2012 North American Mobile Device Management Customer Value Enhancement Award

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1 North American Mobile Device Management Customer Value Enhancement Award 2012 Frost & Sullivan 1 We Accelerate Growth

2 Customer Value Enhancement Award Mobile Device Management North America, 2012 Frost & Sullivan s Global Research Platform Frost & Sullivan is in its 50th year in business with a global research organization of 1,800 analysts and consultants who monitor more than 300 industries and 250,000 companies. The company s research philosophy originates with the CEO s 360-Degree Perspective, which serves as the foundation of its TEAM Research methodology. This unique approach enables us to determine how best-in-class companies worldwide manage growth, innovation and leadership. Based on the findings of this Best Practices research, Frost & Sullivan is proud to present the 2012 North American Customer Value Enhancement Award in Mobile Device Management to AirWatch, LLC. Significance of the Customer Value Enhancement Award Key Industry Challenges Addressed by Superior Customer Initiatives Increased productivity, improved supply chain operations, faster and efficient business operations, and real-time collaboration with customers, partners and suppliers are the main benefits of enterprise mobility. However, Frost & Sullivan notes that increasing penetration of mobility in the enterprise can also render organizations vulnerable to various operational, compliance and security challenges including unauthorized data access and sharing, higher cost of providing access to corporate applications and services, complexity of integration with other corporate systems and platforms (such as human resources systems and corporate directory), and other possible network security issues. Frost & Sullivan independent analysis reveals that managing the influx of corporate liable, as well as individual liable, mobile devices in a costeffective, secure, scalable and reliable manner is the biggest challenge in the North American mobile device management(mdm) markets. The present generation of smartphones and tablets such as Apple and Android devices support Microsoft s Exchange ActiveSync technology, which makes it possible to deliver push synchronization of , calendar, contacts and tasks between an Exchange server and ActiveSync-enabled clients on compatible IOS and Android devices. However, ActiveSync has a very basic set of device management capabilities (on the server side), and using ActiveSync alone is quite simply not enough to support the evolving requirements of enterprise mobility. There exists the clear need for capable, granular and secure multi-os MDM platforms that let enterprise users manage various aspects of their enterprise mobility requirements in an easy to use, scalable, reliable, and cost-effective manner Frost & Sullivan 2 We Accelerate Growth

3 Product Capabilities, Quality of Service, Timeliness of Service, and Cost of Service are the four most important enterprise considerations for MDM. MDM is really about managing the entire lifecycle of mobile devices (and content and services available on these devices): starting from the time they are configured (or allowed) to access corporate resources, through to the time they leave a corporate network. MDM solutions work best when facilitating extension of corporate services and data to mobile devices in accordance with the established corporate policies and organization structure. Other important requirements include providing a single interface to allow complete management of all types of mobile devices including Apple, Android and BlackBerry devices; ensuring that the MDM platforms are up-to-date to be able to support the latest devices; supporting both on-premise and cloud-based MDM deployments; and providing effective (and economical) service and support capabilities to customers. Having a right-sized approach is critical for long-term success in MDM. Other industry challenges include increasing Android fragmentation, justifying cost of investment in next-generation MDM platforms in the current economic conditions, the need for extending MDM capabilities to other connected(wireless) enterprise endpoints (such as machine-to-machine communications), and developing or acquiring the right capabilities to counter the rapidly emerging security threats in mobile -such as mobile malware. Best Practice Award Analysis for AirWatch, LLC. The Frost & Sullivan Customer Value Enhancement Award is presented each year to the company that has demonstrated excellence in implementing strategies that proactively create value for its customers with a focus on improving the return on the investment that customers make in its services or products. This Award recognizes the company's inordinate focus on enhancing the value that its customers receive, beyond simply good customer service, leading to improved customer retention and ultimately customer base expansion. AirWatch s Performance in Mobile Device Management AirWatch is the leading provider of enterprise-grade Mobile Device Management, Mobile Application Management, Mobile Management and Mobile Content Management solutions. With over 700 employees and 3000 global customers, AirWatch is one of the largest specialized multi-os MDM vendors in the world. The company has achieved this distinction by delivering comprehensive, secure, scalable, reliable, cost-effective, mulittenant MDM implementations to customers from across all major industry verticals including Retail, Financial Services, Government, Education, Transportation, Healthcare and Services Frost & Sullivan 3 We Accelerate Growth

4 Key performance drivers for AirWatch are listed below. The AirWatch Platform Platform Architecture and Track Record Frost & Sullivan believes that AirWatch offers one of the most comprehensive MDM platforms in the industry, which allows its customers to manage all aspects of their enterprise mobility initiatives. Built on industry standard.net, MS SQL and HTML 5 development platforms, AirWatch s MDM solution offers features such as an enterprise app catalog, robust compliance module, secure content delivery, a Secure Gateway for managing access to infrastructure, advanced reporting, and alerting and workflow. AirWatch also offers flexible deployment models, along with extremely competitive pricing, to enable enterprises to leverage the platform for their unique corporate mobility requirements. As a result, leading organizations including seven out of top 10 global retailers and many other fortune 1000 organizations continue to rely on AirWatch for managing thousands of mobile devices on a daily basis. This is a strong testament to the capabilities of AirWatch s implementations, and the entire AirWatch team should be extremely proud of their achievements in the North American (and Global) MDM markets. The AirWatch Approach Simplifying Enterprise Mobility AirWatch s vision is to simplify enterprise mobility. The company continues to invest aggressively in enhancing the capabilities of its platform and has ensured that all AirWatch customers regardless of their size or location get the same level of high quality service and support experience. Due to its large employee base (with 300 of them dedicated to R&D alone), AirWatch is one of the few MDM vendors that can afford to stay current with new devices and features. This allows the company to rapidly develop and implement solutions to address any potential issues that can arise when any new device or platform makes its way into the enterprise. This is also possible, in part, due to exceptional speed of execution of the company which, in turn, is a result of how the company is structured and financed. With no outside investments, the key strategic decisions at AirWatch are taken by professional managers, with decades of experience in enterprise software industry, without facing any outside pressure from investors that may not understand what it takes to achieve long-term growth in this industry. It is no coincidence that customer feedback indicates a high-level of satisfaction with AirWatch s deployments. Other Key Success Factors - Channel Strategy and Partner Ecosystem AirWatch has developed a superior partner ecosystem. Its many Referral, Reseller, Service Provider, Mobile Operator, and Technology Vendor partners continue to leverage the AirWatch platform to deliver mobile device, application, and content management solutions to their customer base. The company has a dedicated global team to make sure each partner is connected, empowered and supported right from the start. For example, each AirWatch sales personnel is fully compensated on partner sales, which keeps them 2012 Frost & Sullivan 4 We Accelerate Growth

5 motivated to bring in, support new partners, and leverage that partner channel. As a result, a large percentage of AirWatch sales come through partner sales, which continues to help the company increase its market penetration. Ultimately, Frost & Sullivan expects that AirWatch will continue to remain the market leader in the space. Conclusion Frost & Sullivan firmly believes that AirWatch continues to raise the bar in MDM. The company offers the most streamlined process for deployment and management of enterprise mobility solutions and has given IT administrators the perfect option to efficiently manage the challenges of enterprise mobility. AirWatch continues to grow by bringing complete MDM solutions that go beyond simply providing basic endpoint monitoring services. As a result, it is adding nearly 500 customers every month and has clearly become the preferred vendorof-choice in MDM. Frost & Sullivan is therefore proud to present the 2012 Customer Value Enhancement Award to AirWatch in recognition of its impressive achievements. The CEO 360-Degree Perspective TM - Visionary Platform for Growth Strategies The CEO 360-Degree Perspective model provides a clear illustration of the complex business universe in which CEOs and their management teams live today. It represents the foundation of Frost & Sullivan's global research organization and provides the basis on which companies can gain a visionary and strategic understanding of the market. The CEO 360-Degree Perspective is also a must-have requirement for the identification and analysis of best-practice performance by industry leaders. The CEO 360-Degree Perspective model enables our clients to gain a comprehensive, action-oriented understanding of market evolution and its implications for their companies growth strategies. As illustrated in Chart 5 below, the following six-step process outlines how our researchers and consultants embed the CEO 360-Degree Perspective into their analyses and recommendations Frost & Sullivan 5 We Accelerate Growth

6 CEO's 360-Degree Perspective Model Critical Importance of TEAM Research Frost & Sullivan s TEAM Research methodology represents the analytical rigor of our research process. It offers a 360-degree view of industry challenges, trends, and issues by integrating all seven of Frost & Sullivan's research methodologies. Our experience has shown over the years that companies too often make important growth decisions based on a narrow understanding of their environment, leading to errors of both omission and commission. Frost & Sullivan contends that successful growth strategies are founded on a thorough understanding of market, technical, economic, financial, customer, best practices, and demographic analyses. In that vein, the letters T, E, A and M reflect our core technical, economic, applied (financial and best practices) and market analyses. The integration of these research disciplines into the TEAM Research methodology provides an evaluation platform for benchmarking industry players and for creating high-potential growth strategies for our clients Frost & Sullivan 6 We Accelerate Growth

7 Chart 3: Benchmarking Performance with TEAM Research About Frost & Sullivan Frost & Sullivan, the Growth Partnership Company, enables clients to accelerate growth and achieve best-in-class positions in growth, innovation and leadership. The company's Growth Partnership Service provides the CEO and the CEO's Growth Team with disciplined research and best-practice models to drive the generation, evaluation and implementation of powerful growth strategies. Frost & Sullivan leverages 50 years of experience in partnering with Global 1000 companies, emerging businesses and the investment community from more than 40 offices on six continents. To join our Growth Partnership, please visit Frost & Sullivan 7 We Accelerate Growth

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