Mobile Enterprise Vendor Benchmark 2014 A Comparison of Software Vendors and Service Providers

Mobile Enterprise Vendor Benchmark 2014 A Comparison of Software Vendors and Service Providers Germany An Analysis by Experton Group AG Munich, Germany

Copyright This analysis has been prepared by Experton Group AG. The information and data contained herein were gathered conscientiously and with the utmost care. Nevertheless, we cannot guarantee their exhaustiveness and accuracy. Nobody should take action, based on this information, without expert advice and an in-depth analysis of the individual situation. All rights to the content of this analysis are reserved by Experton Group. The data and information remain the property of Experton Group. Reproduction even of parts thereof may only be made with the written permission of Experton Group AG. Copyright Experton Group, 2014 Experton Group AG Page 2

Table of Content 1. Management Summary 9 1.1. Mobile Enterprise Consulting... 9 1.2. Mobile Device Management Software... 9 1.3. Mobile Application Management Software... 9 1.4. Mobile Information Management Software... 10 1.5. Mobile Security Suites (Software)... 10 1.6. Mobile Device Management Services... 10 1.7. Workplace Management Managed Services... 11 1.8. Client Virtualization Software... 11 1.9. Mobile Application Development Platform Vendors... 11 2. Mobile Enterprise An IT Hype Is Evolving Into a Business Topic 12 2.1. Demand Development... 12 2.2. Mobile Device Management Software Consolidation Is On Its Way... 13 2.3. The Desktop in the Post-PC Era... 14 2.4. ByoD Is Dead, Long Live CyoD... 15 2.5. Do You Need Mobile Middleware for Mobile Apps?... 16 2.6. Mobile Enterprise and Industrie 4.0... 16 2.7. Mobile Security: Mobile Risks and Security Functionality... 18 2.7.1. Mobile Risks... 18 2.7.2. Mobile Security Functionality... 19 2.7.3. Mobile Security Suites as a Response to Mobile Risks... 20 2.8. Vendor selection was, is, and remains a challenge... 22 3. Methodology 23 3.1. Definitions... 23 3.2. Methodology and Analysis Design... 24 3.3. Selection of Analyzed Vendors... 25 3.4. Analysis Design... 26 3.5. Project Schedule:... 27 4. Mobile Enterprise Consulting Providers 29 4.1. Mobile Enterprise Consulting Evaluation Criteria... 29 4.2. Mobile Enterprise Consulting Providers for the Midmarket... 29 4.2.1. Evaluated service providers for mobile enterprise consulting for the midmarket... 29 4.2.2. Benchmark of mobile enterprise consulting providers for the midmarket... 30 4.2.3. Selected individual criteria mobile enterprise consulting for the midmarket segment... 31 4.3. Mobile Enterprise Consulting Providers for the Upper Midmarket... 33 4.3.1. Evaluated service providers for mobile enterprise consulting for the upper midmarket... 33 4.3.2. Benchmarked mobile enterprise consulting providers for the upper midmarket... 33 Experton Group AG Page 3

4.3.3. Selected individual criteria mobile enterprise consulting for the upper midmarket segment... 35 4.4. Mobile Enterprise Consulting Providers for Large Accounts... 37 4.4.1. Evaluated service providers for mobile enterprise consulting for large accounts... 37 4.4.2. Benchmark of mobile enterprise consulting services providers for large accounts... 37 4.4.3. Selected individual criteria for mobile enterprise consulting providers for large accounts... 39 5. Mobile Device Management Software Vendors 42 5.1. Mobile Device Management Evaluation Criteria... 42 5.2. Mobile Device Management Software for Smartphones and Tablets... 42 5.2.1. Benchmarked vendors of mobile device management software for smartphones and tablets... 42 5.2.2. Benchmark of vendors with an offering of mobile device management software for smartphones and tablets... 43 5.2.3. Selected individual criteria for vendors of mobile device management software for smartphones and tablets... 45 5.3. Device Management Software for All Devices... 48 5.3.1. Benchmarked vendors of mobile device management software for all devices... 48 5.3.2. Benchmark of vendors of mobile device management software for all devices... 48 5.3.3. Selected individual criteria for vendors of mobile device management software for all devices... 50 6. Mobile Application Management Software Vendors 52 6.1. Mobile Application Management Evaluation Criteria... 52 6.2. Benchmarked Mobile Application Management Software Vendors... 52 6.3. Benchmark of Mobile Application Management Software Vendors... 53 6.4. Selected Individual Criteria for Mobile Application Management Software Vendors... 54 7. Mobile Information Management Software Vendors 58 7.1. Mobile Information Management Software Based on File Sharing... 58 7.1.1. Evaluation criteria for mobile information management software based on the file sharing approach... 58 7.1.2. Benchmarked vendors of mobile information management software based on the file sharing approach... 58 7.1.3. Benchmark of vendors of mobile information management software based on the file sharing approach... 59 7.1.4. Selected individual criteria for vendors of mobile information management software based on the file sharing approach... 61 7.2. Mobile Information Management Software Based on Enterprise Content Management... 63 7.2.1. Evaluation criteria for ECM-based mobile information management software... 63 Experton Group AG Page 4

7.2.2. Benchmarked vendors of ECM-based mobile information management software... 63 7.2.3. Benchmark of vendors of ECM-based mobile information management software... 63 7.2.4. Selected individual evaluation criteria for ECM-based mobile information management software... 64 8. Mobile Security Suites Vendors 67 8.1. Mobile Security Suites Evaluation Criteria... 67 8.2. Benchmarked Mobile Security Suites Vendors... 68 8.3. Benchmark of Mobile Security Suites Vendors... 69 8.4. Selected Individual Criteria for Mobile Security Suites... 70 9. Client Virtualization Software Vendors 73 9.1. Benchmarked Client Virtualization Software Vendors... 73 9.2. Evaluation Criteria for Client Virtualization Software... 73 9.3. Benchmark of Vendors of Client Virtualization Software... 73 9.4. Selected Individual Criteria for Client Virtualization Software... 75 10. Mobile Device Management Service Providers 77 10.1. Evaluation Criteria for Mobile Device Management Services... 77 10.2. Mobile Device Management Service Providers for the Midmarket... 77 10.2.1. Evaluated mobile device management service providers for the midmarket... 77 10.2.2. Benchmark of mobile device management service providers for the midmarket... 78 10.2.3. Selected individual criteria for mobile device management services for the midmarket... 79 10.3. Mobile Device Management Service Providers for the Upper Midmarket... 81 10.3.1. Evaluated mobile device management service providers for the upper midmarket... 81 10.3.2. Benchmark of mobile device management service providers for the upper midmarket... 82 10.3.3. Selected individual criteria for mobile device management services for the upper midmarket... 83 10.4. Mobile Device Management Service Providers for Large Accounts... 86 10.4.1. Benchmarked mobile device management service providers for large accounts... 86 10.4.2. Benchmark of mobile device management service providers for large accounts... 86 10.4.3. Selected individual criteria for mobile device management services for large accounts... 87 11. Managed Workplace Services Providers 90 11.1. Evaluation Criteria for Managed Workplace Services... 90 11.2. Managed Workplace Services Providers for the Midmarket... 90 11.2.1. Benchmarked managed workplace services providers for the midmarket... 91 11.2.2. Benchmarked providers of managed workplace services for the midmarket segment... 91 Experton Group AG Page 5

11.2.3. Selected individual criteria for managed workplace services for the midmarket... 92 11.3. Managed Workplace Services Providers for the Upper Midmarket... 95 11.3.1. Benchmarked providers of managed workplace services for the upper midmarket... 95 11.3.2. Benchmarked providers of managed workplace services for the upper midmarket segment... 95 11.3.3. Selected individual criteria for managed workplace services for the upper midmarket... 97 11.4. Benchmarked service providers for managed workplace services for large accounts... 99 11.4.1. Benchmarked service providers for managed workplace services for large accounts... 99 11.4.2. Benchmarked providers of managed workplace services for large accounts... 99 11.4.3. Selected individual criteria for managed workplace services for large accounts... 100 12. Mobile Application Development Platform Vendors 103 12.1. Benchmarked Vendors of Mobile Application Development Platforms... 103 12.2. Evaluation Criteria for Mobile Application Development Platforms... 104 12.3. Benchmark of Mobile Application Development Platform Vendors... 104 12.4. Selected individual criteria for mobile application development platforms... 106 13. Outlook 108 14. Authors and Contacts 110 Experton Group AG Page 6

Table of Figures Figure 1: The four stages of mobile enterprise development... 12 Figure 2: Apps classification by target groups... 16 Figure 3: Experton Market Insight overview... 24 Figure 4: Analyzed market segments... 26 Figure 5: Research Plan... 27 Figure 6: Methodology from research to benchmark... 28 Figure 7: Service provider benchmark mobile enterprise consulting for the midmarket segment... 30 Figure 8: Mobility consulting services, midmarket strategy & vision... 31 Figure 9: Mobility consulting management services, midmarket momentum... 32 Figure 10: Mobility consulting management services, midmarket awareness... 32 Figure 11: Benchmarked mobile enterprise consulting providers for the upper midmarket.. 34 Figure 12: Mobility consulting services, upper midmarket strategy & vision... 35 Figure 13: Mobility consulting management services, upper midmarket momentum... 36 Figure 14: Mobility consulting management services, upper midmarket awareness... 36 Figure 15: Service provider benchmark mobile enterprise consulting for large accounts. 38 Figure 16: Mobility consulting management services, large accounts strategy & vision... 40 Figure 17: Mobility consulting management services, large accounts momentum... 40 Figure 18: Mobility consulting management services, large accounts awareness... 41 Figure 19: Benchmark of mobile device management software vendors for smartphones and tablets... 44 Figure 20: Mobile device management, smartphones and tablets strategy & vision... 46 Figure 21: Mobile device management, smartphones and tablets momentum... 47 Figure 22: Mobile device management, smartphones and tablets awareness... 47 Figure 23: Vendor benchmark mobile device management software for all devices... 49 Figure 24: Mobile device management, all end-user devices strategy & vision... 50 Figure 25: Mobile device management, all end-user devices momentum... 51 Figure 26: Mobile device management, all end-user devices awareness... 51 Figure 27: Benchmark of mobile application management software vendors... 54 Figure 28: Mobile application management strategy & vision... 55 Figure 29: Mobile application management momentum... 56 Figure 30: Mobile application management awareness... 57 Figure 31: Benchmark of mobile information management software vendors based on the file sharing approach... 60 Figure 32: Mobile information management, based on the file sharing approach strategy & vision... 61 Figure 33: Mobile information management, based on the file sharing approach momentum... 62 Figure 34: Mobile information management, based on the file sharing approach awareness... 62 Figure 35: Benchmark of vendors of ECM-based mobile information management software... 64 Figure 36: ECM-based mobile information management software strategy & vision... 65 Figure 37: ECM-based mobile information management software momentum... 66 Figure 38: ECM-based mobile information management software awareness... 66 Figure 39: Benchmark of mobile security suites vendors... 69 Figure 40: Mobile security vendors functionality... 70 Figure 41: Mobile security vendors portfolio... 71 Figure 42: Mobile security vendors channel partners... 71 Experton Group AG Page 7

Figure 43: Mobile security vendors hardware support... 72 Figure 44: Mobile security vendors marketing... 72 Figure 45: Benchmark of client virtualization software vendors... 74 Figure 46: Client virtualization software strategy & vision... 75 Figure 47: Client virtualization software momentum... 76 Figure 48: Client virtualization software awareness... 76 Figure 49: Benchmark of mobile device management service providers for the midmarket 79 Figure 50: Mobile device management services, midmarket strategy & vision... 80 Figure 51: Mobile device management services, midmarket momentum... 80 Figure 52: Mobile device management services, midmarket awareness... 81 Figure 53: Benchmark of mobile device management service providers for the upper midmarket... 83 Figure 54: Mobile device management services, upper midmarket strategy & vision... 84 Figure 55: Mobile device management services, upper midmarket momentum... 85 Figure 56: Mobile device management services, upper midmarket awareness... 85 Figure 57: Benchmark of mobile device management service providers for large accounts 87 Figure 58: Mobile device management services, large accounts strategy & vision... 88 Figure 59: Mobile device management services, large accounts momentum... 89 Figure 60: Mobile device management services, large accounts awareness... 89 Figure 61: Benchmarked managed workplace service providers for the midmarket segment... 92 Figure 62: Managed workplace services, midmarket strategy & vision... 93 Figure 63: Managed Workplace Services, midmarket momentum... 94 Figure 64: Managed Workplace Services, midmarket awareness... 94 Figure 65: Benchmarked providers of managed workplace services for the upper midmarket segment... 96 Figure 66: Managed workplace services, upper midmarket strategy & vision... 97 Figure 67: Managed workplace services, upper midmarket momentum... 98 Figure 68: Managed workplace services, upper midmarket awareness... 98 Figure 69: Benchmarked service providers for managed workplace services for the large accounts segment... 100 Figure 70: Managed workplace services, large accounts strategy & vision... 101 Figure 71: Managed workplace services, large accounts momentum... 102 Figure 72: Managed workplace services, large accounts awareness... 102 Figure 73: Benchmark of mobile application development platform vendors... 105 Figure 74: Mobile application development platforms strategy & vision... 106 Figure 75: Mobile application development platforms momentum... 107 Figure 76: Mobile application development platforms awareness... 107 Experton Group AG Page 8

1. Management Summary Altogether, both product and service offerings have improved significantly during the last 12 months and are addressing users' requirements, while these requirements have increased, due to higher numbers of users and an increased business value. Products and services still show significant differences, which must be accounted for before respective investment decisions are made. 1.1. Mobile Enterprise Consulting For both users and service providers, mobile enterprise consulting is key. Using mobile devices is not necessarily providing benefits, unless business processes are optimized and mobilized and respective applications are developed and the whole infrastructure is adjusted accordingly. User organizations have meanwhile acknowledged this necessity, which has increased the demand for respective services. While in the past, mobile device management services have been used by providers as door openers to enter respective customer accounts, mobile enterprise consulting is today's entry-level service to be offered to customers. For the midmarket segment, the following service providers have been positioned in the leader quadrant: Bechtle, Cancom, Computacenter and Freudenberg IT. Within the upper midmarket, Cancom, Computacenter and HP, as well as Bechtle, Atos, Fujitsu, Freudenberg IT and Realtech Consulting were positioned in the leader quadrant. Seven Principles was positioned as "Rising Star". Within the large accounts segment, the list of service providers positioned in the leader quadrant is even longer: Accenture and T-Systems, followed by Atos, IBM, Computacenter, Capgemini, HP, Fujitsu, Unisys, Realtech Consulting, Seven Principles, CSC and QSC. inovex has been positioned as "Rising Star" in this segment. 1.2. Mobile Device Management Software Mobile device management software is a key technical component for mobile enterprise implementations. Most IT managers have recognized that the professional usage of mobile devices also requires a certain degree of management and use such solutions accordingly. Within the mobile device management software solutions segment for smartphones and tablets, MobileIron, Citrix, TrendMicro, AirWatch/VMware and also SAP, IBM, Symantec, Good Technology and Cortado were positioned in the leader quadrant. Within the mobile device management software solutions segment for all end-user devices, Matrix42, Microsoft, Novell, Cortado and IBM were positioned as leaders. FrontRange was positioned as "Rising Star". 1.3. Mobile Application Management Software Mobile application management software is a relatively new market segment, where especially mobile device management software vendors are trying to differentiate their mobile device management solutions by adding application management features. For many companies this Experton Group AG Page 9

additional functionality is quite interesting and might constitute quite an important decision-making parameter for mobile device management selection. Within this segment, the following companies were positioned within the leader quadrant: MobileIron, TrendMicro, Citrix, AirWatch/VMware, Microsoft SAP, IBM, Cortado, Good Technology, LANDesk and Symantec. FrontRange was positioned as Rising Star. 1.4. Mobile Information Management Software In 2013, issues concerning how documents and other information can be provisioned safely to and stored securely on mobile devices, including rights management, were hype issues. Many security officers have prohibited free, easy-to-use cloud solutions, due to security concerns, but have not approved of respective alternative solutions, much to the disliking of their users. Meanwhile, there is a multitude of solutions available, based on the file-sharing approach or traditional enterprise content management systems. Within the segment of file-sharing-based mobile information management software, IBM, Microsoft, AirWatch/VMware, Citrix, Cortado, TrendMicro, Acronis, Alfresco, Box, EMC, NetApp and Good Technology were positioned in the leader quadrant. When it comes to mobile information management software, based on enterprise content management, the leaders are IBM, Microsoft, OpenText, Hyland Software, EMC and Alfresco. 1.5. Mobile Security Suites (Software) Mobile security suites for enterprise environments secure tablets and smartphones, which exceeds traditional notebook security. Functionality is depending on the respective vendor, but may include scanners that do not only search for malicious apps or files, but also for privacy risks. Various solutions do not only provide remote deletion capabilities in case a device gets lost or stolen, but also offer mobile encryption functionality. In response to spam mails which are introduced to mobile devices not only through e-mails, SMS filters are displayed accordingly. Some mobile security suites have a special focus on BYOD scenarios through the separation of business and personal apps and data. Trend Micro, Mc Afee and Symantec were identified as the top leaders in the mobile security suites category, followed by Sophos, Kaspersky, F-Secure, G Data and Lookout, which were also positioned in the leader quadrant. Bitdefender has been positioned as Rising Star. 1.6. Mobile Device Management Services In early 2013, mobile device management services were an ideal door opener to win new customers and to then take over the whole workplace as managed service or within a complete outsourcing scenario. While today mobility consulting is better suited to win new customers, respective high-quality mobile device management services are still available. Therefore, most vendors in this segment have been positioned in the leader quadrant. In the midmarket segment, leaders include the following vendors: Deutsche Telekom, Cancom, Bechtle, Computacenter, Freudenberg IT and Seven Principles. Experton Group AG Page 10

In the upper midmarket, the following vendors were positioned in the leader quadrant: Deutsche Telekom, Computacenter, Cancom, Bechtle, HP, IBM, Atos, Unisys, Freudenberg IT, Fujitsu, QSC and Materna. In the large accounts segment, Deutsche Telekom / T-Systems, HP, Atos, IBM, Colt, Capgemini, Computacenter, Unisys, CSC, Fujitsu and QSC were positioned as leaders. 1.7. Workplace Management Managed Services Today's workplace management managed services mostly comprise client management and also collaboration, telephony, mobile solutions and e-mail capabilities. Most service providers are transforming this category of services into an "as a service" approach to also offer optional cloud-based desktops (private or public cloud). Demand for such services depends on the company size. Larger enterprises are more interested in such offerings than smaller businesses. The following vendors were positioned as leaders for the midmarket segment: Deutsche Telekom, Cancom, Bechtle, and Computacenter. The leader quadrant for the larger midmarket includes the following companies: Deutsche Telekom, Computacenter, Bechtle, Cancom, Atos, HP, Unisys, QSC and IBM. T-Systems, Atos, IBM, HP, Computacenter, Capgemini, Unisys, Colt, Fujitsu, CSC and QSC were positioned in the leader quadrant for the large accounts segment. 1.8. Client Virtualization Software When it comes to client virtualization software, server-based computing still plays a dominant role. While VDI is gaining relevance, it is of minor importance. As a rule, client virtualization, i.e. a centralized data repository, is directly opposed to higher mobility, and as such, virtual clients can only be used as smaller or larger isolated solutions within user organizations. However, virtual clients in all kinds of variations are still a key component of corporate client strategies. The following vendors were positioned in the leader quadrant: Citrix, VMware, Microsoft and AppSense. 1.9. Mobile Application Development Platform Vendors The great success of mobile devices is accompanied by a high demand for respective apps. Companies develop suitable apps either internally or through external service providers for all kinds of use cases: B2C, i.e., apps for consumers, including games, information platforms or other entertainment offerings; B2B, i.e., apps for corporate customers, mostly combined with respective products or solutions offerings, such as machine control or diagnostic systems; and B2E, i.e., apps that enable employees to access enterprise applications or data. All these use cases require development environments that ensure the efficient application development, efficient and safe access to data or applications and app life cycle management. The following vendors were positioned in the leader quadrant: IBM, SAP, jquery Mobile, Kony, Adobe, Antenna, Microsoft, Salesforce.com and Appcelerator. Experton Group AG Page 11

2. Mobile Enterprise An IT Hype Is Evolving Into a Business Topic Hardly any other IT topic has evolved into a business topic as quickly as the mobility issue. Devices, which were formerly belittled by the IT experts, became suitable for the senior management level very quickly and must be managed accordingly. In 2013, there was the great breakthrough away from the device-centric hype towards real business process support and optimization. In 2014 and 2015, this trend will continue to reach the broad mass of companies, driving further growth in the market for respective solutions and services as well as the need for respective IT skills and talents. 2.1. Demand Development According to Experton Group, the development from the mobile enterprise hype into a business topic will occur in four stages. Most users have already mastered the first two stages; stage 3 is pending, and stage 4 will not happen short-term (see Figure 1). Figure 1: The four stages of mobile enterprise development We have left behind the times when mobile enterprise was only about the hardware in use. While the device continues to play a key role for many users, these devices are now subject to management and at least the most rudimentary security measures have been taken. A lot of midmarket businesses are still in this phase. The next step which has already been initiated by larger enterprises Is to mobilize business processes, to not only equip employees with the desired devices, but to also achieve tangible business value, which makes the mobile enterprise a real business endeavor. Experton Group AG Page 12

Experton Group expects that the final stage will not be reached before 2015, which is highly optimistic. In this stage, both business users and the IT side will be more relaxed about device questions, and the focus will again be on devices that are optimal for the respective workplace description. At present, we do not expect the "post-pc age" in the foreseeable future, as has been conjured up by some vendors. Rather, Experton Group expects smartphones, tablets, notebooks, desktops and thin clients to co-exist in the foreseeable future, ideally managed with one single tool (see section 2.3). 2.2. Mobile Device Management Software Consolidation Is On Its Way The market for mobile device management software is still characterized by a multitude of small and very small vendors with a very strong focus on mobile device management. While large IT vendors and service providers, on the other hand, have recognized that they need to address the mobile device management issue, developing such solutions themselves is a very costly business, and so, they would like to engage in close partnerships with suitable solution vendors or acquire such vendors. For quite some time, both financial and IT analysts have been waiting for the first major acquisition wave within the mobile device management software market. 2014 seems to be the year of such consolidation. Late 2013, IBM announced its acquisition of Fiberlink; in January 2014, AirWatch agreed to be acquired by VMware. Mobile device management vendors that do not want to become acquisition candidates, are enhancing their portfolio to include mobile application management and mobile information management solutions, which makes them a more interesting choice for customers and results in faster growth rates, but does not reduce their attractiveness for interested parties with acquisition aspirations, although a higher purchase price might be possible, at best. For users, selecting the right mobile device management solutions becomes even more difficult. They must consider the following: Coverage of the internal catalog of criteria: While such catalogs are, of course, specific and individual, they should cover the following general key aspects: o o o o o o o o o o o o Packaging (SaaS, appliance, availability for Windows, Mac, Linux) Licensing Maintenance Support Scalability Fault tolerance Enrollment Enrollment authentication Mobile configuration features Support of ios 7 features On-demand features Profile features Experton Group AG Page 13

o o o o o o o App management Administration console Data export Integration Certificate features LDAP features Support of non-ios devices Costs: While software costs are not of key importance for a TCO analysis, they must not be ignored either. Implementation: When it comes to implementation, the availability of integration service providers and partners is of key importance. While many companies implement their mobile device management solutions themselves, more and more businesses want to commission these tasks to external parties, also due to a lack of internal resources; this makes partners an essential prerequisite. The vendor's viability: While in many companies, mobile solutions are hardly missioncritical, switching to another mobile device management solution costs additional efforts, is annoying, and should be avoided. Therefore most companies make a careful evaluation of individual solutions. Evaluating the vendor's viability is especially difficult, since the IT department is hardly able to understand the strategic options of the various players in the market. A small vendor with leading-edge technology may be an acquisition candidate, but that may also apply for a larger vendor. While vendors that are not leading-edge might be interesting for individual user organizations, they are hardly that attractive for the majority of users, which has a negative impact on the respective vendor's financial viability. Also, the question is whether a potential acquisition would have negative consequences for the user. If the acquiring party uses the acquired vendor to enhance and round off its portfolio, this might pose no problems, as opposed to a purchaser who only wants to integrate parts of the product with his own technology. The newly developed product would have to be reevaluated and, at worst, be replaced by another solution. For many companies, respective managed service solutions for mobile device management become even more attractive, since it is the service provider who has to bear the risks related to vendor selection and also related migration risks. 2.3. The Desktop in the Post-PC Era The press and vendor publications speak of the post-pc era, when PCs and notebooks have become obsolete. Quite a few of these articles see signs of this era already dawning in our present times. Experton Group thinks that this era cannot be expected soon, mainly because of the following reasons: Experton Group AG Page 14

While travelling employees should be able to work efficiently and be supplied respective hardware and software solutions, these mobile solutions are mostly additional equipment, in addition to conventional desktop or notebook computers. Also, many or even the majority of employees still have a permanent workplace, and for them, a thin client, desktop or in case of a certain degree of mobility within the premises is required, for instance, due to frequent meetings a notebook is the optimal equipment. In most companies, the workplace of the future is still an illusion. While many CEOs are talking about work-life balance, the search for talent, new work(place) models etc., such ideas become reality in surprisingly few companies, except for some flagship projects. But without such changes, changing employees' IT equipment makes only sense in selective cases. Therefore, IT departments must be prepared to support a mix of co-existing traditional PCs, thin clients and today's mobile solutions for quite some time. Thus, it is important to work with highly integrated management solutions, if possible, since these solutions ensure the efficient management of PC landscapes as well as thin clients and, of course, mobile solutions. Alternatively, companies can pursue a best-of-breed approach, which is still the preferred option for many user organizations, although this means that the IT staff must work with various tools, which often results in higher costs (training, licensing, number of staff ). Companies that have no plans to introduce the workplace of the future short-term, must be especially careful when evaluating which approach is most useful and whether a managed service or complete outsourcing of workplaces may be an option and even more useful and appropriate 2.4. ByoD Is Dead, Long Live CyoD In Europe and specifically in Germany, only few hypes coming from the US have failed to such extent as has the bring-your-own device hype. Interestingly, both US and European vendors try to position this topic as a competitive differentiator, although corporate executives have rejected it from the beginning and still tolerate ByoD implementations to a very limited degree only. As we know, there are more questions on the bring-your-own-device issue than answers and solutions. As new studies show, companies are dissatisfied with their "high potentials" the primary target group for bring-your-own-device initiatives, because young academics could not be expected to work with standard hardware, because it is old-fashioned to not allow them to use Facebook and Twitter during working hours, because it is practically impossible to tell young employees how to do their work and what tools to use etc. Now, companies are realizing with surprise that their employees are actually making use of the freedom they were granted. To avoid at least the most urgent ByoD challenges (chargeback/tax, support, exclusion of liability etc.) Experton Group recommends the slightly modified "Choose your own Device" approach. While this model provides the employee the same freedom of choice as ByoD, the company purchases the device itself and owns the device. Whether such device can also be used for private purposes, can easily be regulated through tax-neutral policies or company agreements. Experton Group AG Page 15

2.5. Do You Need Mobile Middleware for Mobile Apps? Again and again, the question arises whether mobile middleware is a necessity or not. Which companies of which company size do really need and how relevant is such middleware? Or can they do without? To find answers, it is necessary to classify the apps accordingly (see Figure 2). Mobile Enterprise Strategy Various Perspectives Business-to-Consumer - Entertainment / Games with product or company relation Business-to-Business - Solutions with a clear product or solution relation (machine control through tablet, etc.) - Industrie 4.0 relation Business-to-Employee - Solutions that enable employees mobile work styles - As a rule, this is what Experton Group refers to as the mobile enterprise! Expertonale 2013 Experton Group AG 5 Figure 2: Apps classification by target groups Apps that have been designed for the business-to-consumer category, are mostly not connected to enterprise IT and their back-office systems, but are stand-alone apps, maybe with read access to few data, and do not require mobile middleware. Ideally, business-to-business apps are connected to the publisher's back-office systems and also to the customer's systems, requiring standardized middleware, if possible, to allow multiple companies with multiple back-office solutions to use the app without continued customizations. Business-to-employee apps mostly have one or several interfaces with back-office systems; related maintenance may be quite time-consuming and costly, if the number of apps increases, which makes it necessary to consider the usage of respective middleware when a certain number of apps and connected back-office systems is reached. While these boundaries are blurred in realworld implementations, we can say that it makes sense to initiate a mobile middleware project when about 5 apps and 4 back-office systems are involved and further growth is expected. 2.6. Mobile Enterprise and Industrie 4.0 According to Experton Group's definition, the "Industrie 4.0" trend describes the convergence of cybernetics and informatics, pervading all areas of manufacturing and creating intelligent, selfconfiguring and self-controlled products and production systems. From a technical perspective, Industrie 4.0 is the convergence of the Internet of things with the Internet of data and services. While the Internet of things provides key technologies such as CPS Experton Group AG Page 16

(cyber physical systems), ICS (industry control systems), embedded systems, M2M, new sensors and standardized communications protocols, the Internet of data and services provides practically unlimited storage and network capacities, high-availability and high-performance networks, new applications, mobility, big data and cloud computing. For the Industrie 4.0 approach, mobility is of great relevance, even before it comes to real manufacturing. The basic idea is to supply knowledge about how to manufacture a product, together with the first product component for further usage within the manufacturing chain, rather than manufacturing products, based on a central blueprint, as has been done in the past. While there are various ways to do this, it always involves a change of paradigms, compared to current production control concepts, facilitating the easier customization of small-volume products significantly. A new challenge are the communications between production equipment and streets and the respective components, based on appropriate technologies a challenge that will keep both the IT industry and the equipment manufacturers quite busy during the next few years. As a matter of course, mobility is also key in the logistics process, after the product has been manufactured; in this process, bar codes, RFID and other technologies have played a key role since years. Industrie 4.0 will replace stationary terminals and expensive often rather unhandy special scanners through state-of-the-art smartphones or tablets. Mobile enterprise or mobility interfaces are also of interest for products that are subject to maintenance during their life cycle and should be able to communicate respective required maintenance work. For stationary devices such as multifunctional printers predictive maintenance approaches have been in use for quite some time. The underlying idea is simple and appealing. The respective device reports any impending breakdown due to wear to the manufacturer or service partner before such failure occurs, reducing downtimes practical to zero. Meanwhile first mobile examples show how to develop new business models and increase customer satisfaction rates through appropriate data about machines in use. For instance, a premium car manufacturer offers a paid service, allowing the vehicle to collect data about the style of driving, environmental parameters and data from sensors within the vehicle, such as the engine, the gear unit, the chassis etc. and transmit these data via a GSM module to the manufacturer, where they are analyzed automatically to inform the holder of the car, for instance, about any required maintenance (this information is often provided by the car computer) or provide an alert that one unit may break down within the next few weeks or kilometers, together with a suggested data and time in the customer's (authorized) repair shop. Such examples can be used to derive analogous solutions for a great variety of engineering and electro-technical products and also for solutions such as smart home solutions, where the owner of the apartment or house, rather than the manufacturer, are informed accordingly. Prior to technical implementation, some basic challenges must be taken into consideration: Machines that shall supply data via mobile connections may not be online around the clock. For instance, a tunnel boring machine will not be online during extended usage, which means that data must be stored over a longer period of time. Also, it must be possible to apply traditional service or maintenance models in such cases. Machines that must be monitored this way mostly have a long life, and communications standards in use must work and be available beyond the planned life cycle. While the transferred data per machine can be handled easily, the great number of monitored machines may result in giant data streams, which puts a heavy strain on the manufacturer's and his service partners' data connections as well as on the internal Experton Group AG Page 17

networks and the servers and storage units used to process these data. Appropriate sizing is of key importance, which may require big data and also cloud computing technologies to deal with peak loads. Security, too, is extremely important. It is one thing to let data flow from the machine to the manufacturer, and quite another thing to allow the manufacturer to adjust the machine settings. Very safe interfaces are required for this purpose. Besides these technical aspects, business aspects should also be taken into consideration: Which business model does really provide a competitive advantage over competitors? How can you expand or at least maintain such advantage? Are the customers willing to spend money on such services or is it sufficient to increase the reliability of one's products and the customers' satisfaction, as a result of Industrie 4.0 considerations? 2.7. Mobile Security: Mobile Risks and Security Functionality 2.7.1. Mobile Risks While mobile devices and applications are the technical foundation to ensure successful mobile enterprise scenarios, they also bear a high risk for enterprise data. Mobile security risks result from the specifics related to mobile IT, for instance, the risk of losing a mobile device, including stored business data. Also, the proliferation of smartphones, tablets and apps attracts cyber criminals and data thieves. Meanwhile, mobile devices and apps are among the main targets of attacks, as has, for instance, been revealed in the study "ENISA Threat Landscape Mid-Year 2013" of the European Union Agency for Network and Information Security (ENISA), which counts risks related to mobile devices among the largest cyber risks.. Key mobile security risks include the following, also based on an ENISA risk analysis: Loss of devices: The flip side of the great mobility and flexibility of smartphones and tablets is the high risk of losing such mobile device or of respective device thefts. Resulting damages are not limited to the loss of hardware, but also include the potential abuse of confidential data stored on the devices, unless mobile data encryption technology is used as a protection. Return of devices: New models are launched all the time, with employees retiring and returning their smartphones and tablets, due to the highly dynamic development of mobile devices. The same is true with respect to job market dynamics: When employees leave the company, they return the company-owned device, which will be given to a new user. Without target data deletion and wipe-out after a centralized backup the stored data can be accessed by unauthorized persons. BYOD (Bring Your Own Device): If personal smartphones or tablets are used for business purposes, data may be mixed up on the user level, the application level and the data level. Business applications can access the user's personal data, and private apps can access business data. Also, various security measures, such as the remote deletion of data if a device gets lost, is more difficult, as is the company's control of how the device is used; the latter may even be impossible due to legal regulations, since employers are not entitled to simply delete or access personal data. Experton Group AG Page 18

Phishing: While phishing attacks bear high risks for all kinds of devices, additional threat factors apply for mobile devices: On the one hand, mobile browsers and mail apps do not always provide a phishing filter to alert the user accordingly. On the other hand, mobile web sites often have a different look than the familiar web sites, and so, users may not easily detect any fakes. The small displays of smartphones may make it even more difficult to detect forged log-in pages. Spyware: Smartphones and tablets may be infiltrated with spy files and malicious files not only through e-mail attachments or infected web sites, but also through apps from an app store, which may contain spyware. For Android-based devices, the spyware apps risk is especially high, since many app stores do not provide sufficient security. However, even the large, well-known app stores have been known to offer malware-infected apps. Network spoofing (rogue hotspot): For cost reasons, many mobile Internet users prefer WLAN hotspots. When travelling, they often use external hotspots with insufficient protection, i.e., they do not provide sufficient encryption or are not encrypted at all. Also, data thieves could work with a rogue hotspot to access, view and manipulate all data that pass through this supposed hotel or restaurant hotspot. Monitoring/motion profiles: Spyware apps may secretly collect personal data that can be used to monitor the user, for instance, through prohibited analyses of his Internet activities. Illicit scans of the user's GPS position data can be used to create motion profiles, which allows third parties to follow the user permanently undetected. Dialerware: Dialerware is a special kind of mobile malware used to illicitly and secretly use paid telephone and mobile services, which may cause enormous financial damage for individual users or companies, if, for instance, large volumes of premium SMS are sent through such account. Financial malware (mobile banking): Mobile malware is also used to abuse the popular mobile online banking or mobile banking trend. Specialized malware may, for instance, try to catch mobile TANS which are received as SMS on a smartphone, which cancels the additional protection through the second password when logging into the online banking account. Network resource overload: Mobile devices are online practically all the time and might be abused for attacks to send mass network queries into the enterprise network and web server to bring it down. This way, mobile devices are used by cyber criminals as a tool without the user's knowledge. Professional mobile security suites should be used to address most of these risks. Add-ons can be used to provide any missing security functionality to defend the company against such risks. It is important to inform the users about the risks addressed and not addressed by the respective solutions to make them aware of any additional security needs. Mobile device and mobile apps users should not be left in the dark in case only partial data protection is supplied. 2.7.2. Mobile Security Functionality To address the mobile risks described above, mobile security suite should combine multiple security functionality. For Experton Group, a mobile security suite is not a solution that only provides individual functionality such as mobile data deletion or mobile malware scans. Comprehensive mobile security suites should provide the following functions: Experton Group AG Page 19

Privacy scanner: App rights verification, alerts on critical authorizations Mobile encryption: Encryption of stored data on the internal device storage unit and on any potential storage cards Remote wipe: Remote deletion in case the device gets lost or stolen Data wipe: secure deletion of data, based on an acknowledged methodology Backup: Mobile data backups Device localization: Localization of lost or stolen devices, no permanent localization of the user (to avoid motion profiles) Virus protection: Scans of new and existing apps, stored data and transferred data (such as mobile downloads) for the purpose of malware detection E-mail protection: Scans of incoming and outgoing e-mails to detect any malware or spam SMS filter: SMS spam handling App control: Basic functionality to block apps in case no mobile device management (MDM) is available Firewall: Control of mobile network traffic VPN functionality: Set-up of encrypted connections into the enterprise network, which is of key importance for WLAN usage "on the road" Differentiation between personal and business usage: specific function to divide the device into personal and business users, applications and data Our evaluation of the functional performance of analyzed mobile security suites was based on these security functions. 2.7.3. Mobile Security Suites as a Response to Mobile Risks Various test institutes, journals and associations are offering anti-malware tests to evaluate the quality of a solution's mobile malware detection, including an analysis to determine how often the respective solution fails to detect mobile malware and also the frequency of false positives. These tests are useful, and this analysis should not be used as a replacement of such tests. Rather, this analysis wants to point out that mobile security suites should provide more functionality than antimalware solutions. An evaluation of mobile security suites and their risk prevention capability should also include additional aspects, which are discussed within this Mobile Enterprise Vendor Benchmark 2014 and are analyzed to determine the performance of various mobile security suites. Required functionality includes support services, innovative new products and product versions, customer satisfaction rates, the solution's integratability and the scope of functionality, which must go far beyond simply detecting mobile malware. Experton Group's analysis of mobile security suites is a valuable addition and extension of known anti-malware tests for smartphones and tablets, as offered by various test institutes. Mobile security recommendations: Experton Group AG Page 20

The European Union Agency for Network and Information Security (ENISA), the German Bundesamt für Sicherheit in der Informationstechnik (BSI; Federal Office for Information Security) and regulatory privacy authorities have published the following guidelines on mobile security: o Smartphones: Information security risks, opportunities and recommendations for users (Dec 10, 2010), http://www.enisa.europa.eu/activities/identity-and-trust/risksand-data-breaches/smartphones-information-security-risks-opportunities-andrecommendations-for-users o Resolution of the Düsseldorfer Kreis of May 04/05, 2011: May 2011: Datenschutzgerechte Smartphone-Nutzung ermöglichen!, http://www.bfdi.bund.de/shareddocs/publikationen/entschliessungssammlung/dues seldorferkreis/0050052011smartphonenutzung.pdf o App store security: 5 lines of defence against malware (Sep. 12, 2011), http://www.enisa.europa.eu/activities/resilience-and-ciip/criticalapplications/smartphone-security-1/appstore-security-5-lines-of-defence-againstmalware/at_download/fullreport o Smartphone Secure Development Guidelines (Nov 25, 2011), http://www.enisa.europa.eu/activities/resilience-and-ciip/criticalapplications/smartphone-security-1/smartphone-secure-developmentguidelines/at_download/fullreport o Consumerization of IT: Risk Mitigation Strategies and Good Practices (Jan 07, 2013), http://www.enisa.europa.eu/media/news-items/security-is-key-for-byod o Overview smartphones, https://www.bsi.bund.de/shareddocs/downloads/de/bsi/grundschutz/download/u eberblickspapier_smartphone_pdf.pdf o Overview consumerisation and BYOD, https://www.bsi.bund.de/shareddocs/downloads/de/bsi/grundschutz/download/u eberblickspapier_byod_pdf.pdf o Mobile devices and mobile applications: Sicherheitsgefährdungen und Schutzmaßnahmen, https://www.bsi.bund.de/shareddocs/downloads/de/bsi/publikationen/broschuere n/mobilendgeraete/mobile_endgeraete_pdf.pdf Experton Group AG Page 21

2.8. Vendor selection was, is, and remains a challenge Selecting a suitable service provider or software solution is always a difficult and complex endeavor. Ideally, the following approach should be pursued: IT-internal requirements and target analysis Requirements and target analysis on the user side Requirements and target analysis of other stakeholders (works committee, HR department, security officers, legal department) Deduction of a comprehensive mobile enterprise strategy Deduction of a comprehensive client strategy Make or buy decision for all business units Requirements definition and prioritization (for service provider or software) Selection, based on the concrete individual requirements As such, this benchmark is a first good overview, but does not replace any concrete evaluation for the purpose of individual investment decisions. Experton Group AG Page 22

3. Methodology 3.1. Definitions The following definitions are important to properly classify the results of the individual benchmarks: Mobile Enterprise Consulting; Mobile Device Management Software Mobile Application Management Software Mobile Information Management Software Mobile Security Suites (Software) Client Virtualization Software Mobile Device Management Services Managed Workplace Services Mobile Application Development Platform Midmarket Upper midmarket Large Accounts Consulting around the whole mobile enterprise topic, including processes, management solutions and services, if required. Software that enables user organizations to manage their mobile devices. Within this analysis, we differentiate between software offerings for smartphones and tablets and offerings for all end-user devices. Software that enables user organizations to provision apps to mobile devices (tablets and smartphones) internally. Often, such software is provided by mobile device management providers. Software that allows and manages users' access to and use of documents and files on mobile devices (tablets and smartphones). This category includes vendors from the mobile device management and document management segments. Software that supports mobile devices (tablets and smartphones) through functionality such as anti-virus, anti-malware, a firewall for mobile devices, anti-spam. Software for client virtualization. Managed services for mobile device operations and maintenance. Managed services covering the complete workplace (operations and maintenance), i.e., thin clients, desktops, notebooks, smartphones, tablets and also fixed-line telephony, mobile telephony and, depending on the vendor, e-mail and collaboration solutions. Application development environments that enable users to create apps for various use cases. Companies with about 100 and more employees, with central headquarters in Germany, ideally managed by the owner(s). Companies with about 1,000 and more employees, with central headquarters in Germany, ideally managed by the owner(s); international subsidiaries may exist, but usually they have no decision-making powers. Multinational corporations with about 5,000 and more employees, global activities and internationally distributed decision-making structures. Experton Group AG Page 23

3.2. Methodology and Analysis Design This Mobile Enterprise Vendor Benchmark 2014 is based on the Experton Market Insight methodology developed by Experton Group AG. This validated and internationally acknowledged methodology serves as basis for the evaluation and positioning of the individual vendors. For each vendor, a detailed scoring based on 7-10 key and additional 3-5 secondary criteria is provided for each product category. These criteria are weighted, based on the respective product category, resulting in an assessment of the individual mobile enterprise offering s attractiveness ( portfolio attractiveness ) and the strength of the individual vendor ( competitive strength ). The Experton Market Insight Quadrant contains four segments where the vendors are positioned accordingly: Leaders: The leaders among the vendors have a highly attractive product and service offering and a very strong market and competitive position; they fulfill all requirements for successful market cultivation. They can be regarded as opinion leaders, providing strategic impulses to the market. Market challengers: Market challengers are also very competitive, but there is still significant portfolio potential and they clearly lack behind the leaders. Figure 3: Experton Market Insight overview Experton Group AG Page 24

Product challengers: The product challengers offer a product and service portfolio that provides above-average coverage of corporate requirements, but are not able to provide the same resources and strengths as the leaders regarding the individual market cultivation categories. Followers: Followers are still lacking mature products and services or sufficient depth and breadth of their offering, while also showing weaknesses and improvement potentials in their market cultivation efforts. Rising Star: For all rising stars there are indicators of a positive future development, since their solution or portfolio comprises many interesting aspects, while being backed up by a balanced and strategically sound management approach. However, they mostly lack competitive strength and/or a highly attractive portfolio required for a better positioning. 3.3. Selection of Analyzed Vendors This benchmark has a focus on software vendors and IT service providers that are active in the German market and in the following segments: Mobile enterprise consulting Mobile device management software Mobile application management software Mobile information management software Mobile security suites (software) Mobile device management managed services Client virtualization software Workplace management managed services Mobile application development platforms Selection criteria for vendors to be benchmarked included the following: Dedicated offering within at least one of the defined segments Availability of the vendor s offering in the local market; Relevant project implementations, revenues and references in the local market; Degree of technological maturity / innovation potential Experton Group AG Page 25

Due to the multitude of offerings Experton Group does not guarantee the exhaustiveness of the listed vendors and services. Only services and offerings that were available by February 1, 2014 were analyzed. Mobile Device Management Software Mobile Application Management Software Mobile Device Management Managed Service Mobile Information Management Software Mobile Enterprise Consulting Mobile Security Suites (Software) Workplace Management Managed Service Client Virtualization Software Mobile Application Development Platform Figure 4: Analyzed market segments 3.4. Analysis Design The analysis for this Mobile Enterprise Vendor Benchmark 2014 was conducted based on four phases: Research: Extensive secondary research was performed to ensure sound data for those evaluations that are not based on the vendors' own information; it included a review of the individual vendors' offerings and also an analysis of their Internet presences, product specifications and marketing materials. Many interviews with product managers, technology experts and vendors' customers also contributed greatly to this benchmark. Based on numerous consulting engagements on the user side, Experton Group also has comprehensive experience when it comes to assess the actual performance of the individual vendors. Vendor survey: Experton Group AG Page 26

A vendor survey, which was conducted, based on a questionnaire and interviews between our analysts and executives on the vendor side formed another key part of this study. Depending on the segment, the questionnaire comprised 30 to 44 questions that covered the complete scope, from strategy and technology to product and service offerings and support. Testing/demo: Various product tests with varying degrees of depths were performed to get a clear picture of the practical relevance and usability of individual platforms and services. For instance, products were tested in customers' live environments to determine their functional scope and ease of use; also, services were evaluated, based on customers' service statistics. These insights have also been included in our analysis. Benchmark: The three previous steps are the basis for the final evaluation and vendor positioning within this Mobile Enterprise Vendor Benchmark 2014. Information and insights gained in the individual steps were consolidated and analyzed, based on the predefined criteria. 1 2 3 4 Research Vendor Survey Testing / Demo Benchmark Internet Blogs / Media 2.0 Product Specs Technical Papers Marketing Collateral Experton Interviews Customer Interviews Vendor Survey Duration: November 2013 to March 2014 Analyst Interviews With Responsible Managers Product Tests Usability Tests Demos Analysis of Buying Process Analysis & Evaluation Vendor Positioning (Quadrants) Strengths/ Weaknesses Report / Study Figure 5: Research Plan 3.5. Project Schedule: From November 2013 to March 2014 Experton Group has analyzed the mobile enterprise offerings of relevant providers in Germany, based on a standardized and proven methodology. The analysis was based on a catalog comprising more than 100 criteria and will be conducted by experienced advisors to provide the following: Product and segment evaluation in quadrants Theme-based scoring / ranking; Strengths / weaknesses analysis of products / services / technologies. Experton Group AG Page 27

Portfolio Attractiveness 100% 50% Tata Consultancy Services Computacenter HP T-Systems Deutsche Telekom IBM Colt Fujitsu Atos Technolgy Comparex CSC Solutions Bechtle Unisys 0% 0% 50% 100% Competitive Strength Dell Mobile Enterprise Vendor Benchmark 2014 Related decisions will be based on product tests, vendor specifications and expert interviews as well as results from Experton Group s multi-client studies. Experton Market Insight, Managed Client and Client Hosting Services Providers, Germany, August 2012 Weighting Rating Result Subcategory Subcategory Subcategory Subcategory Vision/Strategy 20% 35% 0,07 Strategy Alignment with Corporate Strategy 20% 45% 0,09 Innovator / Market Thought Leadership 10% 15% 0,03 Competitive Strength 30% 28% 0,056 Market Thought Leader 20% 15% 0,03 Mobile Enterprise Vendor Benchmark 2014 A Comparison of Software Vendors and Service Providers An Analysis by Experton Group AG Author: Wolfgang Schwab Munich, Germany Figure 6: Methodology from research to benchmark Experton Group AG Page 28

4. Mobile Enterprise Consulting Providers In the initial phase of the smartphone and tablet hype, there were no business value considerations regarding these new devices, in addition to constituting an image symbol for the respective user (and often, the company). Since mid-2013, there has been a clear shift towards a more integrated view, i.e., the focus is more on enterprise mobilization or a mobile enterprise strategy. Within this change process, it is not the latest smartphones or tablets that play the key role, but rather a mobile enterprise strategy, related processes and business value considerations being transformed into an infrastructure strategy and, in a final step, purchase decisions for suitable infrastructures consisting of devices, apps, application interfaces, security solutions and management software. User organizations are increasingly looking for consultants to support this strategy approach with a business and processoriented perspective, but also with their technical competence to suggest suitable solutions and, ideally, also help with their implementation. As such, successful mobile enterprise consulting may serve as door opener for respective managed services. 4.1. Mobile Enterprise Consulting Evaluation Criteria Consulting evaluation criteria do not differ for the various target segments, i.e., midmarket, upper midmarket and large accounts. Ideally and most importantly, the consulting providers should be able support users with their mobile enterprise transformation, from business process optimization and mobilization to final technical implementation or managed service/outsourcing. While a provider's competitive strength is of only secondary relevance for users, they do have a look at the consulting portfolio and the provider's mobile enterprise consulting momentum. 4.2. Mobile Enterprise Consulting Providers for the Midmarket This section analyses mobile enterprise consulting providers with a specific offering for the German midmarket segment. 4.2.1. Evaluated service providers for mobile enterprise consulting for the midmarket While the market for mobile enterprise consulting with a special focus on midmarket businesses is still relatively young, some providers have already established themselves in this market. The following service providers with German market presence have been evaluated: Bechtle Cancom Computacenter Freudenberg IT Realtech Consulting Seven Principles Telefonica Experton Group AG Page 29

4.2.2. Benchmark of mobile enterprise consulting providers for the midmarket A clear majority of five out of seven relevant providers for the midmarket segment have been positioned in the leader quadrant a result that speaks in favor of these providers' performance and users' appreciation. Figure 7: Service provider benchmark mobile enterprise consulting for the midmarket segment The portfolio attractiveness of the benchmarked providers is similarly high. The top leaders are Cancom and Bechtle with very similar ratings, followed by Computacenter and Freudenberg IT with a slightly lower competitive strength. SAP specialist Realtech lags slightly behind, both with respect to the competitive strength and the portfolio attractiveness. Experton Group AG Page 30

4.2.3. Selected individual criteria mobile enterprise consulting for the midmarket segment Only slight differences can be observed with respect to the benchmarked providers' strategy and vision. While Freudenberg IT received slightly better ratings, Bechtle, Computacenter and Cancom, too, provide clear and comprehensible plans and ideas. Mobility Consulting Services, Midmarket Strategy & Vision Freudenberg IT Bechtle Computacenter Cancom Telefonica Seven Principles Realtech Source: Experton Group AG, March 2014 0% 10% 20% 30% 40% 50% 60% 70% 80% Figure 8: Mobility consulting services, midmarket strategy & vision A provider's momentum reflects this company's popularity in the market. Computacenter and Freudenberg IT are the leaders, closely followed by Bechtle and Cancom, and the other providers lagging behind. The awareness rating reveals a very similar picture: Again, the four leading companies are well ahead of their competitors. Experton Group AG Page 31

Mobility Consulting Management Services, Midmarket Momentum Computacenter Freudenberg IT Bechtle Cancom Realtech Telefonica Seven Principles Source: Experton Group AG, March 2014 0% 10% 20% 30% 40% 50% 60% 70% 80% Figure 9: Mobility consulting management services, midmarket momentum Mobility Consulting Management Services, Midmarket Awareness Computacenter Bechtle Cancom Freudenberg IT Telefonica Seven Principles Realtech Source: Experton Group AG, March 2014 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% Figure 10: Mobility consulting management services, midmarket awareness Experton Group AG Page 32

4.3. Mobile Enterprise Consulting Providers for the Upper Midmarket This section analyzes mobile enterprise consulting providers with a specific offering for the German upper midmarket segment. 4.3.1. Evaluated service providers for mobile enterprise consulting for the upper midmarket The mobile enterprise consulting market for the upper midmarket is already more established than for the smaller business segment, with more providers having entered this segment. The following service providers with a German market presence have been evaluated: Bechtle Atos Cancom Computacenter Freudenberg IT Fujitsu HP inovex Materna Realtech Consulting Seven Principles Telefonica 4.3.2. Benchmarked mobile enterprise consulting providers for the upper midmarket A clear majority of nine out of twelve relevant providers for the upper midmarket segment have been positioned in the leader quadrant a result that speaks in favor of these providers' performance and users' appreciation. Computacenter has established a specific organizational unit within the Consult & Change business division to offer services on mobile work environments, including mobility strategy consulting, actual/target analyses and solution concepts. This contributes to Computacenter's good competitive position. The provider's comprehensive workplace management offering further increases the portfolio attractiveness. When it comes to the competitive strength, Computacenter is also slightly ahead of the competition, also due to its strong workplace service offering. Hewlett-Packard's competitive strength of its consulting offering within its mobile workplace services is high, also due to high customer satisfaction rates and is comprehensive industryspecific expertise. While the portfolio attractiveness ratings for the offerings of Cancom, Atos and Bechtle, and also inovex hardly differ from Computacenter's rating, there are differences when it comes to these providers' competitive strength. Experton Group AG Page 33

Fujitsu distinguishes itself through its comprehensive mobile device management services and also provides interesting technical solutions within its workplace consulting portfolio. Bechtle's key mobile solutions consulting differentiators include competitive pricing for its transformation and transition offerings. Rising Star Figure 11: Benchmarked mobile enterprise consulting providers for the upper midmarket Atos consulting services for mobile solutions are part of the vendor's Smart Mobility portfolio, based on an end-to-end service framework, from analysis and strategic definition to user segment analysis and use cases, governance, IT architecture, investment scope and resource definition as well as evaluation and recommendations. Atos' workplace consulting is a differentiator, especially when it comes to the depth of analysis and the provider's business process know-how, where Atos' comes up to its reputation as a process specialist. SAP specialist Realtech provides consulting services, ranging from strategic mobile device management consulting and platform implementation to support and operational services for the platform. Experton Group AG Page 34

Seven Principles has received the Rising Star award, due to significant improvements during the last twelve months and its competitive strength, which has positioned the provider very close to the leader quadrant. If Seven Principles is able to maintain its speed of development, the provider can be expected to be positioned in the leader quadrant in the 2015 edition of this benchmark. 4.3.3. Selected individual criteria mobile enterprise consulting for the upper midmarket segment Computacenter's leadership position is also reflected in the evaluation criteria. Within the momentum and awareness categories, the provider has been positioned as a leader, close behind Freudenberg IT and HP. Mobility Consulting Management Services, Upper Midmarket Strategy & Vision Freudenberg IT HP Computacenter Atos Bechtle Seven Principles Cancom inovex Realtech Telefonica Fujitsu Materna 0% 10% 20% 30% 40% 50% 60% 70% 80% Source: Experton Group AG, March 2014 Figure 12: Mobility consulting services, upper midmarket strategy & vision Experton Group AG Page 35

Mobility Consulting Management Services, Upper Midmarket Momentum Computacenter inovex Freudenberg IT Bechtle Cancom HP Realtech Seven Principles Atos Telefonica Fujitsu Materna Source: Experton Group AG, March 2014 0% 10% 20% 30% 40% 50% 60% 70% 80% Figure 13: Mobility consulting management services, upper midmarket momentum Mobility Consulting Management Services, Upper Midmarket Awareness Computacenter Bechtle Cancom Freudenberg IT Atos HP Fujitsu Seven Principles Telefonica inovex Realtech Materna Source: Experton Group AG, March 2014 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% Figure 14: Mobility consulting management services, upper midmarket awareness Experton Group AG Page 36

4.4. Mobile Enterprise Consulting Providers for Large Accounts This section analyses mobile enterprise consulting providers with a specific offering for large accounts. 4.4.1. Evaluated service providers for mobile enterprise consulting for large accounts The market for mobile enterprise consulting for the target group of large accounts has already reached a high degree of maturity, and much more players are present in this market. The following relevant service providers have been included in this benchmark: Accenture Atos Capgemini Computacenter CSC Fujitsu HP IBM Infosys inovex Materna Realtech Consulting Seven Principles Steria Mummert Consulting TCS Telefonica T-Systems Unisys QSC 4.4.2. Benchmark of mobile enterprise consulting services providers for large accounts Thirteen out of 19 providers that address the large accounts segment were positioned as leaders. Experton Group AG Page 37

Rising Star Figure 15: Service provider benchmark mobile enterprise consulting for large accounts Accenture's mobility consulting offering includes management as well as technology consulting. The goal is to advise customers on their mobility strategies, mobility business and technology plans and to help them design mobile solutions. Additional services include vendor evaluations and industry-specific solutions. The latter in particular and the business expertise in general have resulted in Accenture's good position in the process analysis and process competence category, which has a positive impact on the provider's portfolio attractiveness. Accenture's consistent market strategy within the mobility segment also contributes to the provider's good position. Its convincing workplace and mobility consulting offerings have contributed to Accenture's strong competitive position. Atos, IBM and T-Systems can compete with Accenture's in the portfolio attractiveness category, but lack slightly behind in their competitive strengths ratings. Atos' mobile solutions consulting services are part of the "Smart Mobility" portfolio, based on an end-to-end service framework, from analysis and strategic definition to user segment analysis and use cases, governance, IT architecture, investment scope and resource definition and also analyses and recommendations. Similar to the midmarket segment, Atos has achieved a strong Experton Group AG Page 38

workplace consulting positioning, including the depth of analysis and business process know-how, and also differentiates itself through its workplace management offering. The other leaders differ with respect to their competitive strength. T-Systems with its mobile solutions consulting is highly competitive and slightly ahead of Accenture. T-Systems provides an attractive mobile and workplace services offering. Computacenter has established a specific organizational unit within the Consult & Change business division to offer services on mobile work environments, including mobility strategy consulting, actual/target analyses and solution concepts. Computacenter's workplace operations services also contribute to the provider's portfolio attractiveness. Its service and consulting offering, in particular, the workplace services, further increases Computacenter's competitive strength. Fujitsu offers especially attractive helpdesk services within its operations services portfolio. inovex has received the Rising Star award, due to significant improvements during the last twelve months and its competitive strength, which has positioned the provider very close to the leader quadrant. If inovex is able to maintain its speed of development, the provider can be expected to be positioned in the leader quadrant in the 2015 edition of this benchmark. 4.4.3. Selected individual criteria for mobile enterprise consulting providers for large accounts Analogously to the upper midmarket segment, no single provider dominates the large enterprise segment criteria ratings. Within the strategy & vision category, Accenture is (slightly) ahead of Atos, while T-Systems is the leader in the awareness category. inovex and Computacenter are leading in the momentum category. All leaders provide rather homogeneous services in the workplace and mobility operations services category. Experton Group AG Page 39

Mobility Consulting Management Services, Large Accounts Strategy & Vision Accenture T-Systems / Detecon Steria Mummert Consulting Info AG Materna Source: Experton Group AG, March 2014 Atos Seven Principles HP inovex Computacenter IBM Capgemini Realtech Infosys Telefonica Unisys Fujitsu CSC TCS 0% 10% 20% 30% 40% 50% 60% 70% Figure 16: Mobility consulting management services, large accounts strategy & vision Mobility Consulting Management Services, Large Accounts Momentum inovex Computacenter Accenture Steria Mummert Consulting Materna Source: Experton Group AG, March 2014 Atos Capgemini CSC Realtech Seven Principles HP IBM T-Systems Infosys Telefonica Fujitsu Unisys TCS QSC 0% 10% 20% 30% 40% 50% 60% 70% 80% Figure 17: Mobility consulting management services, large accounts momentum Experton Group AG Page 40

Mobility Consulting Management Services, Large Accounts Awareness T-Systems Computacenter Accenture Unisys Materna Steria Mummert Consulting Source: Experton Group AG, March 2014 Atos Capgemini IBM HP Fujitsu CSC Seven Principles Infosys Telefonica inovex Realtech TCS QSC 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% Figure 18: Mobility consulting management services, large accounts awareness Experton Group AG Page 41

5. Mobile Device Management Software Vendors Managing traditional desktops and notebooks with suitable software has become an established practice. Good device management reduces the total cost of ownership dramatically. For mobile devices such as smartphones and tablets higher security requirements must also be accounted for, in addition to respective cost considerations. State-of-the-art mobile device management software allows users to enforce patches centrally and also to implement security and access rules, provision apps and perform data backups. For users, there are two key alternative approaches: They either decide to use a specific mobile device management solution to be operated together with any existing system management solution for traditional devices. Or they select a software solution that can handle both device universes. As is often the case with new topics, users were first focused on the best-of-breed or isolated solution approach, since only few system management vendors had already addressed the mobility issue. Only very few of the large system management vendors concretely do so today. Experton Group does not expect any dramatic change, with point solutions continuing to play an extremely important role. Here, Microsoft is an exception. The vendor seems to enhance his solutions to provide complete support of third-party, non-microsoft operating systems. 5.1. Mobile Device Management Evaluation Criteria Key criteria for selecting a mobile device management solution include concrete features & functions and also viability issues (see 2.2). For user organizations, it is extremely important that their mobile device management can be used within the foreseeable future. It is very inconvenient and also expensive for users if a selected and implemented solution is acquired after few months or support is discontinued due to the vendor's insolvency. For this reason, the focus is not only on functional, but also on business requirements. 5.2. Mobile Device Management Software for Smartphones and Tablets This section analyzes mobile device management software solutions for smartphones and tablets that are relevant within the German market. 5.2.1. Benchmarked vendors of mobile device management software for smartphones and tablets Within this section, the following 17 vendors that offer mobile device management software for smartphones and tablets were analyzed. Absolut Software AirWatch / VMware Citrix Experton Group AG Page 42

Cortado Good Technology IBM Kaspersky Lab McAfee Microsoft MobileIron Novell OpenPeak SAP Sophos SOTI Symantec Tangoe Trend Micro 5.2.2. Benchmark of vendors with an offering of mobile device management software for smartphones and tablets The market for mobile device management software is still very heterogeneous. Nine out of the 17 vendors of specific solutions for smartphones and tablets were positioned in the leader quadrant, four more than in the 2013 benchmark, which indicates a slowly maturing market. MobileIron, Trend Micro, AirWatch/VMware and Citrix were positioned as the leaders in the category of mobile device management software for smartphones and tablets, followed by SAP, IBM, Symantec, Good Technology and Cortado. Experton Group AG Page 43

Figure 19: Benchmark of mobile device management software vendors for smartphones and tablets For years, MobileIron has been among the leading-edge vendors in this market and was able to further strengthen this position, mainly due to is technological strength and its powerful software. For instance, comprehensive support is provided for widely used smartphones and tablets, including their various operating system versions. Compared to last year's benchmark, AirWatch/VMware was able to catch up and now offers the most attractive portfolio. Trend Micro, too, has massively enhanced its position, in particular, in the product and portfolio category, and catches up with MobileIron in the portfolio attractiveness category. AirWatch and Citrix, too, have grown considerably and gained strong differentiators, compared to their direct competitors. SAP was able to maintain is position during the last 12 months. Both the product strategy and the product's integration within SAP's mobile strategy had a positive impact on the development focus and have resulted in minor solution improvements. Considering its slightly slower speed of development, Good Technology has more or less maintained its position, compared to last year's benchmark. Experton Group AG Page 44

In the previous benchmark, Symantec, who had entered the market for mobile device management solutions, had achieved a surprisingly strong position and was able to improve its ranking in this year's benchmark. IBM has addressed the overall mobility market with its Mobile First Initiative in 2013 and was able to position itself as a leader in this year's benchmark, due to respective acquisitions and its own developments. Cortado, too, achieved a multitude of minor improvements during the last 12 months and has made it into the leader quadrant. All other benchmarked vendors show certain deficits within several categories, in particular, functional weaknesses, a lack of a suitable strategy for the German market and suitable sales and channel partners. 5.2.3. Selected individual criteria for vendors of mobile device management software for smartphones and tablets As expected, specialized and established mobile device management solutions for smartphones and tablets are leading in the strategy & vision category. But SAP, Symantec and Cortado also have a detailed, comprehensible strategy for this segment. For users, this means that the well positioned companies continue to invest strongly into their software and their ecosystem which makes them suitable partners longer-term. This is especially interesting for the systems management segment, since migration to another system would incur avoidable costs, not only through the actual software, but also through required trainings. Besides strategy and functionality considerations, the vendor's momentum is the third aspect that determines the future development and long-term advancement of a solution; a growing partner landscape as well as a growing customer base are of great relevance. MobileIron is again positioned as the best vendor in this segment, since the vendor does not only undertake massive efforts to improve its partner landscape, but also enjoys significant customer growth rates, due to these efforts. Larger companies have to overcome major obstacles, since they mostly have an existing, more or less static partner ecosystem. All the more positive is the fact that SAP is able to not only attract customers, but also new partners in the mobile segment. Experton Group AG Page 45

Mobile Device Management, Smartphones and Tablets Strategy & Vision MobilIron Citrix AirWatch / VMware IBM Trend Micro Good Technology Absolut Software SAP Symantec Cortado Microsoft Novel Sophos McAfee OpenPeak Kaspersky Lab SOTI Tangoe Source: Experton Group AG, March 2014 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% Figure 20: Mobile device management, smartphones and tablets strategy & vision The awareness ratings of the individual vendors differ significantly. While MobileIron is one of the smallest vendors in this benchmark, the company offers leadingedge products, based on the high awareness among customers. The following vendors lag relatively wide behind, since the analysis does not only account for the vendor's awareness, but also for the awareness of his products, inclusion in selection procedures and RFPs. Interestingly, SAP, too, is among the well positioned vendors, together with other established mobile device management specialists. This shows that a good product, combined with a clear strategy, also attracts users' awareness. Experton Group AG Page 46

Mobile Device Management, Smartphones and Tablets Momentum MobilIron AirWatch / VMware Citrix Microsoft TrendMicro SAP Cortado Symantec IBM Good Technology Tangoe Sophos Novel OpenPeak Kaspersky Lab SOTI Absolut Software McAfee Source: Experton Group AG, March 2014 0% 10% 20% 30% 40% 50% 60% Figure 21: Mobile device management, smartphones and tablets momentum Mobile Device Management, Smartphones and Tablets Awareness MobilIron AirWatch / VMware Good Technology Citrix IBM SAP Symantec Microsoft Absolut Software McAfee Tangoe Sophos Novel TrendMicro Cortado OpenPeak SOTI Kaspersky Lab Source: Experton Group AG, March 2014 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100% Figure 22: Mobile device management, smartphones and tablets awareness Experton Group AG Page 47

5.3. Device Management Software for All Devices This section analyzes mobile device management software solutions for all devices that are relevant within the German market. 5.3.1. Benchmarked vendors of mobile device management software for all devices Within this section, the following 11 vendors that offer mobile device management software for all devices were analyzed. Absolut Software Cortado FrontRange IBM LANDesk Matrix42 Microsoft Novell Sophos Symantec Tangoe 5.3.2. Benchmark of vendors of mobile device management software for all devices The market for mobile device management software that can be used for all kinds of end-user devices, i.e., smartphones, tablets, notebooks and also desktops with multiple versions of multiple operating systems such as Android, ios, Windows Phone, RIM OS, Symbian or Windows Client, is still rather immature. Most traditional system management vendors have not identified this market and not surprisingly, only five vendors were positioned in the leader quadrant. Matrix42 is clearly ahead of Microsoft and Novell with its convincing and successful integration of its own systems management solutions for standard devices with the AirWatch mobile device management solution. AirWatch, too, was positioned in the leader quadrant within the category of solutions for smartphones and tablets. Experton Group AG Page 48

Rising Star Figure 23: Vendor benchmark mobile device management software for all devices While this result shows that not every system management vendors needs to develop its own mobile device management solution, most vendors think that it is important and attractive to integrate their own or their partners' existing solutions into their own framework. However, we do not expect major fundamental changes within the next twelve months. During the last twelve months, Microsoft war able to maintain its position in this market. In Q2/2014 updates are planned that will massively improve the vendor's position even further. Novell, too, has a good position in this segment; as Microsoft, the vendor relies on Exchange Active Sync. And as Microsoft, Novell cannot be used in Lotus Notes environments. FrontRange received the Rising Star award for this segment, since the FrontRange solution was enhanced significantly during the last twelve months, while the vendor was also able to increase its competitive strength. If FrontRange is able to keep up its speed of development, the vendor has good chances to be included in the leader quadrant in next year's edition of this benchmark. Experton Group AG Page 49

5.3.3. Selected individual criteria for vendors of mobile device management software for all devices While, as expected, the two companies with the longest system management experience with clients are the two vendors with the highest strategy & vision ratings, the relative young newcomer Cortado with roots in the printer management segment scores more points than some of the major players. Mobile Device Management, All End-User Devices Strategy & Vision Matrix 42 IBM Absolut Software Symantec FrontRange Novell Cortado Microsoft Sophos LANDesk Tangoe 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% Source: Experton Group AG, March 2014 Figure 24: Mobile device management, all end-user devices strategy & vision Based on the analysis of factors such as the growth in the number of license agreements, the growth of the partner network and growth of customers that use the mobile device management solution based on software-as-a-service, all benchmarked vendors were able to further exploit existing potentials. LANDesk was able to develop the highest momentum, followed by Matrix42 and FrontRange, which also enjoy a high momentum. Experton Group AG Page 50

Mobile Device Management, All End-User Devices Momentum LANDesk Matrix 42 FrontRange Microsoft Cortado Novell Symantec IBM Absolut Software Sophos Tangoe 0% 5% 10% 15% 20% 25% 30% 35% 40% Source: Experton Group AG, March 2014 Figure 25: Mobile device management, all end-user devices momentum Mobile Device Management, All End-User Devices Awareness IBM Matrix 42 Microsoft LANDesk Novell Symantec Absolut Software Sophos Cortado Tangoe FrontRange 0% 10% 20% 30% 40% 50% 60% 70% Source: Experton Group AG, March 2014 Figure 26: Mobile device management, all end-user devices awareness Experton Group AG Page 51

6. Mobile Application Management Software Vendors During the last 12 to 18 months, smartphones and tablets were not only connected to mail or PIM systems, but were also equipped with a multitude of apps. Users request centralized management features, and therefore, many mobile device management software vendors have integrated respective functionality into their mobile device management solutions to gain a competitive differentiator. Interesting features include the following: Distribution of internal apps Distribution of apps from volume licenses and return of these apps when an employee does not require them any more Distribution of standard apps At present, there is no specialized vendor with an exclusive focus on mobile application management, and such specialization would hardly be a conducive approach. Rather, mobile application management is an integral part of mobile device management solutions. Users for whom device management is of major importance should therefore put more emphasis on the evaluations from chapter 5. Users for whom application management is also of high relevance, should put a stronger emphasis on the evaluations within this chapter. 6.1. Mobile Application Management Evaluation Criteria Evaluation criteria for mobile application management software differ only slightly from those for the mobile device management segment (see section 5.1). Besides mobile device management features, which are also important, the focus is, of course, on application management features. Market consolidation also plays a role and must be taken into consideration during vendor selection; other important criteria include the vendor's strategy & vision, as well as his roadmap and growth rates with respect to revenues and partners, in particular implementation partners. 6.2. Benchmarked Mobile Application Management Software Vendors Within this section, the following 15 vendors that offer mobile application management software for smartphones and tablets were analyzed. AirWatch / VMware Citrix Cortado FrontRange Good Technology IBM Experton Group AG Page 52

LANDesk McAfee Microsoft MobileIron SAP Sophos SOTI Symantec Tangoe 6.3. Benchmark of Mobile Application Management Software Vendors The results of the benchmark of mobile application management software, compared to mobile device management software, differ only for few vendors. The four leaders are MobileIron, Trend Micro, AirWatch/ VMware and Citrix. Major differences can be observed for Microsoft and SAP. The mobile application management functionality of these two vendors is better than their mobile device management functionality, which increases their portfolio attractiveness ratings. The competitive strength is more or less the same as in the mobile device management segment. FrontRange received the Rising Star award for this segment, since the FrontRange solution was enhanced significantly during the last twelve months, while the vendor was also able to increase its competitive strength. Experton Group AG Page 53

Rising Star Figure 27: Benchmark of mobile application management software vendors 6.4. Selected Individual Criteria for Mobile Application Management Software Vendors As expected, the established mobile device management providers are the leaders in this segment. SAP, Symantec and Cortado, too, have reached a good positioning, due to their distinct and transparent strategy. For users, this means that the well positioned companies continue to invest strongly into their software and their ecosystem. Experton Group AG Page 54

Mobile Application Management Strategy & Vision MobileIron Citrix AirWatch / VMware IBM Trend Micro FrontRange Good Technology SAP Cortado LANDesk Symantec Microsoft Sophos McAfee SOTI Tangoe 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% Source: Experton Group AG, March 2014 Figure 28: Mobile application management strategy & vision Besides strategy and functionality considerations, the vendor's momentum is the third aspect that determines the future development and long-term advancement of a solution; a growing partner landscape as well as a growing customer base are of also great relevance. MobileIron is again positioned as the best vendor in this segment, since the vendor does not only undertake massive efforts to improve its partner landscape, but also enjoys significant customer growth rates, due to these efforts. Larger companies have to overcome major obstacles, since they mostly have an existing, more or less static partner ecosystem. All the more positive is the fact that SAP is able to not only attract customers, but also new partners in the mobile segment. Experton Group AG Page 55

Mobile Application Management Momentum MobilIron AirWatch / VMware Microsoft Citrix SAP Trend Micro Frontrange Cortado LANDesk IBM Good Technology Symantec Tangoe Sophos SOTI McAfee 0% 10% 20% 30% 40% 50% 60% Source: Experton Group AG, March 2014 Figure 29: Mobile application management momentum The awareness ratings of the individual vendors differ significantly. While MobileIron is one of the smallest vendors in this benchmark, the company offers leadingedge products, based on the high awareness among customers. The following vendors lag relatively wide behind, since the analysis does not only account for the vendor's awareness, but also for the awareness of his products, inclusion in selection procedures and RFPs. Interestingly, SAP, too, is among the well positioned vendors, together with other established mobile device management specialists. This shows that a good product, combined with a clear strategy, also increases users' awareness. Experton Group AG Page 56

Mobile Application Management Awareness MobilIron AirWatch / VMware Good Technology Citrix IBM SAP Symantec Microsoft Frontrange LANDesk Tangoe McAfee Sophos TrendMicro Cortado SOTI 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100% Source: Experton Group AG, March 2014 Figure 30: Mobile application management awareness Experton Group AG Page 57

7. Mobile Information Management Software Vendors There are still heated debates going on in many companies about mobile information management. While they have addressed the necessity of providing reasonable mobile device management (MDM) and mobile security capabilities as well as apps to be able to access backoffice systems, there are still uncertainties about how to access documents and other data. One the one hand, free cloud solutions are "prohibited" by many security officers, on the other hand, they do not provide suitable alternatives to ensure safe copies on or synchronization to mobile devices. We can differentiate between two key solution approaches: File sharing: Documents and other files that have been stored within a directory are synchronized to a mobile device and stored safely on this device, if the respective employee wants and is authorized to do so (permission settings and rights management). Enterprise content management: Mobile access is provided to stored documents, based on access rights, and the documents are synchronized and stored safely. Within this chapter, the respective vendors within both segments are analyzed and evaluated accordingly. 7.1. Mobile Information Management Software Based on File Sharing 7.1.1. Evaluation criteria for mobile information management software based on the file sharing approach From the users' perspective, having the option to use the solution as a cloud-based service and on premise is of key importance. Still, on-premise solutions are widely requested, in particular, within the midmarket segment, and for cloud solutions to be put on the short list, it must at least be ensured that respective data centers are located within the EU or, even better, in Germany. Another important requirement is apps availability on multiple operating system variants, to allow users to access, store and safely use these documents. Access and usage rights are as important as the offline availability of selected documents. 7.1.2. Benchmarked vendors of mobile information management software based on the file sharing approach Within this section, the following 20 vendors that offer mobile information management software for all devices were analyzed: Accellion AirWatch/VMware Alfresco Apple Acronis Box Experton Group AG Page 58

Citrix Cortado Dropbox Egnyte EMC Good Technology Google Hightail IBM Microsoft NetApp Novell Trend Micro Salesforce.com 7.1.3. Benchmark of vendors of mobile information management software based on the file sharing approach Out of 20 benchmarked vendors of mobile information management software, 12 have been positioned in the leader quadrant. Experton Group AG Page 59

Interestingly, also vendors who lack competitive strength were able to achieve a good positioning within the portfolio attractiveness category. Figure 31: Benchmark of mobile information management software vendors based on the file sharing approach IBM and Microsoft are slightly ahead of their competitors. In this segment, IBM scores with social collaboration, but Connections is also used for traditional file sharing purposes. While Microsoft's OneDrive Pro or SharePoint (Online) is a mature stack, based on many years of content management experience, both in the midmarket and the enterprise segment, these offerings are not available as on-premise solutions. The positions of AirWatch/VMware, Citrix, Trend Micro and Acronis hardly differ from each other. Cortado's competitive strength is slightly below the ratings of this group of vendors. Box' competitive strength benefits rather strongly from its partnership with Deutsche Telekom. NetApp and EMC also offer solid solutions for their storage customers. Experton Group AG Page 60

7.1.4. Selected individual criteria for vendors of mobile information management software based on the file sharing approach In the strategy & vision category, we can differentiate between three groups of vendors. IBM and Google have a clear vision and a comprehensible strategy. The middle group, from Apple to Box has an idea about where to go with their offerings in this segment, but pursue a rather one-sided approach. While some of the other vendors have good solutions, they lack a clear long-term strategy. Mobile Information Management, Based on the File Sharing Approach Strategy & Vision IBM Google Apple Microsoft AirWatch / VMware Cortado Citrix Trend Micro Acronis Alfresco Hightail Accellion Box EMC Salesforce.com NetApp Novell Good Technology Egnyte Dropbox Source: Experton Group AG, March 2014 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100% Figure 32: Mobile information management, based on the file sharing approach strategy & vision Trend Micro surprised with its market momentum. Once a security vendor, Trend Micro has massively expanded its portfolio during the last 12 months and provides high-quality solutions for large parts of the mobility market. The other well-positioned vendors receive good feedback from the market, demonstrated through new customers and partners. In the awareness category, Microsoft is among the leaders, together with Dropbox, not least due to its free offering for consumers. The B2B solutions offered by MC, NetApp, IBM and Good Technology are also known to many user organizations.. Experton Group AG Page 61

Mobile Information Management, Based on the File Sharing Approach Momentum Trend Micro Microsoft Salesforce.com AirWatch / VMware Google IBM Egnyte Dropbox Cortado Citrix Apple Acronis Accellion Alfresco Hightail Box EMC NetApp Novell Good Technology Source: Experton Group AG, March 2014 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% Figure 33: Mobile information management, based on the file sharing approach momentum Mobile Information Management, Based on the File Sharing Approach Awareness Microsoft Dropbox EMC NetApp IBM Good Technology AirWatch / VMware Citrix Acronis Google Alfresco Apple Cortado Box Egnyte Hightail Accellion Salesforce.com Novell TrendMicro Source: Experton Group AG, March 2014 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100% Figure 34: Mobile information management, based on the file sharing approach awareness Experton Group AG Page 62

7.2. Mobile Information Management Software Based on Enterprise Content Management 7.2.1. Evaluation criteria for ECM-based mobile information management software An important requirement is apps availability on multiple operating system variants, to allow users to access, store and safely use these documents. Access and usage rights are as important as the offline availability of selected documents. Obviously the vendors must have a comprehensible strategy and successful market presence. Many users request a solution that is able to access several parallel enterprise content management systems to provision documents transparently. 7.2.2. Benchmarked vendors of ECM-based mobile information management software Within this section, the following 10 vendors of ECM-based mobile information management software were analyzed: Alfresco EMC Hyland Software IBM Laserfiche M-Files Microsoft OpenText Oracle Saperion 7.2.3. Benchmark of vendors of ECM-based mobile information management software 6 out of 10 benchmarked vendors were positioned in the leader quadrant. Almost as a matter of course, the four large enterprise content management vendors IBM, Microsoft, OpenText and EMC are ahead of their competitors. Hyland Software and Alfresco also achieved good ratings. Obviously, integration of mobile devices is not a major challenge, at least for the leaders in this segment, and consequently, users, too, do not have to master great challenges when it comes to implementing a suitable solution for an existing enterprise content management system. Experton Group AG Page 63

Figure 35: Benchmark of vendors of ECM-based mobile information management software 7.2.4. Selected individual evaluation criteria for ECM-based mobile information management software Under strategy & vision aspects, IBM and Microsoft have a clear competitive advantage over their competitors. Both vendors have a clear vision of the future development of solutions and markets and their future positioning, whereas the other vendors have communicated their visions rather vaguely and not fully transparently. Experton Group AG Page 64

ECM-Based Mobile Information Management Strategy & Vision IBM Microsoft Alfresco OpenText Hyland Software EMC Oracle Saperion Laserfiche M-Files Source: Experton Group AG, March 2014 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% Figure 36: ECM-based mobile information management software strategy & vision In the momentum category, the picture is very similar. Microsoft is ahead of IBM, also due to the tight integration of SharePoint, Office and OneDrive. Obviously, users acknowledge both vendors' efforts, and the number of projects is growing accordingly. Both companies have an excellent partner network. In the awareness category, the four large enterprise content management vendors are again leading. Microsoft, EMC, OpenText and IBM are clearly ahead of the competition. In other words: Users expect enterprise content management vendors to be able to integrate mobile devices, provide secure mobile storage capabilities and rights-based access and usage. Experton Group AG Page 65

ECM-Based Mobile Information Management Momentum Microsoft IBM OpenText Hyland Software EMC Oracle Alfresco Laserfiche Saperion M-Files Source: Experton Group AG, March 2014 0% 10% 20% 30% 40% 50% 60% 70% Figure 37: ECM-based mobile information management software momentum ECM-Based Mobile Information Management Awareness Microsoft EMC OpenText IBM Hyland Software Oracle M-Files Alfresco Laserfiche Saperion Source: Experton Group AG, March 2014 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% Figure 38: ECM-based mobile information management software awareness Experton Group AG Page 66

8. Mobile Security Suites Vendors Smartphones and tablets play an increasingly important role as mobile devices in enterprise environments, outranking notebooks and netbooks and generating respective demand for professional mobile security suites for businesses, based on mobile operating systems such as Android OS, Apple ios, BlackBerry OS, Windows Phone OS and Windows OS. Not all mobile security vendors have responded to this development. While various vendors still have an exclusive focus on the consumer market and do not offer business solutions for smartphones and tablets, others define their mobile security solutions for notebooks only. For companies, this means: Dependent on the individual vendor, it is not possible to secure all devices, based on a "single-vendor" solution, since professional smartphone and tablet solutions are missing. Business users should be informed accordingly that certain mobile security solutions target only the consumer segment and lack key functionality for business use cases or may not be used within enterprise environments due to licensing issues. This Mobile Enterprise Vendor Benchmark 2014 has analyzed only mobile security suites for business users. The analysis had a focus on these professional solutions ability to provide extensive coverage of the risks described in Chapter 2 of this study or the availability of easy-touse add-ons to complement these solutions. Users, on the other hand, must know against which risks the respective solution provides protection and which threats are not addressed. The following evaluation complements renowned anti-virus tests for tablets and smartphones and does not claim to provide an independent assessment of the malware detection quality of respective solutions. Such assessments can be obtained from leading test institutes. 8.1. Mobile Security Suites Evaluation Criteria As already explained, this analysis does not examine the quality of malware detection or the number of false positives of individual solutions, but rather has a focus on the completeness and functional integration to combat mobile risks and also on criteria such as support services, the partner landscape, the sales channel and order process, support of multiple operating systems, consistent marketing and required training, combined with suitable training offerings. Experton Group AG Page 67

8.2. Benchmarked Mobile Security Suites Vendors This analysis examines the mobile security suites of the following vendors: Bitdefender Doctor Web ESET F-Secure G Data Ikarus Kaspersky Lookout McAfee Sophos Symantec Trend Micro Compared to IT security solutions for business desktops and notebooks, the number of vendors is rather limited, which supports our perception of various security vendors not having launched their own business solutions for tablets and smartphones so far. The following mobile security suites were analyzed based on the December 2013 version of the respective suites: Bitdefender Security for Mobile Devices Dr. Web Mobile Security Suite ESET Mobile Security F-Secure Mobile Security for Business G Data EndpointProtection Business (mobile functionality) Ikarus mobile.security Kaspersky Mobile Security Lookout Mobile Security McAfee VirusScan Mobile / McAfee Enterprise Mobility Management (McAfee EMM) Sophos Mobile Control / Mobile Security for Android Symantec Mobile Security / Symantec Mobile Management Suite Trend Micro Mobile Security Experton Group AG Page 68

8.3. Benchmark of Mobile Security Suites Vendors Eight out of 12 benchmarked vendors of mobile security suites were positioned in the leader quadrant, one vendor was positioned as Rising Star. Despite the relatively large number of leaders, clear differences can be observed with respect to these vendors' portfolio attractiveness and competitive strength. Rising Star Figure 39: Benchmark of mobile security suites vendors Trend Micro, McAfee und Symantec were identified as leaders, followed by Sophos, Kaspersky, F- Secure, G Data and Lookout. Bitdefender and ESET are in the product challenger group, and Bitdefender was also qualified as Rising Star. The mobile security suites leaders Trend Micro, McAfee and Symantec provide a convincing and comprehensive scope of functionality, a comprehensive mobile security strategy and user-oriented support, as well as a good channel and partner network and coverage of multiple mobile operating systems, so companies can address their users' device and operating system preferences without having to involve other security solutions. Experton Group AG Page 69

Sophos, Kaspersky, F-Secure, G Data and Lookout have also been positioned as leaders. While the maturity of their security functionality is above average, they are still facing the challenge to address existing potentials in various areas, but also have specific strengths which will become obvious in the following evaluation of individual categories. Bitdefender was identified as Rising Star which has the potential to reach the leader quadrant in the foreseeable future, especially if the vendor strengthens its offering of security functionality and mobile platform support. 8.4. Selected Individual Criteria for Mobile Security Suites The three leaders Trend Micro, McAfee and Symantec feature specific strengths when it comes to the functional breadth of their solutions for addressing mobile risks. Symantec is slightly ahead regarding the functional depth. Among the other leaders, Kaspersky and F-Secure offer a strong product portfolio, although there are only slight differences within this category. Besides McAfee and Kaspersky ESET provides a convincing channel and partner strategy. All other leaders Sophos, Lookout and Trend Micro follow closely behind. All leaders still have to exploit some partner sales and channel potentials. Clear differences are observed regarding the vendors' support of multiple mobile hardware platforms; Sophos, McAfee and Trend Micro are leading in this category. Lookout, which was positioned within the leader quadrant, but close to the product challenger quadrant, has strong marketing capabilities, but must catch up in areas such as hardware support and breadth of portfolio. Mobile Security Suites Vendors - Functionality Symantec Trend Micro Mc Afee Sophos G Data Kapsersky F-Secure Lookout Eset Bitdefender Doctor Web Ikarus 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100% Source: Experton Group AG, March 2014 Figure 40: Mobile security vendors functionality Experton Group AG Page 70

Mobile Security Suites Vendors - Portfolio Kapsersky Sophos F-Secure Trend Micro Mc Afee Symantec Bitdefender G Data Eset Lookout Ikarus Doctor Web 0% 5% 10% 15% 20% 25% 30% 35% 40% 45% 50% Source: Experton Group AG, March 2014 Figure 41: Mobile security vendors portfolio Mobile Security Suites Vendors Channel, Partners Mc Afee Kaspersky Eset Sophos Lookout Trend Micro G Data Bitdefender Symantec F-Secure Doctor Web Ikarus 0% 10% 20% 30% 40% 50% 60% Source: Experton Group AG, March 2014 Figure 42: Mobile security vendors channel partners Experton Group AG Page 71

Mobile Security Suites Vendors Hardware Support Sophos Mc Afee Trend Micro Symantec Kaspersky Bitdefender Lookout Eset F-Secure G Data Doctor Web Ikarus 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100% Source: Experton Group AG, March 2014 Figure 43: Mobile security vendors hardware support Mobile Security Suites Vendors Marketing Lookout F-Secure Eset Symantec Kaspersky G Data Sophos Bitdefender Mc Afee Trend Micro Doctor Web Ikarus 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% Source: Experton Group AG, March 2014 Figure 44: Mobile security vendors marketing Experton Group AG Page 72

9. Client Virtualization Software Vendors In business environments, the device- and location-independent provisioning of desktops is a key mobility feature. As real-work experiences have shown, both traditional approaches server-based computing (SBC/terminal solutions) and virtual desktop infrastructures (VDI) work perfectly on premises and on standard devices. But bad network coverage outside metropolitan areas still results in mobility limitations. Also, while a traditional Windows application can be used on a tablet, this is certainly not possible on smartphones. And the different haptics will rarely satisfy users. And so, client virtualization is only applicable in specific mobility use cases. In other areas, users need to use apps or the web browser as front-end for adjusted user interfaces. 9.1. Benchmarked Client Virtualization Software Vendors Within this section, the following 7 vendors that offer mobile device management software for smartphones and tablets were analyzed. AppSense Citrix Dell Microsoft Red Hat Res Software VMware 9.2. Evaluation Criteria for Client Virtualization Software From the users' perspective, key criteria for evaluating the portfolio attractiveness of a vendor include strategy & vision, agility, dynamics and the actual portfolio, followed by the technology and functionality, which are equally important. While the competitive strength is an important criterion, it is only of secondary relevance for users. Rather, the product plays the most important role by far. 9.3. Benchmark of Vendors of Client Virtualization Software Within the German market, Citrix, VMware, AppSense and Microsoft were positioned in the leader quadrant. A portfolio that addresses actual market requirements is important for the attractiveness of the product program and a vendor's competitive strength. For users, server-based computing was and still is the most interesting approach, which contributes to Citrix' and Microsoft's strong position. Citrix' strong position is also a result of the vendor's portfolio attractiveness and its strategic competitive position. In 2013, the VDI market enjoyed slightly higher growth rates and has Experton Group AG Page 73

gained importance, and therefore, VMware was able to improve its position, compared to the previous year, and is nearly catching up with Citrix. Figure 45: Benchmark of client virtualization software vendors The users acknowledge the high performance of VMware's client virtualization solutions, which contributes to the vendor's competitive strength, together with other factors. IT departments are particularly satisfied with the product. AppSense scores with its portfolio, which is based upon Citrix, VMware and Microsoft technology, evolving client virtualization into user virtualization, where the actual device becomes irrelevant. AppSense distinguishes itself not only through its product portfolio, but also through its highly comprehensive roadmap, which helps current and future customers with their client virtualization plans. With Hyper-V, which is integrated with Windows Server and Windows 8, Microsoft covers a broad portfolio for managed client virtual machines, application streaming, server-based computing and VDI. Experton Group AG Page 74

9.4. Selected Individual Criteria for Client Virtualization Software Citrix' leadership position is also reflected in the evaluation criteria. The vendor has achieved a top position in the strategy & vision, momentum and awareness categories. As already described, AppSense distinguishes itself through its portfolio and technology (ahead of Citrix and VMware). Microsoft has the top position when it comes to integration partners, followed by Citrix and VMware. In the customer satisfaction category, the four leaders' ratings hardly differ. Functionality is even less a differentiator in this market; except for Red Hat, the vendors' performance shows only slight variations. Client Virtualization Software Strategy & Vision Citrix VMware AppSense Res Software Microsoft QuestSoftware (Dell) Red Hat Source: Experton Group AG, March 2014 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% Figure 46: Client virtualization software strategy & vision Experton Group AG Page 75

Client Virtualization Software Momentum Citrix Microsoft AppSense Res Software VMware Red Hat QuestSoftware (Dell) Source: Experton Group AG, March 2014 0% 10% 20% 30% 40% 50% 60% Figure 47: Client virtualization software momentum Client Virtualization Software Momentum Citrix Microsoft AppSense Res Software VMware Red Hat QuestSoftware (Dell) Source: Experton Group AG, March 2014 0% 10% 20% 30% 40% 50% 60% Figure 48: Client virtualization software awareness Experton Group AG Page 76

10. Mobile Device Management Service Providers Increasingly, companies of all sizes allow access to business data through smartphones and tablets, using devices from multiple vendors. This trend is further driven through increased acceptance of the ByoD or CyoD concept (bring your own device or choose your own device) for smartphones and sometimes also tablets. While mobile access to enterprise data increases the flexibility, mobility and independence of employees and processes and, thus, the company as a whole, this also increases IT provisioning, management and security needs. In most cases the "new" mobile devices used within enterprise environments are not subject to a centralized management through the IT department (see Chapter 2). The multitude of different devices is a major challenge. Midmarket businesses, in particular, often lack the (personnel and financial) resources required for operating respective mobile device management software solutions internally, and so, external service providers are considered as an alternative to internal resource development. Due to an increasingly broad variety of devices, operating system versions and standards, together with the complexity of mobile services implementation, midmarket businesses quickly reach their limits, while they are facing increasing pressure from their users who insist on converged device functionality. Also, the internal provisioning of these management tasks hardly provides any competitive or cost advantages, which speaks in favor of an external service provider. Even those user organizations that have provided internal administrative support and device management capabilities for "standard devices" such as PCs or laptops may benefit from a service provider's mobile device management support. In the next few years, new workplace concepts will be implemented, in addition to new devices, supporting not only a new kind of device, but also changing collaboration and work styles accordingly. 10.1. Evaluation Criteria for Mobile Device Management Services Besides the underlying technologies and the actual offering, the provider's strategy & vision is of key relevance, since this is a relatively dynamic market, and wrong strategic decisions may very quickly fall behind their competitors. 10.2. Mobile Device Management Service Providers for the Midmarket While midmarket requirements differ only slightly from the needs of the upper midmarket, both absolute and relative user numbers are smaller than in larger companies, due to this segment's clearly higher cost sensitivity and also due to the company structure. Therefore only few vendors are active in the midmarket as well in the upper midmarket and large accounts segments. This section analyzes mobile device management service providers that are active in the German market. 10.2.1. Evaluated mobile device management service providers for the midmarket Within this section, the following mobile device management service providers were analyzed. Experton Group AG Page 77

Bechtle Cancom Computacenter Deutsche Telekom Freudenberg IT Seven Principles Telefonica Besides traditional IT service providers, IT companies with a strong service organization play a key role. Within the mobile device management segment, service providers face strong competition from telecommunications companies with strengths such as platform availability (IT and networks), multiple device support, application support and helpdesk. Providers with an exclusive focus on hosted mobile device management software provisioning were not included in the benchmark. The same applies for SaaS and similar hosting offerings, although some providers sell such offerings as managed services. 10.2.2. Benchmark of mobile device management service providers for the midmarket It is particularly encouraging that except for Telefonica all providers could be positioned in the leader quadrant and also that all leaders are at eye level with respect to their portfolio attractiveness. For users this means that existing business relationships may play a key role for provider selection without necessarily implying that they purchase services of lower quality. Experton Group AG Page 78

Figure 49: Benchmark of mobile device management service providers for the midmarket Thus, Deutsche Telekom, Bechtle, Cancom and Computacenter have very similar ratings, while Freudenberg IT lags slightly behind this group of top players, due to the lower degree of awareness. 10.2.3. Selected individual criteria for mobile device management services for the midmarket Midmarket businesses, too, pay attention to the transparency of providers' strategy and vision during the selection process. As this analysis shows, ratings are again very similar, with no provider having a clear competitive advantage. Experton Group AG Page 79

Mobile Device Management Services, Midmarket Strategy & Vision Cancom Bechtle Freudenberg IT Computacenter Deutsche Telekom Seven Principles Telefonica Source: Experton Group AG, March 2014 0% 10% 20% 30% 40% 50% 60% 70% 80% Figure 50: Mobile device management services, midmarket strategy & vision Within the momentum category, the four top leaders are again slightly ahead of their competitors, as is true for the awareness category, where Freudenberg IT also has achieved a good rating. Mobile Device Management Services, Midmarket Momentum Computacenter Freudenberg IT Cancom Bechtle Seven Principles Deutsche Telekom Telefonica Source: Experton Group AG, March 2014 0% 10% 20% 30% 40% 50% 60% Figure 51: Mobile device management services, midmarket momentum Experton Group AG Page 80

Mobile Device Management Services, Midmarket Awareness Computacenter Deutsche Telekom Bechtle Cancom Freudenberg IT Seven Principles Telefonica Source: Experton Group AG, March 2014 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% Figure 52: Mobile device management services, midmarket awareness 10.3. Mobile Device Management Service Providers for the Upper Midmarket While the upper midmarket's requirements differ only slightly from the needs of the large accounts segment, both absolute and relative user numbers are smaller than in large enterprises, due to this segment's clearly higher cost sensitivity and also due to the company structure. Therefore only few vendors are active in the upper midmarket as well in the large accounts segment. This section analyzes mobile device management service providers that are active in the German market. 10.3.1. Evaluated mobile device management service providers for the upper midmarket Within this section, the following 15 mobile device management service providers were analyzed. Atos Bechtle Cancom Computacenter Deutsche Telekom Freudenberg IT Experton Group AG Page 81

Fujitsu HP IBM QSC Materna Seven Principles Telefonica Unisys Vodafone Besides traditional IT service providers, IT companies with a strong service organization play a key role. Within the mobile device management segment, service providers face strong competition from telecommunications companies with strengths such as platform availability (IT and networks), multiple device support, application support and helpdesk. Providers with an exclusive focus on hosted mobile device management software provisioning were not included in the benchmark. The same applies for SaaS and similar hosting offerings, although some, although few providers sell such offerings as managed services. 10.3.2. Benchmark of mobile device management service providers for the upper midmarket Mobile device management services, including services for the upper midmarket, play a major role for IT service providers, since such services, together with mobile enterprise consulting offerings (see chapter 4) may be used as door opener to access additional managed services potential for clients and other service potentials. Consequently, available service offerings provide qualified resources and services on all levels, which is good for users, although they must conduct an indepth analysis to determine if and to what extent the respective service provider matches the company and its concrete requirements. In the competitive strength category, Deutsche Telekom and Computacenter are slightly ahead of their competitors, which is mainly due to their concrete, distinct service offerings for the upper midmarket and their very good service provisioning capabilities. For Computacenter, the provider's success as a managed services provider pays off accordingly. T-Systems' One Portfolio approach, in cooperation with Deutsche Telekom, is very helpful for Deutsche Telekom and explains the significantly higher ratings, as compared to the previous year. Experton Group AG Page 82

Figure 53: Benchmark of mobile device management service providers for the upper midmarket HP and also Computacenter, Bechtle, Cancom, IBM and Atos are practically on eye level with Deutsche Telekom in the portfolio attractiveness category within this market segment. As compared to Deutsche Telekom, these competitors' competitive strength is slightly lower. 10.3.3. Selected individual criteria for mobile device management services for the upper midmarket In the strategy & vision category, Cancom, Bechtle and Computacenter as well as Deutsche Telekom do not only address the mobility issue, but also leverage their experience with other managed services and achieve respective high ratings. Experton Group AG Page 83

Mobile Device Management Services, Upper Midmarket Strategy & Vision Cancom Bechtle Computacenter Deutsche Telekom HP Freudenberg IT Seven Principles Atos IBM Telefonica Unisys FTS QSC Materna Vodafone Source: Experton Group AG, March 2014 0% 10% 20% 30% 40% 50% 60% 70% 80% Figure 54: Mobile device management services, upper midmarket strategy & vision In the momentum category, Computacenter is slightly ahead of Freudenberg IT, Cancom and Bechtle. The three providers have enjoyed clear growth rates in customer numbers and revenues. By nature, the large IT service providers lag slightly behind, since they mainly address much larger enterprises. Clear differences can be observed in the awareness category. While Computer is certainly not the largest of the benchmarked providers, the company is clearly ahead of its competitors when it comes to the customers' awareness; the other providers lag behind because the benchmark did not only evaluate the degree of awareness, but also criteria such as managed services offerings as well as the individual provider s' inclusion in selection processes and RfPs. Computacenter is closely followed by Deutsche Telekom, who is well established within the upper midmarket segment, and Bechtle and Cancom, who also have achieved good ratings. Experton Group AG Page 84

Mobile Device Management Services, Upper Midmarket Momentum Computacenter Freudenberg IT Cancom Bechtle Atos HP Seven Principles Deutsche Telekom IBM Telefonica Fujitsu Unisys QSC Materna Source: Experton Group AG, March 2014 0% 10% 20% 30% 40% 50% 60% Figure 55: Mobile device management services, upper midmarket momentum Mobile Device Management Services, Upper Midmarket Awareness Computacenter Deutsche Telekom Bechtle Cancom Atos Freudenberg IT Fujitsu IBM HP Telefonica Seven Principles Unisys QSC Materna Source: Experton Group AG, March 2014 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% Figure 56: Mobile device management services, upper midmarket awareness Experton Group AG Page 85

10.4. Mobile Device Management Service Providers for Large Accounts 10.4.1. Benchmarked mobile device management service providers for large accounts Within this section, the following 16 mobile device management service providers were analyzed: Atos Capgemini Colt Computacenter CSC Fujitsu HP IBM QSC Infosys Materna Seven Principles TCS Telefonica T-Systems Unisys 10.4.2. Benchmark of mobile device management service providers for large accounts Mobile device management services, as mobile consulting, is a door opener for the providers to sell additional managed services for clients and other services. Consequently, the service providers offer a high quality of service, which is reflected in their ratings. Eleven out of the 16 benchmarked companies have been positioned in the leader quadrant, due to their competitive strength and portfolio attractiveness. Only Telefonica, Seven Principles, Materna and TCS lag slightly behind. T-Systems is slightly ahead of its competitors. This very good positioning is mainly due to the provider's strong general focus on managed services and particular focus on innovative topics. T- Systems benefits especially from its good ratings for criteria such as awareness, customer satisfaction, delivery capacity, size and completeness of portfolio, strategy & vision and also marketing. Experton Group AG Page 86

Figure 57: Benchmark of mobile device management service providers for large accounts While HP is nearly on eye level with T-Systems in the portfolio attractiveness category within this market segment, the vendor has a slightly lower competitive strength, since HP's awareness ratings are slightly weaker. T-Systems and HP are closely followed by Atos, IBM, Capgemini and Computacenter. The four providers enjoy a strong position in this market segment, and so, we can expect further improvements in the foreseeable future. For Atos and Capgemini, in particular, mobile device management services for the large-account segment are of strategic importance. 10.4.3. Selected individual criteria for mobile device management services for large accounts As the strategy & vision category shows, mobile device management services are important for most of the benchmarked service providers. The leading providers can leverage their experience with other managed services, which accounts for the good ratings. T-Systems received the best ratings, which shows the high relevance of this market for the company. Experton Group AG Page 87

Unisys, Computacenter, HP, Atos and Colt, as well as Infosys, Telefonica, Capgemini, Fujitsu and CSC invest in the strategic development of their services. Mobile Device Management Services, Large Accounts Strategy & Vision Deutsche Telekom / T-Systems Source: Experton Group AG, March 2014 Unisys Computacenter Seven Principles HP Atos Colt Infosys Telefonica Capgemini Fujitsu CSC IBM TCS QSC Materna 0% 10% 20% 30% 40% 50% 60% 70% 80% Figure 58: Mobile device management services, large accounts strategy & vision Computacenter receives especially good ratings for its momentum; on the one hand, the mobile device management services customer base in the large accounts segments is increasing, on the other hand, there seems to be a migration trend towards workplace services. Computacenter is closely followed by Atos, Capgemini and Colt, who are also successful players in this market. In the awareness category, T-Systems and Computacenter are ahead of their competitors, followed by IBM, Atos and Capgemini, who have also achieved good positions and who are well established in the large-accounts segment; HP also received good ratings. Experton Group AG Page 88

Mobile Device Management Services, Large Accounts Momentum Computacenter Source: Experton Group AG, March 2014 Atos Capgemini Colt IBM CSC Deutsche Telekom / T-Systems Seven Principals HP Infosys Telefonica Fujitsu TCS Unisys QSC Materna 0% 10% 20% 30% 40% 50% 60% 70% Figure 59: Mobile device management services, large accounts momentum Mobile Device Management Services, Large Accounts Awareness Deutsche Telekom / T-Systems Computacenter Source: Experton Group AG, March 2014 IBM Capgemini Atos HP Fujitsu Colt CSC Seven Principles Unisys Telefonica Infosys TCS Info AG Materna 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% Figure 60: Mobile device management services, large accounts awareness Experton Group AG Page 89

11. Managed Workplace Services Providers Managed workplace services are an advancement of established desktop services; during the last five years, numerous new, enhanced services and concepts have been developed to manage the complete workplace environment. Many users have exerted increasing pressure on the external providers of desktop services, to an extent where these companies were not able to maintain their profitability and achieve reasonable business results, even with less qualified personnel resources. On the other hand, however, the client business is too important to simply give it up. Today, managed workplace services generally include core services, consisting of the following: Client operations (hardware/software IMAC) 1 for thin clients, desktops, notebooks Mobile client operations Fixed-line and mobile telephony operations Help desk Additional components include: E-mail Collaboration etc. These services are interesting options for users, since internal provisioning is in most cases less cost-efficient; neither does it generate competitive advantages through particularly good or fast solutions. Also, such internal provision consumes IT personnel resources that are often urgently needed for other tasks. 11.1. Evaluation Criteria for Managed Workplace Services The benchmarks of services for the upper midmarket and the large-accounts segments were based on the same evaluation criteria. Besides the underlying technologies and the actual offering, the provider's strategy & vision is of key relevance for users, since this is a relatively dynamic market, and providers who make wrong strategic decision may very quickly fall behind their competitors. Factors that determine a provider s competitive strength consequently include technical factors and the provider's market presence. Technical factors include the service offering, the technology in use, support of new hardware and pricing. The portfolio attractiveness for the individual providers is calculated, based on weighted characteristics such as the corporate strategy, technological and strategic partnerships, company growth rates for instance, employees and new customers and also pricing transparency. Factors that affect the competitive strength include provisioned services, awareness, customer satisfaction, industry-specific know-how, marketing, key reference customers and costs. 11.2. Managed Workplace Services Providers for the Midmarket This section analyzes managed workplace service providers for the midmarket that are relevant within the German market. 1 Install, Manage, Add, Change Experton Group AG Page 90

While managed workplaces have been a topic for large accounts (with several thousands of employees) for years, it is now reaching the German midmarket. Reasons for this development include the increasingly complex IT administration and related higher costs as well as the lack of available talent for the midmarket. 11.2.1. Benchmarked managed workplace services providers for the midmarket Within this section, the following 5 providers were analyzed: Bechtle Cancom Computacenter Deutsche Telekom Seven Principles 11.2.2. Benchmarked providers of managed workplace services for the midmarket segment The provider landscape for the midmarket is quite homogeneous with respect to the portfolio attractiveness ratings. While Deutsche Telekom, Bechtle and Cancom are practically on eye level, Computacenter is slightly lagging behind in the competitive strength category, mainly because the midsegment is not Computacenter's key target group. Bechtle and Cancom, on the other hand, have their roots and have grown in this market segment. Deutsche Telekom benefits from its long years of experience in this market segment and also from its One Portfolio strategy that combines the T-Systems and Deutsche Telekom portfolio. Experton Group AG Page 91

Figure 61: Benchmarked managed workplace service providers for the midmarket segment 11.2.3. Selected individual criteria for managed workplace services for the midmarket Again, strategy & vision are key criteria, also in the managed workplace services segment for the midmarket. Cancom can distinguish itself with its traditional managed workplace services and an industry-specific desktop-as-a-service offering, the "Future Workplace", which is interesting for many user organizations. The other players follow close behind. Experton Group AG Page 92

Managed Workplace Services, Midmarket Strategy & Vision Cancom Deutsche Telekom Computacenter Bechtle Seven Principles Source: Experton Group AG, March 2014 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% Figure 62: Managed workplace services, midmarket strategy & vision Within the momentum category, Bechtle, Cancom and Computacenter are on eye level and have respective growth potentials in this segment. Deutsche Telekom lags slightly behind, since their growth rates must be achieved, starting on a relatively high level. Seven Principles' momentum is also relatively low, which is ultimately due to the relatively low awareness in this market. By nature, Deutsche Telekom is slightly ahead of Cancom and Bechtle in the awareness category. Experton Group AG Page 93

Managed Workplace Services, Midmarket Momentum Cancom Seven Principles Deutsche Telekom Computacenter Bechtle Source: Experton Group AG, March 2014 0% 10% 20% 30% 40% 50% 60% 70% 80% Figure 63: Managed Workplace Services, midmarket momentum Managed Workplace Services, Midmarket Awareness Cancom Seven Principles Deutsche Telekom Computacenter Bechtle Source: Experton Group AG, March 2014 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% Figure 64: Managed Workplace Services, midmarket awareness Experton Group AG Page 94

11.3. Managed Workplace Services Providers for the Upper Midmarket This section analyzes managed workplace service providers for the upper midmarket that are relevant within the German market. While managed workplaces have been a topic for large accounts (with several thousands of employees) for years, it is now reaching the German larger midmarket. Reasons for this development include the increasingly complex IT administration and related higher costs. 11.3.1. Benchmarked providers of managed workplace services for the upper midmarket Within this section, the following 12 managed workplace services providers were analyzed: Atos Bechtle Cancom Computacenter Deutsche Telekom Fujitsu HP IBM QSC Materna Seven Principles Unisys 11.3.2. Benchmarked providers of managed workplace services for the upper midmarket segment The benchmarked competitors are positioned close to each other. No provider is able to gain a clear competitive edge. Except for Materna and Seven Principles, all providers were positioned in the leader quadrant. Consequently, users can expect good or even very good offerings, from technology to pricing, implementation and operations. As the analysis also shows, user organizations notice very quickly if providers rest on their laurels earned in previous years, indicated by service packages and integrated solutions which are not enhanced with innovations. Very large providers are somehow forced to standardize their services within specific service packages, since this is the only possibility to ensure the efficient management of such large service provider organizations and to avoid a "pick and mix" effect. Such standardized service packages must be based on a one-size-fits-all approach, which may be advantageous for large organizations with clear hierarchical structures and structured processes, but may be disadvantageous in the upper midmarket segment, where individual consulting and service packages with industry-specific know-how are key differentiators. Experton Group AG Page 95

Together with Deutsche Telekom, Computacenter is slightly ahead of competitors in the managed workplace service segment, especially due to both providers distinct focus on this segment and their optimized, targeted services and service provisioning approaches. Deutsche Telekom again benefits from the One Portfolio approach, in cooperation with T-Systems. Atos and HP and also Cancom and Bechtle achieved very good ratings. Figure 65: Benchmarked providers of managed workplace services for the upper midmarket segment Since years, managed workplaces services have been widely used within large enterprises. It would, however, be a mistake to use these same services to address the midmarket. Midmarket customers require highly customized solutions. Much of the services included in service packages for large accounts under consideration of future requirements may be a dead freight for mediumsized businesses, which reduces the attractiveness of the respective portfolio significantly. Providers with proven midmarket expertise and a broad scope of industry-specific competences are better able to address specific managed workplace requirements in midmarket businesses. Experton Group AG Page 96

Providers with an exclusive focus on large enterprise accounts may encounter resistance from medium-sized companies, due to different company cultures. While large enterprises mostly have clearly defined, although sometimes very complex internal IT processes, the upper midmarket has a stronger focus on business processes. Therefore, providers are challenged to start with increasing their customers' awareness of process-oriented IT. 11.3.3. Selected individual criteria for managed workplace services for the upper midmarket Although managed workplace concepts are well established among large enterprises and providers are developing best practices and generating good revenues, the upper midmarket segment must still be convinced through a distinct and targeted strategy. Besides actual services, midmarket businesses often have a focus on the future development of the services, due to their value-based company culture. Consequently, Computacenter, with its targeted focus on the midmarket, is slightly ahead of Cancom, Deutsche Telekom and HP in the strategy & vision category. Users are particularly appreciative of providers that offer packages with flexible customization and combination options to ensure that the overall solution or service really addresses their specific requirements. Managed Workplace Services, Upper Midmarket Strategy & Vision Computacenter Cancom Deutsche Telekom HP Seven Principles Bechtle Atos Unisys Fujitsu IBM QSC Materna Source: Experton Group AG, March 2014 0% 10% 20% 30% 40% 50% 60% 70% 80% Figure 66: Managed workplace services, upper midmarket strategy & vision In the momentum category, major differences can be observed. A high momentum to drive corporate development can, for instance, be achieved through above-average development of workplace management resources and the continuous enhancement of partner programs or contribution to market dynamics. Users use the momentum criterion to assess the stability and security of their investments and also to assess future developments. Experton Group AG Page 97

Managed Workplace Services, Upper Midmarket Momentum Computacenter Bechtle Cancom Atos Seven Principles HP Deutsche Telekom Unisys Fujitsu QSC IBM Materna Source: Experton Group AG, March 2014 0% 10% 20% 30% 40% 50% 60% 70% 80% Figure 67: Managed workplace services, upper midmarket momentum Managed Workplace Services, Upper Midmarket Awareness Computacenter Telekom Deutschland Cancom Atos Bechtle HP Fujitsu IBM Seven Principles Unisys QSC Materna Source: Experton Group AG, March 2014 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% Figure 68: Managed workplace services, upper midmarket awareness Experton Group AG Page 98

11.4. Benchmarked service providers for managed workplace services for large accounts This section analyzes managed workplace service providers for large accounts that are relevant within the German market. 11.4.1. Benchmarked service providers for managed workplace services for large accounts Within this section, the following 15 managed workplace services providers were analyzed: Atos Capgemini Colt Computacenter CSC Fujitsu HP IBM QSC Infosys Materna Seven Principles TCS T-Systems Unisys 11.4.2. Benchmarked providers of managed workplace services for large accounts Managed workplace services for large enterprises require a strong service unit and mature processes, since in many cases thousands of workplaces with several devices must be managed in parallel. Some of these devices have a very short product life cycle, resulting in continuous rotation or replacements. This requires service providers to also develop and advance their offerings on an ongoing basis and communicate these efforts clearly and convincingly to user companies. The benchmark draws quite a positive picture of managed workplace service providers for the large-accounts segment. T-Systems is slightly ahead of its competitors, due to its long years of experience in this market segment and the continuous enhancement of services to meet changing user requirements and technologies. Other leaders, with very similar rankings, follow closely behind, including Atos, IBM, Capgemini, HP and Computacenter. Providers such as Unisys and Colt also enjoy an above-average degree of portfolio attractiveness. Experton Group AG Page 99

Rising Star Figure 69: Benchmarked service providers for managed workplace services for the large accounts segment 11.4.3. Selected individual criteria for managed workplace services for large accounts The high expectations of large enterprises are reflected in the strategy & vision ratings of managed workplace service providers. In this category, clear differences can be observed. While some, though few providers have a clear vision of future developments and want to drive their strategic implementation, others have only vague ideas. Form the users' perspective, a service provider without or with a less transparent vision plays only a minor role. Experton Group AG Page 100

Managed Workplace Services, Large Accounts Strategy & Vision T-Systems Unisys Computacenter HP Atos Seven Principles Infosys Capgemini Colt Fujitsu IBM CSC QSC TCS Materna Source: Experton Group AG, March 2014 0% 10% 20% 30% 40% 50% 60% 70% 80% Figure 70: Managed workplace services, large accounts strategy & vision The momentum ratings differ greatly. Providers that have growth rates above average have a strong impact on the market, win and manage technology partners, deliberately drive innovative topics and enjoy a higher awareness among user organizations. Clear differences can be observed in the awareness category. T-Systems is clearly ahead of its competitors, due to its many years of active participation and respective market activities in this segment, and also due to T-Systems' good mobile device management positioning, which enables the provider to also achieve a good position in the managed workplace services segment. Experton Group AG Page 101

Managed Workplace Services, Large Accounts Momentum Computacenter Atos Capgemini Colt T-Systems IBM HP CSC Seven Principles Infosys FTS QSC Unisys TCS Materna Source: Experton Group AG, March 2014 0% 10% 20% 30% 40% 50% 60% 70% Figure 71: Managed workplace services, large accounts momentum Managed Workplace Services, Large Accounts Awareness T-Systems Computacenter IBM Atos Capgemini HP FTS Colt CSC Unisys Seven Principles Infosys QSC TCS Materna Source: Experton Group AG, March 2014 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% Figure 72: Managed workplace services, large accounts awareness Experton Group AG Page 102

12. Mobile Application Development Platform Vendors There is a variety of mobile application development platform approaches. Native toolkits such as the ios development kit allow users to develop an application for a specific operating system. Web toolkits such as jquery Mobile can be used to develop applications that run on the browser of a smartphone or tablet. Specialized platforms such as Appcelerator or DSI provide abstraction from the operating system or browser limitations and often provide more software development life cycle functionality than native or web toolkits and also provide preconfigured enterprise features. Wrapper tools such as Adobe PhoneGap help compile web applications as OS-specific applications (hybrid applications). Mobile middleware such as SAP Unwired Platform enable native and hybrid applications to communicate safely with back-office systems in data centers or in the cloud. Application generators such as KonyOne Studio support the creation of hybrid, native or web applications, based on an application description. While all of these variants can be useful, real-world experience shows that large-scale app usage can benefit from mobile middleware during implementation and during the app life cycle, in particular to support access to multiple back-office systems. 12.1. Benchmarked Vendors of Mobile Application Development Platforms The following 20 mobile application development platforms were analyzed: Adobe Antenna Appcelerator Apple BlackBerry DSI Embarcadero Google IBM jquery Mobile Kony Microsoft Micro Strategy Netbiscuits Experton Group AG Page 103

salesforce.com SAP Sencha Usablenet Verivo Software Xamarin 12.2. Evaluation Criteria for Mobile Application Development Platforms From the users' perspective, key criteria for evaluating the portfolio attractiveness of a vendor include strategy & vision, agility, dynamics and the actual portfolio, followed by the technology and functionality, which are equally important. When selecting a mobile application development platform, the kind of apps to be developed also plays a key role. We can differentiate between three key solution approaches: B2C: Business-to-consumer entertainment/games with relation to a product or company B2B: Business-to-business solutions with a clear product or solution relation (machine control via tablet etc.) B2E: Business-to-employee solutions to enable employees' mobile work styles For the purpose of this benchmark, the focus is on B2B and, even more, on B2E scenarios.. While the competitive strength is an important criterion, it is only of secondary relevance for users. Rather, the product and product features play the most important role by far. 12.3. Benchmark of Mobile Application Development Platform Vendors Out of 20 relevant vendors 9 were positioned in the leader quadrant. IMB distinguishes itself through the broadest development environment and very good mobile middleware. While SAP lags slightly behind in the portfolio attractiveness category, the vendor demonstrates no clear weakness in any of the benchmarked categories. Experton Group AG Page 104

Figure 73: Benchmark of mobile application development platform vendors Compared to its competitors, jquery lags slightly behind, since most apps developed with the vendor's solutions are no high-performance apps. Kony is still struggling with establishing a comprehensive ecosystem, a major issue, since only few companies develop apps internally. Adobe's Wrapped-Hybrid architecture often causes performance bottlenecks when working with respective apps, which has affected the benchmark ratings. In this segment, Microsoft was again able to establish itself among the leading vendors during the last 12 months and only missed an even better position because of its somewhat outdated middleware, which can be used on mobile devices, but is not the very best of solutions. Antenna skills are rare outside the US; the vendor would have difficulties to find a partner. Also, the development environment is not only needed for implementation, but also for minor modifications and bug fixes, which means that migration to another platform would require new coding efforts. Experton Group AG Page 105

The Salesforce.com development environment is particularly interesting for the existing Salesforce.com customer base, since they can use the respective PaaS and API infrastructure free of charge. As of today, Appcelerator is mostly used by smaller app development companies and advertising agencies. While the vendor has launched enterprise features such as life cycle management last year, experience with these features is still limited. 12.4. Selected individual criteria for mobile application development platforms IBM and SAP are the clear leaders in the strategy & vision category. Both vendors have a distinct strategy and very good perception of how market and customer requirements will develop. The momentum category shows that vendors' developments and offerings are acknowledged by customers and partners. Again, IBM and SAP are the leaders, followed by jquery-mobile, Kony, Adobe and Embarcadero in the follower quadrant, who have quite good portfolio attractiveness ratings. As the awareness ratings show, even relatively small vendors may enjoy a high degree of recognition. Similar to MobileIron in the mobile device management section, Appcelerator is leading, together with IBM and followed by Adobe, SAP and Antenna. Mobile Application Development Platforms Strategy & Vision IBM SAP jquery Mobile Kony Adobe Embarcadero Microsoft Antenna MicroStrategy salesforce.com Appcelerator Apple Usablenet DSI Netbiscuits Google Sencha Xamarin BlackBerry Verivo Software Source: Experton Group AG, March 2014 0% 10% 20% 30% 40% 50% 60% 70% 80% Figure 74: Mobile application development platforms strategy & vision Experton Group AG Page 106

Mobile Application Development Platforms Momentum IBM SAP jquery Mobile Kony Adobe Embarcadero Microsoft Antenna MicroStrategy salesforce.com Appcelerator Apple Usablenet DSI Netbiscuits Google Sencha Xamarin BlackBerry Verivo Software Source: Experton Group AG, March 2014 0% 10% 20% 30% 40% 50% 60% 70% 80% Figure 75: Mobile application development platforms momentum Mobile Application Development Platforms Awareness IBM Appcelerator Adobe SAP Antenna Kony jquery Mobile Microsoft Sencha salesforce.com Xamarin MicroStrategy Embarcadero DSI Google Apple Verivo Software Netbiscuits Usablenet BlackBerry Source: Experton Group AG, March 2014 0% 10% 20% 30% 40% 50% 60% 70% Figure 76: Mobile application development platforms awareness Experton Group AG Page 107

13. Outlook The mobile enterprise has arrived in corporate boardrooms. Still, the "new" devices are fascinating corporate users, but meanwhile, there are also debates on the business value of such devices. In 2014 and 2015, business process optimization and mobilization will be dominant mobile enterprise issues. Experton Group expects the following developments within the analyzed segments: Services o o o Mobility consulting: Mobility consulting is currently replacing mobile device management services as a door opener for providers to leverage additional managed services and outsourcing opportunities. This topic plays an increasing role among upper midmarket companies and large accounts, and also for midmarket businesses. User organizations have also realized that they need professional support. Mobile Device Management Services: Mobile device management services as individual solutions will lose their importance during the next few years. Some vendors will limit their portfolio to pure software-as-a-service offerings and provision other related services as part of their managed workplace services. Managed Workplace Services: Managed workplace services will be divided into two segments. In 2013, first major workplace cloud solutions were launched as desktop as a service, future workplace and under similar names. While this approach will experience further adoption and be partly included in corporate workplace landscapes, Experton Group expects this segment to not reach the size of traditional managed workplace services within the next two years, since the latter is still the preferred solution for many companies. This is due to security concerns and also general architecture and strategy considerations. Mobile Device Management Software: MDM software has reached a certain degree of maturity. Experton Group expects the number of players in this segment to decrease, due to increased M&A activities, which will further complicate users' vendor selection and decision-making. Mobile Application Management Software: MAM software is mostly integrated with respective mobile device management solutions and provides a certain differentiator for these solutions. Most companies select a solution that provides optimum support for both MDM and MAM. Mobile Information Management Software: MIM is a new software segment. In most companies, the simple, often free public could offerings are prohibited due to security concerns, and companies are searching for suitable secure solutions. This segment will develop into a full-blown market during the next 12 months, but key players have already entered this market. Companies are still rather reserved towards respective solutions, since they are only useful when a mobile enterprise strategy has been set up accordingly. Mobile Application Development Platforms: A multitude of mobile application development platforms is available to users. Their suitability for the individual company depends on various factors. If companies want to provide in-house development capabilities at all, they should expect that support of multiple operating system platforms and safe access to multiple back-office system are required. Development environments which are based on a Experton Group AG Page 108

respective middleware approach might have better chances to be selected for enterprise environments than pure programming environments. Also it seems that the "HTML5 or app" trend evolves in favor of apps, since they provide much more elegant and safe data storage capabilities. Mobile Security Suites (Software): Security will play an increasingly important role, and companies will continue to rely on best-of-breed solutions. On the other hand, some security suite vendors are enhancing their portfolio to include MDM, MAM and MIM functionality, which might be quite an interesting development for many companies. Client Virtualization Software: Client virtualization remains an important issue for many companies; for part of corporate workplace, we find all kinds of solutions, from terminal servers to VDI. Client virtualization on mobile devices develops slowly, and is useful for specific segments only. Experton Group AG Page 109

14. Authors and Contacts Mr. Schwab is a Manager Advisor & Program Manager Efficient Infrastructure at Experton Group and responsible for Experton Group's user consulting business. Mr. Schwab's areas of coverage include IT user consulting on issues such as mobile enterprise, IT strategies and architectures and business value analyses. He also advises IT vendors on marketing and sales strategies and conducts market and competitive analyses. Before joining Experton Group, Mr. Schwab worked as a consultant for META Group. In this position he built up META Group's IT Architecture and Infrastructure as well as the Emerging Vendors & Venture Capital division. Prior to this, Mr. Schwab worked for Compaq Computer Germany as head of the market research department. Mr. Schwab holds a master s degree in information sciences of the University of Stuttgart and an MBA degree of the European University Toulouse. Oliver Schonschek is a research fellow at Experton Group AG. In addition to his work as researcher he also works as publisher, author and journalist for various specialized publishing companies and editorial offices. His analyses and publications cover information security and privacy issues, with a focus on the interfaces between IT, business, law, compliance, privacy and data security. He is interested in issues such as the business usage of data under compliance with privacy regulations and the protection of IT infrastructures without compromising user privacy. After he had completed his studies at the University of Bonn with a degree in physics, Mr. Schonschek started to work at a medium-sized software company in 1997, which was also commissioned by trade companies to process their sensitive data. Often, this raised questions about security and data protection, and so, Mr. Schonschek specialized in related issues. Since 2006, Mr. Schonschek has published books, articles and analyses on privacy and IT security in renowned publications and publishing companies. At Experton Group, he contributes to analyses and studies on IT security and security- and privacy-related aspects in other areas of IT. Experton Group AG Page 110