adopt EMA to establish a lethal edge over your competitors
© 2012 WIPRO LTD | WWW.WIPRO.COM 5
Impact of EMAs on Sales Productivity
Quicker Sales Cycle
Larger Deal Size
Higher Win Rate
85% of survey participants
indicated an improvement in data
mobility would reduce sales cycle
duration.
93% of survey participants
indicated an improvement in data
mobility would improve the sales
win rate.
87% of survey participants
indicated an improvement in
data mobility would increase
average deal size.
© 2012 WIPRO LTD | WWW.WIPRO.COM 6
Impact of EMAs on Employee Productivity
Collaborative technologies such as presence, mobile video conferencing
and mobile access to information and business
critical processes will improve employee productivity.
Nearly 20% of survey participants indicated that presence could become a strategic differentiator for their organization.
Employee Presence
Over 20% of survey participants described the potential of enterprise mobility to improve business intelligence as “critically strategic”.
Business Intelligence
© 2012 WIPRO LTD | WWW.WIPRO.COM 7
Capturing Mobility Market Share
The communications industry will face
competition across a broader range of
participants, but for a smaller number of deals.
Two Core Product Requirements to form the
foundation of a successful enterprise mobility
solution are high quality-of-service and data
security.
Technology competencies, sales execution
capabilities and brand credibility are all
important variables that will contribute to
success.
Communication service providers who crack into the enterprise
mobility market can expect to reap rich rewards.
© 2012 WIPRO LTD | WWW.WIPRO.COM 8
Market Differentiators
© 2012 WIPRO LTD | WWW.WIPRO.COM 9
• Employ account centric approach
• Leverage existing client relationships to improve market credibility and positioning
• Stress their ability to use technology to design, build and deliver enterprise mobility solutions
• Craft go-to-market strategy
CSPs
• Build infrastructure and service
delivery platform to support EMAs
• Leverage network capabilities for
service differentiation
• Ensure quality-of-service, reliability
and customer experience
management for the mobile work
force
TEVs
Market Strategies
The enterprise mobility solutions market offers great potential to
Communication Service Providers (CSPs) and Telecom Equipment
Vendors (TEVs).
© 2012 WIPRO LTD | WWW.WIPRO.COM 10
Conclusion
• Enterprises have an imperative to invest in
mobility solutions today or risk being left
behind
• The provision of EMAs offers excellent
financial opportunities for the
communications industry
• CSPs and TEVs must adopt a calculated
market strategy built upon their unique
communication-centric assets and strengths
© 2012 WIPRO LTD | WWW.WIPRO.COM 11
For more details please visit the link below :
http://www.wipro.com/Documents/winning-the-enterprise.pdf
© 2012 WIPRO LTD | WWW.WIPRO.COM 12
About Wipro Consulting Services
Wipro Consulting Services helps companies solve today's business issues while thinking ahead to future challenges and opportunities. As a business unit of Wipro Technologies, one of the world's leading providers of integrated consulting, technology and outsourcing solutions, we bring value to our clients through end-to-end business transformation – think, build and operate.
Our model for the includes implementing lean process transformation, exploiting new technology, optimizing human capital and physical assets and structuring next generation partnering agreements that create value and win/win business outcomes for our clients.
For more information, visit www.wipro.com/consulting or contact us by email at [email protected]
© 2012 WIPRO LTD | WWW.WIPRO.COM 13
Wipro set up the Council for Industry Research, comprised of domain
and technology experts from the organization, to address the needs of
customers. It specifically surveys innovative strategies that will help
customers gain competitive advantage in the market. The Council, in
collaboration with leading academic institutions and industry bodies,
studies market trends to help equip organizations with insights to
facilitate their IT and business strategies.
For more information on the Research Council visit
www.wipro.com/insights or mail [email protected]
About Wipro Council for Industry Research
© 2012 WIPRO LTD | WWW.WIPRO.COM 14
About Wipro Technologies
Wipro Technologies, the global IT business of Wipro
Limited (NYSE:WIT) is a leading Information
Technology, Consulting and Outsourcing company,
that delivers solutions to enable its clients do
business better. Wipro Technologies delivers winning
business outcomes through its deep industry
experience and a 360 degree view of “Business
through Technology” – helping clients create
successful and adaptive businesses. A company
recognised globally for its comprehensive portfolio of
services, a practitioner’s approach to delivering
innovation and an organization wide commitment to
sustainability, Wipro Technologies has over 135,000
employees and clients across 54 countries.
For more information, please visit www.wipro.com
© 2012 WIPRO LTD | WWW.WIPRO.COM 15
Thank You ©Wipro Limited, 2012. All rights reserved.
For more information visit www.wipro.com
No part of this document may be reproduced in
whole or in part without the written permission of the
authors.
Wipro is not liable for any business outcome based
on the views presented in this document. For specific
implementation clients should take advise from their
client engagement manager.