The document discusses why now is the time for managed enterprise mobility services. It notes that while mobility remains critical for enterprises, spending is slowing due to the economic downturn. It highlights key drivers for adopting managed mobility services like cost management and data protection. Concerns around adopting these services include loss of IT control and vendor lock-in. The document recommends that providers address these concerns and offer hybrid solutions that are customizable yet scalable.

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.