Key Considerations in Evaluating & Selecting a MDM Solution

Key Considerations in Evaluating & Selecting a MDM Solution
February 2012
Galvin Consulting, LLC

1 Copyright © Galvin Consulting, LLC INDIVIDUAL LICENSE February 2012
TABLE OF CONTENTS
Executive Summary ............................................................................................................... 6
Target Audience .................................................................................................................... 7
Background and Methodology............................................................................................... 8
Current State of the Mobility Market..................................................................................... 9
Mobility Growth Statistics...............................................................................................................9
Mobility Device Management Size and Forecast.........................................................................10
Mobile Device Management Background............................................................................. 11
Key Components of Mobile Device Management.............................................................................. 11
Mobile Device Management Market Evolution ................................................................................. 12
The Alphabet Soup of Mobility: Understanding Differences between MDM, EMM, MEAP and
MAM ...............................................................................................................................................14
Nomenclature: A Window into Mobility Evolution ....................................................................14
Mobile Device Management Segmentation ......................................................................... 17
Segmentation Frameworks ..........................................................................................................17
Segmentation by Vertical Industry ..............................................................................................17
Segmentation by Functionality .....................................................................................................19
Segmentation by Company Size ...................................................................................................20
Segmentation by Pace of Adoption .............................................................................................20
Additional Factors Impacting MDM Adoption and Growth ................................................... 21
Dynamic Market Causing Some Firms to Delay MDM Implementations ............................................ 21
Preference for Exchange ActiveSync ................................................................................................. 22
Still Trying to Secure Assets .............................................................................................................. 23
Corporate Culture............................................................................................................................. 23
Key Players in the Mobile Device Management Market........................................................ 26
Mobile Device Management Industry Structure .........................................................................27
Mobile Device Management Vendor Offerings.................................................................................. 30
Mobile Device Management Vertical Expertise................................................................................. 37
Needs and Benefits Addressed by Mobile Device Management Vendors .............................. 39
Overview.........................................................................................................................................39
Mobile Device Proliferation ..........................................................................................................41
Mobility Fragmentation.................................................................................................................43
Growing Privacy and Legal Concerns: Whose Property Is It? ....................................................46
Growing Importance of Mobile Applications...............................................................................48
Customers Struggle with Application Management ...............................................................49
The Growing Influence of Mobile Application Management Vendors..................................51

Variety of Delivery Models Allows Customers Greater Choice .......................................................55
Vendors Adding Cloud to their On-Premise Solution Offerings.............................................55
Cloud-only Offerings .................................................................................................................56
On-Premise Only Offerings.......................................................................................................57
Cloud Solutions through Partnerships .....................................................................................58
Choice is Critical.........................................................................................................................59
Transition Challenges from On-Premise to Cloud Architectures ...........................................60
Mobile Device Management Pricing Comparisons......................................................................67
Increased Security Concerns Drive Greater Interest in MDM Solutions....................................70
Container Approach to Mobile Security ..................................................................................72
Platform versus Container Approach.......................................................................................73
Mobile Application Security in Enterprise BYOD Environments ............................................74
Tension between Security Risks and Long-term Business Potential .........................................77
Mobile Device Management ROI ......................................................................................... 78
Mobile Device Management Partnerships............................................................................ 81
Partnerships Essential to Meeting Customer Needs ...................................................................81
MDM Partner Ecosystems are Rich and Varied ...........................................................................81
MDM Partnerships with OEMs.................................................................................................83
MDM Partnerships with Carriers..............................................................................................84
MDM Partnerships in Adjacent Industries ..............................................................................84
MDMs Provide Partner Training...............................................................................................86
MDMs Seek Best-of-Breed Partners ........................................................................................86
Additional Partnership Strategies ............................................................................................87
Mobile Device Management Geographic Coverage .............................................................. 93
Mobile Device Management Support................................................................................... 96
Key Considerations When Evaluating and Choosing a MDM Vendor ....................................105
Additional Considerations for Selecting a Mobile Device Management Vendor....................112
Policies and Procedures......................................................................................................114
Mobile Device Management Trends on the Horizon ............................................................117
Conclusions and Mobile Device Management Industry SWOT Analysis................................124
Appendix: Vendor Profiles .................................................................................................127
Mobile Device Management Vendors........................................................................................127
Absolute Software...................................................................................................................127
AirWatch ..................................................................................................................................129
AT&T.........................................................................................................................................131
BoxTone ...................................................................................................................................133
Fiberlink....................................................................................................................................136
Good Technology.....................................................................................................................139

McAfee.....................................................................................................................................143
Mformation..............................................................................................................................146
MobileIron ...............................................................................................................................148
Motorola Solutions..................................................................................................................150
RIM/Ubitexx.............................................................................................................................153
SAP............................................................................................................................................154
SOTI ..........................................................................................................................................158
Syclo .........................................................................................................................................162
Tangoe......................................................................................................................................164
Wavelink ..................................................................................................................................167
Zenprise....................................................................................................................................169
Additional Strategic Mobility Market Players ............................................................................173
Apperian...................................................................................................................................173
Bitzer Mobile ...........................................................................................................................175
Endeavour Software Technologies, Inc..................................................................................179
Enterproid................................................................................................................................180
Partnerpedia............................................................................................................................184
About Galvin Consulting, LLC ..............................................................................................186
License ...............................................................................................................................186
No Unauthorized Distribution.............................................................................................186
Disclaimer ..........................................................................................................................187
Contact Information ...........................................................................................................187

LIST OF TABLES
Table 1: US Penetration of Smartphone Devices Between 2009 - 2011
Table 2: US Penetration of Smartphone Devices by Age Group Between 2009 - 2011
Table 3: Top Smartphone Platforms
Table 4: Mobile Device Management Company Backgrounds
Table 5: Mobile Device Management Vendor Offerings
Table 6: Mobile Device Management Vendor Vertical Expertise
Table 7: Key Benefits Provided by Mobile Device Management Solutions
Table 8: Mobile Device Management Vendor Delivery Options
Table 9: Mobile Device Management Vendor Pricing Models
Table 10: Vendor Approaches to Mobility Management: Platform versus Container
Table 11: Mobile Device Management Technology Partnerships
Table 12: Mobile Device Management Vendor Geographic Coverage
Table 13: Mobile Device Management Vendor Support Offerings
Table 14: Considerations for Implementing Mobility Policies and Procedures
Table 15: Sample Reimbursement Policy Matrix
Table 16: Mobile Device Management Industry SWOT Analysis

LIST OF CASE STUDIES
Case Study 1: Tangoe Predicts BYOD Trends
Case Study 2: Fiberlink on Fire
Case Study 3: Fiberlink: Applications in the Cloud
Case Study 4: MobileIron’s AppConnect Helps Secure Enterprise Applications
Case Study 5: Mformation Highlights Cloud Security
Case Study 6: SAP Offers Cloud-based Afaria with Key Partner Offerings
Case Study 7: Zenprise’s Evolution from On-Premise to the Cloud
Case Study 8: McAfee’s Three Pillars of Mobile Security
Case Study 9: Absolute Software Provides Secure Document Access and Control through
AbsoluteSafe
Case Study 10: Enterproid’s Divide
Case Study 11: Wavelink Stresses Importance of Controlled Application Rollouts
Case Study 12: AT&T’s Focus on Mobile Security
Case Study 13: SOTI’s MobiControl Saves Auto Glass Business
Case Study 14: MDM Partnerships: Critical to Future Success
Case Study 15: Good Dynamics Promotes Secure Application Development through
Partnerships
Case Study 16: Syclo’s Partner Structure
Case Study 17: Motorola Solutions: Plug-In Partner Model
Case Study 18: BoxTone and 3LM Partner to Provide Secure Android to Security-Conscious
Customers
Case Study 19: AirWatch Scales with Global Customers

EXECUTIVE SUMMARY
As worldwide growth in the mobility market surges among business and personal users,
organizations are seeking ways to monitor, manage and secure mobile devices, data and
applications. Security concerns among IT managers about sensitive data leaving corporate
environments have led many executives to assess mobile device management (MDM) solutions.
MDM vendors provide customers with a way to manage, secure, support and track mobile
devices throughout their enterprise. Typical functionality includes over-the-air updates; asset
management; support for applications; the ability to locate, lock, and wipe devices; policy
control and password management; device diagnostics and reporting; and security and
compliance enforcement.
A key driver of MDM growth has been the BYOD – Bring Your Own Device – and
consumerization of IT phenomena. As consumers increasingly bring smartphones, tablets and
other mobile devices into enterprise settings, they expect access to corporate networks and
support by enterprise IT departments. This, along with device and mobile operating system
fragmentation – particularly on Android-based devices – has overwhelmed IT managers and led
to greater interest in MDM solutions.
Due to the significant and accelerating growth in mobility, vendors have entered the mobile
device management market to capitalize on the need to secure data and devices. As a result,
the MDM market has become crowded, with a mentality sometimes referred to as the “Wild
West.” Additionally, vendors from adjacent industries, including mobile application
management (MAM), are seeking to capture a portion of the mobility market. In some cases,
MDM vendors are partnering with complimentary firms such as MAMs in order to provide a
comprehensive approach to customers. MDM executives realize the market is moving too fast
to develop solutions on their own and emphasize strong partner ecosystems.
The MDM market can be segmented in a variety of ways. When MDM vendors look at their
own market opportunities, they utilize both vertical and functional segmentation approaches,
targeting industries and groups of users that are most likely to adopt a mobile device
management solution quickly and comprehensively. It is also common for MDM players to
segment the market based on customers’ size and rate of adoption.
When evaluating the MDM industry structure, there are two principal types of vendors: large
companies that offer mobile device management as part of a larger set of offerings and smaller
players who are primarily or exclusively focused on the mobile device management market.
Larger players are typically public, while smaller players are generally private. Smaller firms are
often funded by venture capital backing.

TARGET AUDIENCE
Key Considerations in Evaluating and Selecting a Mobile Device Management Solution serves
a growing audience of IT managers within medium-to-large organizations who are considering
the deployment of mobile device management solutions within their organizations. The report
highlights the core capabilities provided by top-tier MDM providers, the benefits MDM
solutions provide, and the innovative ways mobility is being used within organizations today.
The report also presents comprehensive and detailed recommendations for the types of issues
IT executives should consider before and during their discussions with mobile device
management vendors, highlighting key questions and capabilities prospective customers should
raise to discern whether a specific solution is a good “fit” for their needs. Additionally, the
study provides recommendations about internal policies and procedures that will aid in
organizations’ long-term mobility success.
Finally, the report is helpful to customers who may be considering adjacent mobility players,
such as mobile application management vendors – either in addition to or in place of MDM
solutions. Through in-depth discussions with these market players, we are able to present the
similarities and differences in their approaches to mobility management.

BACKGROUND AND METHODOLOGY
Primary and secondary research for this study took place during October 2011 – January 2012
and included interviews with IT executives from mobile device management vendors, mobile
application management companies, and mobile enterprise application platform vendors.
Additional participants included IT enterprise customers, partners, and subject matter experts.
Report contributors included company presidents, CXOs, VPs, senior/executive directors, and
senior managers. Participants were represented from marketing, engineering, business
development, communications and corporate strategy and provided both tactical and strategic
feedback regarding their organization’s mobility technology. In-depth face-to-face and
telephone interviews were conducted with approximately 60 executives during the research
process. Research also included participation in webinars and online forums, as well as live
discussions at industry events.

“We never would have guessed that
this many people would be moving
this fast in the industry at this point”.
Alison Welch George, Senior Business
Development Manager, SAP
CURRENT STATE OF THE MOBILE INDUSTRY
Mobility Growth Statistics
The mobility market has grown exponentially during the past several years, a trend that is
expected to accelerate. For example, at the end of
2011, there were nearly 6 billion mobile subscribers
worldwide, or 87 percent of the world’s population,
according to mobiThinking, which also reports that
India and China each have nearly 1 billion mobile
subscribers, representing 30 percent of the world’s
mobile users. CTIA reports that there were 322
million mobile subscribers in the United States as of
June 2011.
As shown in Table 1, smartphone penetration in the United States has more than doubled
between 2009 and 2011, while feature phone penetration has seen a corresponding decline in
users.
Table 1: US Penetration of Smartphone Devices Between 2009 – 2011
2009 2011
Smartphone Penetration 18% 44%
Feature Phone Penetration 82% 56%
Source: Nielsen, December 2011 (The Mobile Media Report: State of the Media, Q3 2011)
Smartphone penetration by age group shows that the highest percentage of smartphone users
are in the 25-to-34 age group category, both in 2009 and 2011, as highlighted in Table 2.
Table 2: US Penetration of Smartphone Devices by Age Group Between 2009 - 2011
Smartphone Penetration by Age in 2009 Smartphone Penetration by Age in 2011
Source: Nielsen, December 2011 (The Mobile Media Report: State of the Media, Q3 2011)

Table 3 highlights market share changes in smartphone platforms between June and November
2011. According to comScore, Google and Apple continue to dominate the smartphone market,
both gaining share. While RIM and Microsoft continue to struggle, most observers agree that
these vendors are still very solid contenders in the mobility market.
Table 3: Top Smartphone Platforms
Share of Smartphone Subscribers
June 2011 September 2011 November 2011
Google 40.2% 44.8% 46.9%
Apple 26.6% 27.4% 28.7%
RIM 23.5% 18.9% 16.6%
Microsoft 5.8% 5.6% 5.2%
Symbian 2.0% 1.8% 1.5%
Source: comScore MobiLens, November and December 2011
Mobile Device Management Size and Forecast
As these statistics show, mobile devices now permeate most – if not all – aspects of society,
including personal and professional spaces, as the line between personal and professional use
of mobile devices continues to blur. As employees increasingly bring their personal devices to
work, most organizations do not have the resources required to manually manage the large
influx of devices. Additionally IT departments have seen their budgets shrink during the past
three-to-four years and have been told to do more with less. While many IT managers have
leveraged efficiencies and made do with fewer resources, they are finding it difficult to
approach mobility management in the same way they have handled other priorities – mobility
is too complex and IT departments are now too lean to handle all of this work in-house. As a
result, companies are outsourcing the task of mobile device management, mobile application
management, and mobile security management to outside vendors.
As a result of this trend, the market for mobile device management has grown as more vendors
seek to capitalize on the need for data and device management. Visiongain predicts that the
mobile device management market will reach $3.54 billion by 2016, of which $2 billion will be
accounted for by the enterprise segment.
Many observers describe the growth of MDM vendors (now over 60 companies) as the “Wild
West” or a “land grab.” According to Alan Dabbiere, Chairman of AirWatch, “Our company has
grown from less than 15 customers in the Fall of 2010 to over 1,500 a year later. We’ve grown
from 150 to 300 employees during the same time frame and expect to double that number by
late 2012. We will need to be thousands of employees to handle the global nature of what’s
happening.”

“It’s a great time to work in the
mobile industry because confusion
breeds opportunity.” Peter DeNagy,
Principal Consultant at Enterprise
Mobility Strategies
Joe Granda, EVP of Marketing at Syclo, agrees, noting there has been a significant amount of
education in the market during the past year, resulting in an increased awareness and comfort
level around mobile device management solutions.
MDM is also considered a “hot topic” in the mobile
space because customers are struggling to learn
which solutions and vendors to select, particularly in
a market where there are few differentiators
between MDM providers.
Even with the abundance of players, the market
offers significant opportunity, and new companies continue to join the market to take
advantage of what many believe is still a nascent market. As officials at McAfee state,
“Realistically, the mobile security market is still in its infancy. We’re just getting started and
there’s a long way to go.”
MOBILE DEVICE MANAGEMENT BACKGROUND
Key Components of Mobile Device Management
What is mobile device management, and what are the key components that make up a MDM
solution? Most industry observers agree that there are several key components of any MDM
solution, including:
 MDM Server and Client: MDM solutions typically include a server component, which
sends out management commands to mobile devices across a network, as well as a
client component, which resides on the end-user’s device and receives and implements
the management commands. The client and server could come from a single vendor or
different vendors.
 MDM Software: MDM software monitors and manages mobile devices, generally
smartphones and tablets, which are deployed across an enterprise or service provider
environment. Software distribution includes deployment, installation, updating,
deletion and blocking.
 Remote Management: Remote Management provides IT administrators with a venue
to manage mobile devices, usually over-the-air (OTA). This typically includes software
upgrades and patches that can install silently in the background, configuration of
devices based on “policies,” remotely wiping and/or locking mobile devices if they are
lost or stolen, and providing remote troubleshooting.

 Security Management: This element includes device, data, network and perimeter
security. MDM vendors help to ensure that sensitive data is encrypted and that security
policies are centrally enforced using certificate authentication, monitoring and
enforcement tools, root detection, jailbreak detection, sniffer sensors, password
settings, application-level security, SSL encryption, and app tunnels.
 Policy Management: Users can be segregated into different groups based on policies.
Groups are defined by IT administrators and can include classifications such as a user’s
role in the organization, department, geography, or seniority. Policy management is
important because it allows IT managers to quickly assign policies to large groups of
users, ensuring accuracy, consistency, and lower IT overhead.
 Telecom Expense Management: “TEM” focuses on understanding and controlling
telecom equipment and services costs and often includes mobile devices and services
plans. TEM may or may not be included in MDM vendor portfolios. Some MDM players
believe TEM is essential, particularly as end-users consume more data and bandwidth.
Other MDM vendors view TEM as non-essential to their core focus and choose instead
to offer core device management capabilities, partnering instead with third parties who
specialize in the TEM market.
Mobile Device Management Market Evolution
Research In Motion (RIM) is generally considered the “grand-daddy” of mobile device
management, with its BlackBerry Enterprise Server, or “BES,” introduced in 1999 as a way to
manage and control BlackBerry devices. BES is the middleware component of RIM’s BlackBerry
wireless platform that connects to messaging and collaboration software on enterprise
networks. Until recently, BES only managed BlackBerry devices. In November 2011, RIM
announced “BlackBerry Mobile Fusion,” a new offering that includes mobile device
management of BlackBerry smartphones and PlayBook tablets, as well as other mobile devices
running iOS and Android operating systems.
Customers and industry watchers welcome RIM’s introduction of a multi-platform OS MDM
offering, although there is a general sentiment within the market that RIM should have
executed this strategy years earlier, helping it to remain relevant in the enterprise environment
by deepening RIM’s portfolio to include mobile management – a competitive advantage over
Apple and Google. With its Mobile Fusion offering, RIM will become further embedded within
enterprise environments and customers are hopeful that BlackBerry Mobile Fusion will be able
to provide additional choice, especially for customers who have a large investment in
BlackBerry infrastructure. According to Stewart Hubbard, VP of Operations at Coldwater Creek,

“MDM is nothing new, having been
around since the days of laptops.
Mobile devices such as phones and
tablets are no different than the
drivers of laptops. What has
changed, however, is the complexity
of heterogeneous platforms and
applications which IT will have a
difficult time managing. This is
further complicated by the fact that
it’s now an end-user driven paradigm
versus the traditional top-down
approach of corporate IT.” Sam Liu,
VP of Marketing, Partnerpedia
“We are interested in where BlackBerry is going to go with its platform. It's too bad RIM didn't
offer this earlier.”
Even before BES, mobile device management existed, according to industry veterans. Jay
Cichosz, VP of Marketing at Wavelink, for example, notes that the first mobile devices ran DOS:
“When Windows CE was introduced for ruggedized devices, there was a need for MDM because
the utility that worked on DOS devices didn’t work on CE devices. Now that we're running into
Android, iOS, RIM and whatever else is coming along, the need to have a system that can
manage across all of those various platforms is becoming more relevant.”
Sam Liu, VP of Marketing at Partnerpedia, adds that “MDM is nothing new, having been around
since the days of laptops. Mobile devices such as
phones and tablets are no different than the drivers
of laptops. What has changed, however, is the
complexity of heterogeneous platforms and
applications which IT will have a difficult time
managing. This is further complicated by the fact
that it’s now an end-user driven paradigm versus the
traditional top-down approach of corporate IT.”
Unlike laptops, when corporate applications were
essentially corporate email and that was largely
provided by a singular device – BlackBerry – the
world of mobility today has diversified into
hundreds of permutations. The numbers and types
of devices, and the numbers and types of
applications, have grown exponentially.
Provisioning all of these devices has been a key
driver that has fueled the growth of the MDM market. In the past, companies had to physically
and manually remove devices from the field to do updates and patches. Remote diagnostics
was non-existent and making changes to configuration settings had to be done at a central
location. Removing mobility tools from workers resulted in down-time. There was also the
requirement to have high levels of inventories for spare parts and devices.
Against this backdrop came Over-the-Air (OTA) programming and provisioning, which allows
software updates and new configuration settings to be deployed on devices over a wireless
network, typically on demand. OTA capabilities allow application deployment, updates and roll-
outs consistently across a wide range of devices, giving customers a reliable and repeatable
model to support customers.

The Alphabet Soup of Mobility: Understanding the Differences between MDM, EMM, MEAP
and MAM
Different acronyms have arisen in the discussion of mobility management, including “MDM,”
“EMM,” “MEAP,” and “MAM.” Each acronym represents a different type of player in the
market, with some overlap, partnerships, and increasingly fuzzy lines between these categories
of players.
 MDM (Mobile Device Management): MDM vendors typically focus on device
management, securing, monitoring, managing, provisioning, and auditing mobile
devices deployed across an enterprise. Typically solutions include a server component,
which sends out the management commands to the mobile devices, and a client
command, which runs on the handset and receives and implements the management
commands.
 EMM (Enterprise Mobility Management): EMM goes beyond MDM to encompass all
aspects of mobility management, and not just device management. EMM includes
wireless networks and mobility services, as well as application management, security,
and, often, telecom expense management.
 Mobile Enterprise Application Platform (MEAP): MEAP vendors provide tools for the
development of mobile applications, helping organizations develop mobile software
across a plethora of different device types and mobile operating systems. MEAPs
typically provide mobile application development templates to simplify and accelerate
mobile application development time frames.
 Mobile Application Management (MAM): MAM vendors are relatively new players in
the mobility industry and offer a compliment to MDM vendors, although many industry
observers believe MDM and MAM will eventually converge. MAM vendors help
organizations create, deploy, and manage in-house and market applications, often going
beyond simple applications (such as email, calendar and contact databases) and offering
mobile enterprise applications for business system services, such as Customer
Relationship Management (CRM), Enterprise Resource Planning (ERP), Business
Intelligence (BI), and location-based services, such as geo-fencing.
Nomenclature: A Window into Mobility Evolution
Which term or acronym individuals use in their mobility discussions provides a window into
their current thinking in terms of mobility management. MDM vendors, traditionally selling to
and aligned with enterprise IT departments, commonly use terms such as “control,” “secure,”
“lock down,” and “access.” Users are denied access until they “conform” to prescribed
corporate mobility policies. Primary concerns include data leakage, theft, control and

regulation. Although some MDM vendors prefer to take a “carrot and stick” approach, trying to
coax users into compliance with corporate policies about upgrading to a new mobile OS, for
example, uncooperative users are dealt with by blocking or quarantining their access.
MAM vendors, while emphasizing their strong commitment to security (sometimes through
partnerships), like to stress their greater focus on end-user experience. MAMs typically work
with a broader array of corporate constituents than just IT departments, including sales
managers and marketing directors. MAMs see mobile phones as a gaming platform, a camera,
a 2-way communications device, or as a computer more powerful than laptops of several
generations ago. This group asks, “How can we help customers gain competitive advantage for
their businesses by using mobility as a business tool?”
MAM vendor Apperian believes that Enterprise App Stores, or App Catalogs, are the primary
entry point for employees into the world of corporate applications and should be friendly, easy,
branded, intuitive, and “opt in-able.” Employees are invited – or “pulled” – into the experience
by installing their company’s private application catalogs onto their phones. Apperian contrasts
this with the centralized, “push” approach of MDM vendors.
Advocates for “Enterprise Mobility Management” insist that MDM is now an antiquated
misnomer. Representatives from SAP, for example, believe the term MDM is too limiting and
that Enterprise Mobility Management should be used instead. As SAP explains, mobility
management is not just management of the device but also application management and
security management.
AT&T MDM executives add that MDM is nothing new and has traditionally been associated
with loss and theft management. Today, AT&T officials note, MDM is much more concerned
with the overall mobilization of the enterprise space.
Fiberlink and SOTI both position themselves as being in the Enterprise Mobility Management
market. Neil Florio, Fiberlink’s VP of Marketing, describes the distinction between EMM and
MDM as such: “Enterprise mobility management is really the higher level category and mobile
device management is a component of that. EMM can include many different lifecycle aspects,
including mobile device management, application management, document management,
expense management, and security management. They all fall under the EMM umbrella.”
Crystal Wong Kruger, Senior Manager for Business Development at SOTI, notes that while the
acronym “EMM” is increasingly being used, most RFP/RFI requests still refer to the technology
as “MDM.” Wong Kruger states that SOTI’s decision to promote itself as an EMDM (Enterprise
Mobile Device Management) solution vendor helps it to make the distinction between itself
and new market entrants and to address how it can support different stages in enterprise
mobility evolution. Importantly, Wong Kruger also points out that including the term

“Who cares about the physical
phone? What businesses really care
about is protecting the company
data, access to the back-end
compute systems, and the corporate
intranet. The real issue is not focused
on the cost of a device; the issue is all
about the mission critical information
that resides on the device. It’s all
about preventing corporate data
leakage and ensuring that corporate
intellectual property is protected.”
Peter DeNagy, Principal Consultant,
Enterprise Mobility Strategies
“enterprise” in any classification can make small and medium businesses feel left out of the
mobility management discussion.
Other vendors are not so absolute. Adam Stein, Director of Marketing at MobileIron, believes
that terminology is beside the point, noting “You can pick your three-letter acronym of choice.
The real question is: What are people trying to do
with it?”
And this has become the crux of the issue. As mobile
device management grows and matures – and
arguably becomes a requirement by enterprises –
corporate IT managers are starting to de-emphasize
“device” management and are instead focusing on
the “data” and “application” protection and management elements of enterprise mobility. As
Peter DeNagy, Principal Consultant at Enterprise Mobility Strategies, points out, “Who cares
about the physical phone? What businesses really care about is protecting the company data,
access to the back-end compute systems, and the corporate intranet. The real issue is not
focused on the cost of a device; the issue is all about
the mission critical information that resides on the
device. It’s all about preventing corporate data
leakage and ensuring that corporate intellectual
property is protected.”
John Herrema, SVP of Corporate Strategy at Good
Technology, concurs, noting “What's really
interesting about mobile device management is that,
in almost all cases, you're able to manage the heck
out of the device but that doesn't ensure that you're
properly managing the data and preventing data
loss.” Herrema states that Good’s solution – using a
container approach – focuses on control and
ensuring data loss prevention as the primary goal. If
customers want to manage aspects of the whole
device, Good allows them to do this as well.
Herrema asserts that this approach and Good’s
overall philosophy differs from that of other MDM
players, who focus on the wrong “d” – device management instead of data management.
“You can pick your three-letter
acronym of choice. The real question
is: What are people trying to do with
it?” Adam Stein, Director of Marketing,
MobileIron

MOBILE DEVICE MANAGEMENT SEGMENTATION
Segmentation Frameworks
Different observers segment the MDM market differently, with some experts using vertical
industries as a logical framework, while others use functionality, company size, or the pace of
adoption. In some instances, industry experts report that segmentation discussions are
irrelevant because mobility – and the need for mobile management – is simply so widespread.
Similar to differences in nomenclature, the lack of concrete segmentation reinforces the fact
that the mobile device management market continues to evolve as technology and end-user
needs change.
Segmentation by Vertical Industry
Which companies are at the forefront of mobility management? And what is driving their push
toward greater mobility adoption? Some industry veterans point to specific verticals as
mobility thought leaders.
 Education is an industry using mobility adoption in a transformative way, both at the K-
12 level and in colleges and universities. A key value proposition relating to mobility in
education surrounds book purchases and replacements. College students can now
download and access textbooks onto their tablets, not just for a semester, but for their
entire university careers. As online learning grows, companies such as Blackboard are
adding mobile applications to their online teaching classrooms, including campus maps,
news, university activities, library resources, and real-time bus locations/routes.
Mobility in K-12 education includes mobile homework and assignments, online
textbooks, interactive activity sheets, and interactive education with gaming to foster
greater engagement in learning. Applications help students master reading, languages,
math, science and other topics in an interactive format. Students and teachers can use
tablets interactively to demonstrate a concept or practice a task. Learning assessments
can be done online, with tests automatically increasing or decreasing in difficulty
depending upon the student’s ability.
 Healthcare is frequently cited as an industry moving quickly to the forefront of mobility.
Why? mHealth holds the promise of significant cost savings, particularly in
demographics with aging populations, and for consumers in need of chronic disease
management and monitoring. Federal government initiatives toward adopting
Electronic Health Records (EHRs), Electronic Medical Records (EMRs) and a Health
Information Exchange (HIE) have also provided a significant impetus for mobility in the
healthcare setting. As Peter DeNagy, Principal Consultant at Enterprise Mobility

Strategies, states, “There are many opportunities relating to mobile health, including
telemedicine, remote diagnostics, medical imaging, remote consultation, access to the
EMR/EHR system, records validation, and prescription validation.”
Tim Williams, Director of Product Management at Absolute Software, echoes this
sentiment, noting that BYOD in health care settings was started and driven by doctors
bringing their iPads to health care settings and requesting support. Williams adds that
health care IT managers are very cognizant of health care requirements and understand
that there are even greater risks and compliance costs around this information.
Nevertheless, these IT managers are also quicker than most organizations to understand
that they set the policy, even for doctors.
 Financial Services firms are using mobile device management to prevent employees
from forwarding confidential information on mobile devices to their personal email
accounts, download it to home computers, or sync it to services such as Dropbox.
Companies in this industry are also using MDM functionality to perform context-aware
mobile security that disables specific applications by time of day, location, employee
role, and device type. White- and black-listing of applications is used, as is blocking out-
of-compliance devices from corporate network access.
 Real estate agencies are increasingly arming their representatives with tablets to deliver
real-time listings, allowing mobile agents to garner a competitive advantage over agents
who continue to rely on traditional MLS listings. MDM vendors can deliver secure files,
including disclosure statements, purchase agreements, and good faith estimates,
directly to mobile devices. Consumers are also taking advantage of mobility in the real
estate market: Zillow reports that nearly 1.8 million homes are viewed daily on Zillow’s
mobile applications, with 30 percent of Zillow’s weekend traffic and 20 percent of its
overall traffic coming from mobile devices.
 Retail stores are using mobile devices to combine in-store and digital shopping. For
example, in October 2011 Lowe’s announced that it would deploy 50,000 iPhones to
store employees that will allow them to process credit and debit card transactions on
the retail floor. Also in October 2011, Sears announced that it was deploying 5,000 iPad
and 11,000 iPod touch devices to approximately 450 Sears and Kmart stores throughout
the United States that will allow associates to check available inventory at various
locations, order products online if an item is out of stock, and access product
information and videos. Customers will also be able to comparison shop due to free Wi-
Fi at some locations. Luxury retailer LVMH, which owns high-end stores such as Sephora
and Le Bon Marché, is adding secure iPad kiosks to its stores to help customers find
products; the secure browser will ensure that employees only use the devices for work-
related browsing. Lowe’s, LVMH, and Sears are all AirWatch customers.

 Defense and aerospace firms are increasingly using mobile device management to more
efficiently run their businesses. One aerospace company, for example, is using
Zenprise’s secure file sharing application to deliver electronic versions of inspection
documents directly to the iPads of its engineers. The content is time-expired, allowing
the vendor to meet its compliance requirements and save millions of dollars in fines
each year.
Defense contractor DynCorp, an AirWatch customer, has also utilized MDM capabilities
in its operations around the world. Bill DeWeese, IT Manager for Enterprise Mobility,
notes that DynCorp has realized millions of dollars in savings per day just by automating
time keeping between its facilities in the United States and overseas, reducing errors
and eliminating time-consuming manual processes.
 Travel and hospitality companies are using mobile devices in a variety of ways,
including as kiosks for guest check-in. For example, a Zenprise hospitality customer is
deploying iPads for guest check-in at its resorts. Other hotels provide tablet devices to
customers in their rooms; for returning guests, the preferences are already configured
to favorite web sites or applications. Guests can use the tablets to explore new
surroundings, both in the hotel and in nearby communities. Hotels report that the
tablets have resulted in higher customer satisfaction, loyalty and guest spending.
Segmentation by Functionality
Instead of segmenting the market by vertical, some MDM vendors instead view opportunities
by the types of uses their customers are targeting. In essence, this view is one that cuts across
industry and, instead, looks at functionality. For example, officials at AT&T report that MDM
transcends all 12 of the verticals it targets, making it more of a horizontal offering.
Officials at SOTI agree, noting that a key segment SOTI targets is organizations deploying
mission critical, line of business applications who want the ability to silently install, update, and
disable applications; lock down devices into kiosk modes; and provide live technical support
through remote control tools. At the other end of the spectrum, SOTI customers include
companies that are primarily interested in enforcing a corporate sandbox and controlling access
to email. In this latter instance, customers prefer to have minimal impact on the end-user
experience when employees are using their devices.
Fiberlink also segments the market in terms of best practice MDM essentials and advanced
management/security capabilities. Best practice essentials include OTA enrollment,
configuration, security policy management (such as pass codes, Wi-Fi and VPN profiles),
reporting, remote lock/wipe, selective wipe, and a self-service portal for end-users. More
advanced functionality includes the ability to automatically and/or continuously monitor

remote devices, and well as to provide automated enforcement, certificate management, and
application or document security.
Mformation’s Marketing Director, Rob Dalgety, believes that most enterprises are looking for
six-to-eight key capabilities, or building blocks, to support their mobilized enterprises today.
These include device management; expense management; application development,
deployment and management; and endpoint security requirements. Within these core
capabilities, Dalgety believes that enterprises have different priorities depending upon their
current mobility evolution and long-term mobility strategy.
Segmentation by Company Size
When examining mobility in terms of company size, we find that large organizations are
adopting mobility at a very rapid pace. Companies with hundreds or thousands of devices in
the field need mobile device management solutions to help manage the complexity of so many
end-points.
Larger organizations typically have concerns around security, data leakage and compliance, and
MDM solutions help manage this risk. The emphasis on ensuring an enterprise-grade solution –
along with details about architecture – is typically central to the discussions. Additionally, IT
managers at large enterprises place significant emphasis on the ability to optimize their
businesses for mobility.
Segmentation by Pace of Adoption
When looked at from a relative perspective, one could argue that mobility deployments are
increasing – albeit at a different pace – for all organizations. While some companies may be
slower or more methodical in their implementation plans than others, mobility has permeated
the infrastructures of most industries, companies, and institutions. Early adopters are now
revising their strategies, or deploying new methodologies. These firms are often taking what
they learned in their mobility implementations for email, calendar and PIM and applying these
lessons to more advanced mobility strategies, such as mobile integration with back-end
systems, including Enterprise Resource Planning, Customer Relationship Management and
Business Intelligence. Companies that are slower to adopt are evaluating their mobility options.
According to Kelly Ungs, Senior Director of Channel Sales at Wavelink, “All companies – large
and small – have compliance reasons for managing mobile devices, whether due to government
regulations, such as HIPAA and Sarbanes-Oxley, or due to their own internal corporate finance
or operations policies. The liabilities organizations expose themselves to without MDM are
huge.”

Alison Welch George, Senior Business Development Manager at SAP, agrees. Welch George
describes the mobile device evolution from one in which field- and task-based employees, such
as those in sales, utilities, health care, and construction, were the biggest users of mobility
infrastructure in the past. In contrast, devices are currently entering the work force and are
being used for more than just task work. According to Welch George, “Mobility usage today is
really evening out into a much more horizontal approach, covering all industries at different
levels.”
Mobile devices are increasingly viewed as just another end-point in enterprise IT
infrastructures, needing to be managed and secured in the same way as other assets in
corporate environments. Until recently, mobile devices were restricted to email as the end
point. As the power capabilities of these devices has grown, in terms of network bandwidth
and usability, standard corporate applications beyond just email are now easily accessible to
mobile workers. Suddenly a workforce exists that can perform work anywhere and anytime,
not just restricted to a laptop or desktop in an office setting.
ADDITIONAL FACTORS IMPACTING MDM ADOPTION AND GROWTH
Despite the widespread growth of mobile devices and projections for even greater growth in
the coming years, not all organizations have adopted mobility management solutions. Some
enterprise IT managers indicate that they are considering MDM in 2012, while others are
“making do” with a patchwork of different systems. Despite dire warnings of security
infractions that could imperil companies without MDM, these IT managers have taken a “go
slow” approach to MDM adoption.
It’s also important to keep mobilization in perspective. As Andy Smith, VP of Product
Management at MAM vendor Bitzer Mobile notes, “The people who are calling us and selecting
us are already thinking about mobility. However, this is not necessarily where the industry is as
a whole. It's not as far along as I'd like to think. While there is no question that mobility
management is growing really, really fast, it’s not as penetrated as it appears if you’re living it
day-to-day.”
Dynamic Market Causing Some Firms to Delay MDM Implementations
For some companies, the dynamic nature of the mobility market has had a direct impact on
their decision to deploy mobile solutions. For example, while retailer Coldwater Creek
recognizes the need for a long-term mobility solution, it is taking a slower approach to mobile
device management. Instead of deploying a full-blown MDM solution, VP of Operations
Stewart Hubbard notes that his firm is utilizing its existing BES server to manage BlackBerry

After running rogue device
assessments in enterprises, Zenprise
found as many as 10,000 unknown
devices accessing corporate
networks.
devices and has extended its existing agreement with JAMF for management of Macintosh
computers to include JAMF’s Casper Suite for iOS device management.
Preference for Exchange ActiveSync
Other companies have opted not to purchase MDM solutions, at least for the time being,
deciding instead to utilize Microsoft Exchange to secure and manage their mobile devices.
Exchange Server 2007 and Exchange 2010 both manage mobile devices through ActiveSync
mailbox policies, while MDM solutions use group policies. Why is this distinction important?
While ActiveSync provides mobile device management and policy controls to synchronize email,
contacts, calendar, tasks and notes from a messaging server to mobile devices, Exchange Server
relates to passwords, device hardware and mobile applications through individual mailboxes,
tying policies not to a device or user account, but to the mailbox itself. MDM solutions, in
contrast, apply settings through group policies, often to hundreds or thousands of users at
once. MDM offerings also have many more policies settings than Exchange, and Exchange can
only provide full device wipe, not selective wipe.
IT managers may also be in denial, or simply unaware, of the need for mobile device
management. According to AirWatch’s Chairman,
Alan Dabbiere, “We spoke with a F500 company
recently who thought they had 20-to-30 devices that
were employee-owned. After running an ActiveSync
report, they found over 2,000 unique connected
smart devices that they didn’t know about, including
both iOS and Android devices.” Zenprise has found
similar scenarios: after running rogue device
assessments in enterprises, it found as many as 10,000 unknown devices accessing corporate
networks.
Not surprisingly, MDM vendors guide customers away from solutions such as Exchange
ActiveSync. Alison Welch George, Senior Business Development Manager at SAP, notes that
“Microsoft's ActiveSync is a very bare-bones MDM and is not really in the same category as
traditional MDM vendors.” Welch George includes Google’s MDM offering that was announced
in November 2011 and released one month later – Google MDM layered into Google Apps – in
the same category. Officials at McAfee agree; a McAfee FAQ states that “Exchange and other
device-specific management tools offer subsets of [MDM functionality] for specific applications
and devices. Enterprise-class support … is most efficient when device management integrates
into other endpoint and security management processes.”

“It’s more about culture than
anything else in terms of how rapidly
companies deploy mobility.” John
Herrema, SVP, Corporate Strategy, Good
Technology
Still Trying to Secure Assets
While some organizations are far advanced down the path of mobility, other firms are still just
trying to secure mobile assets. Mike Hulthen, VP of Development at Motorola Solutions,
believes that most enterprises today are still just trying to “see” their assets, get them under
management, and manage corporate applications, including removing them if employees elect
to go off MDM support. According to Hulthen, “There are always some outliers, but in general
people are just trying to get hold of these BYOD devices.” Rob Dalgety, Director of Marketing at
Mformation agrees, stating “A key issue for 2012 is one in which IT managers are still grappling
with trying to manage individual-liable devices that are entering their networks and the need to
put in place a coherent approach and solution in this area.”
Officials at AT&T concur, noting that the need for management is a key driver in the market
today. Companies large and small are asking vendors to give them the means to manage
mobility – the “fencing” they need to coral mobility and bring it under control. Once the
fencing is built, follow-on discussions about value-added capabilities can take place. AT&T
believes that this framework applies from a business security and business cost savings
perspective, but also from the standpoint of how customers can use mobility to differentiate
themselves within their own businesses.
Tim Williams, Director of Product Management at Absolute Software, reports that many
customers need help in developing their long-term mobility strategies. IT managers feel that
since their employees are bringing mobile devices into the workplace, IT must support them
without stipulation. Williams advises clients that they can draw some boundaries, such as
allowing Android devices at specific release levels, noting “Organizations just need to throw a
lasso around some of these devices and get started.”
Corporate Culture
Corporate culture can also have a significant impact
on how quickly and aggressively organizations adopt
mobility management platforms. Some companies,
even within the same industry, and even in
industries known for aggressive mobile adoption,
can move at a slower pace than others. For
example, John Herrema, SVP of Corporate Strategy
at Good Technology, in describing the rapidity with
which Good customers move from Proof of Concept to mass deployment, notes that “It’s more
about culture than anything else in terms of how rapidly companies deploy mobility.” Herrema
cited a recent example of two companies – both in the same vertical and under the same

regulatory constraints – taking very different approaches toward mobility deployment, both in
terms of overall pace and formal “Bring Your Own Device” support, primarily due to cultural
reasons.

KEY PLAYERS IN THE MDM MARKET
NEEDS AND BENEFITS ADDRESSED BY MDM VENDORS
MDM ROI
MDM PARTNERSHIPS
MDM GEOGRAPHIC COVERAGE
MDM SUPPORT

KEY PLAYERS IN THE MOBILE DEVICE MANAGEMENT MARKET
While there are many vendors in the MDM market, less than 20 are considered top-tier players.
These companies include:
 Absolute Software
 AirWatch
 AT&T
 BoxTone
 Fiberlink
 Good Technology
 McAfee
 Mformation
 MobileIron
 Motorola Solutions
 SAP
 SOTI
 Syclo
 Tangoe
 Wavelink
 Zenprise
IBM may soon be added to this list following its acquisition of BigFix in June 2010. IBM’s Tivoli
Endpoint Manager, which is based on BigFix’s architecture, provides mobile device
management capabilities, including selective wipe, passcode configuration and enforcement,
encryption, and compliance management. The offering will draw upon IBM’s cross-platform
capabilities and allow organizations to manage smartphones and tablets, as well as laptops,
desktop PCs, and servers. Endpoint Manager for Mobile devices supports iOS, Android,
Symbian, Windows Mobile and Windows Phone devices. IBM Endpoint Manager for Mobile
Devices is currently in Beta testing.
With its announcement of support for iOS and Android devices through its Mobile Fusion
offering in November 2011, RIM is also expected to become a larger player in the overall mobile
device management industry. While RIM has managed its BlackBerry Enterprise Servers (BES)
in the past for device management and support of customers with BlackBerry environments,
RIM’s BlackBerry Mobile Fusion offering will help the company expand to wider markets,
particularly as more enterprise customers support “Bring Your Own Device” environments that
have increased the diversity and volume of mobile devices in their corporate networks.

Mobile Device Management Industry Structure
The MDM market includes two principal types of vendors: vendors that are large, multi-
national, global corporations that offer mobile device management as part of a larger basket of
technology offerings, and smaller players who focus exclusively or primarily on mobile device
management solutions. Larger players are typically public, while smaller players are generally
private.
Smaller mobile device management players may be backed by venture capital firms. For
example Good Technology has received VC funding from Allegis Capital, Blueprint Ventures,
Draper Fisher Jurvetson, ePlanet Ventures, GKM Newport, Meritech, Oak Investment Partners,
and Rustic Canyon Partners, while Zenprise has received $85 million in venture funding from
Greylock Partners, Bay Partners, Ignition Partners, Mayfield Fund, Rembrandt Venture Partners,
and Shasta Ventures.
Many MDM players have reported “explosive” revenue, employee, and customer growth
during 2011. For example, AirWatch now has 450 employees and expects to nearly double this
figure by the end of 2012. MobileIron’s customer base grew 600 percent year-over-year
between 2010 and 2011, including 435 new customers in Q4 2011. Zenprise reports that it is
quadrupling its customer base worldwide and tripling employee headcount.
Table 4 provides a summary of key corporate statistics, where available, for key players in the
mobile device management market.

Table 4: Mobile Device Management Company Backgrounds
Vendor
# of MDM
Employees
Annual
MDM
Revenues
(US$)
Total
MDM
Licenses
Total MDM
Customers
Year
Founded Public or Private
Absolute
Software
Does not
disclose
$72 M Does not
disclose
Does not
disclose
1993 Public – TOR: ABT.TO
AirWatch 450 $20-30 M Deploy-
ments
exceed-
ing
50,000
devices,
growing
to
100,000+
1,500 2003 Private (Parent company:
Wandering WiFi); 200+
million in assets
AT&T Does not
disclose
Does not
disclose
Does not
disclose
Does not
disclose
1983 Public – NYSE: T
BoxTone 120 Does not
disclose
but states
Revenue
CAGR is
>100%
1.2
million
400+ 2000 Private, VC Funded
Fiberlink ~250 $35-50 M 200,000 600 1991 Fiberlink is a 100% private
company and has raised
over $50m of private
equity. Fiberlink is majority
owned by: Goldman Sachs,
GE Equity, Technology
Crossover Ventures, and
Edison Ventures
Good
Technology
500 Does not
disclose
Does not
disclose
4,500+
Enterprise
customers
1996 Private (VC funded,
including Allegis Capital,
Blueprint Ventures, Draper
Fisher Jurvetson, ePlanet
Ventures, GKM Newport,
Meritech, Oak Investment
Partners, Rustic Canyon
Partners
McAfee Does not
disclose
Does not
disclose
Does not
disclose
Does not
disclose
Trust
Digital:
2004;
McAfee:
1987
Public (Parent company:
Intel. McAfee acquired
Trust Digital in 2010.)
NASDAQ: INTC

Table 4: Mobile Device Management Company Backgrounds (continued)
Vendor
# of MDM
Employees
Annual
MDM
Revenues
(US$)
Total
MDM
Licenses
Total MDM
Customers
Year
Founded Public or Private
Mformation 150 Does not
disclose
Does not
disclose
60 mobile
operators
and MSPs
1999 Private (VC funded,
including Battery Ventures,
Carmel Ventures, Deutsche
Bank, Kingdon Capital, Intel
Capital, North Bridge
Venture Partners,
QuestMark Partners, Visa
International and Wasatch
Advisors Inc.)
MobileIron 250 Does not
disclose
Does not
disclose
1,500+
corporate
customers
2007 VC Funded ($57 million
total as of August 2011)
Motorola
Solutions
Does not
disclose
Does not
disclose
Over 5
million
licenses
sold
Does not
disclose
1928 Public – NYSE: MSI
SAP Does not
disclose
Does not
disclose
Does not
disclose
Does not
disclose
Sybase:
1984; SAP:
1972
Public (SAP acquired
Sybase in 2010.) NYSE:
SAP
SOTI 150 Does not
disclose
Deploy-
ing 70-
100K
new
licenses/
month
80,000 1995 Private (Profitable)
Syclo 100+ Does not
disclose
Does not
disclose
750+ 1995 Private
Tangoe 1,000+ $100
million
(estimated)
Manages
2 million
devices,
10%
directly
by MDM
clients
100 2000 Public – NASDAQ: TNGO
Wavelink Does not
disclose
Does not
disclose
10
million+
8,000 1992 Private (key investor is
WestView Capital Partners)
Zenprise 200+ Does not
disclose
Does not
disclose
1,000+ 2003 Private ($85 million VC
funding as of October
2011, including Greylock
Partners, Bay Partners,
Ignition Partners, Mayfield
Fund, Rembrandt Venture
Partners, Shasta Ventures)

Mobile Device Management Vendor Offerings
Many of the mobile device management offerings in the market today are similar. Indeed,
MDM vendors themselves admit that differentiation is difficult to discern and urge customers
to “dig into the details” to truly understand the differences in architecture, security, target
markets and overall approach. Table 5 provides a summary of MDM offerings from key players
in the market, along with each vendor’s “value proposition” and a list of key customers.
Table 5: Mobile Device Management Vendor Offerings
Vendor
Key
Offerings Key Features Value Proposition
Key
Customers
Absolute
Software
 Absolute
Manage
MDM
Application Management allows
customers to track installed apps, build
device records, publish a list of approved
apps onto each device and allow single-
click app downloads. Apps by Absolute
allow customers to securely host,
remotely deploy, and distribute in-house
apps to end users, as well as provide
users with a list of recommended Apple
or Android apps. AbsoluteSafe allows IT
administrators to distribute files without
email. Security, Change, &
Configuration Management includes
ability to lock/wipe, manage/deploy
profiles, restrict apps, set up VPN, disable
camera, deploy web clips. Asset
Inventory provides >65 HW and SW data
points, including Apple’s VSPP.
Absolute Software is
expanding its cross-
platform management
tools to cross-
management of
devices, addressing
the convergence of
security and
management with a
device- agnostic
management
approach. Absolute
Software works hard
to leverage
customers’ existing
resources and provide
solutions adaptable to
existing environments.
Detroit Public
Schools,
Eisenhower
Medical
Center,
Glassboro
Public
Schools, La
Jolla Institute
for Allergy
and
Immunology,
Old Dominion
University,
Texas
Department
of Public
Safety
AirWatch  Enterprise
App Catalog
 HTML5-based
user I/F
 MAM
 SAML integr.
for mobile
devices
 Integration to
Microsoft
BPOS-D,
Office 365,
and Gmail
 Secure Email
Gateway
 Secure
Content
Locker
 SDK Library
AirWatch MDM includes: highly scalable
solution, OTA enrollment and
configuration, asset management,
accounts and services integration, policy
enforcement, restriction enforcement,
device/data security, multi-tenant
architecture, web-based multi-lingual
console, role-based access, intelligent
notifications, reporting and alerts, SDK
library for ISVs and enterprise customers,
enterprise app catalog and distribution,
full certificate management, advanced
branding and white labeling, and device
retirement. HTML5 is fully integrated
into AirWatch’s management console,
user self-service portal and application
catalog modules.
AirWatch states that it
provides mobile
security, along with
MDM, MAM and
mobile content
management (MCM)
at the lowest price.
The software supports
all WWAN and WLAN
mobile devices and all
major mobile
platforms and carriers
with a multi-tenant
architecture.
AirWatch highlights its
rich partner
ecosystem as a key
benefit to customers.
Austin
Convention
Center, AXA,
Best Buy,
Children’s
Healthcare of
Atlanta, Coca-
Cola, Duty
Free Stores,
Home Depot,
Inova Health
System, Level
3 Commun-
ications,
Lowes, LVMH,
Sears, Target,
Tiffany & Co,
Urban
Outfitters

Table 5: Mobile Device Management Vendor Offerings (continued)
Vendor
Key
Key
Customers
AT&T  Good for
Enterprise
 McAfee
Enterprise
Mobility
Manage-
ment
 MobileIron
VSP
 Mformation
 BES
solutions
Good: Provides enterprise-grade
wireless email, PIM and IT security
and management tools.
McAfee: Provides a security
solution to protect mobile devices
and data.
MobileIron: VSP from AT&T
combines data-driven smartphone
management with real-time
wireless cost control.
BES: Provide IT with simplified
management, centralized control
and wireless email.
Partnerships provide not
only best-in-class
support, technology and
scope, but the security,
capabilities,
functionalities and OS
support customers need.
Together, AT&T and its
partners can support all
customers vertically and
horizontally.
New York Life,
Union Bank,
Large
transporta-
tion company
(using
MobileIron’s
Cloud
Connect)
BoxTone  Security &
Compli-
ance
 Asset &
Expense
 Service
Desk
 User Self-
Service
 Incident
Manage-
ment
 Perfor-
mance
Manage-
ment
BoxTone’s MDM offering includes
OTA provisioning, configuration and
changed management through
direct linkage to Active Directory
Group Policy. BoxTone monitors for
lost and rogue devices, as well as
devices in non-compliance with IT
policies. Application Management
includes an Enterprise App Catalog
of custom in-house and commercial
applications.
BoxTone’s platform is
built upon an ITSM/ITIL
foundation for device,
support, business and
operations management.
BoxTone uses ITSM best
practices to address the
full mobile lifecycle,
providing an industrial-
strength platform with
built-to-last reliability and
security.
BP, BT,
Citigroup,
Kaiser
Permanente,
M.D. Anderson
Cancer Center,
US Bank, US
Government
(Army,
Congress, EPA,
GSA, Postal
Service, State
Department),
University of
Pittsburgh
Medical Center
Fiberlink  MDM
 MAM
(including
AppCloud
& App-
Extender)
 Secure
Document
Sharing
 Mobile
Expense
Manage-
ment
 Laptop
Manage-
ment
Fiberlink offers MDM for all major
MOSs through its SaaS-based
offering, including 2 ways of
managing devices: via ActiveSync
and direct to the device. Mobile
App Management includes
enterprise app catalogs for iOS and
Android devices; app lifecycle
management; white/black lists and
controls on accessing apps;
AppExtender (API & SDK) for
authentication, authorization,
updates, compliance status, device
query, and mobility intelligence; and
the MaaS350 cloud for app
distribution. Compliance Engine
provides compliance monitoring and
enforcement for specific rules.
Fiberlink advertises its
cloud-based technology
and delivery model as
unique in the MDM
market. Its SaaS model
allows Fiberlink to
“support new devices and
operating systems as
rapidly as they become
available.”
Bank of New
York Mellon,
CDW, Centene
Corporation,
Fluor, GSA,
LinkedIn,
Panduit,
Phillips-Van
Heusen, Sutter
Health, Vinson
& Elkins,
VMware, Yale
New Haven
Health System

Vendor
Key
Key
Customers
Good
Technology
 Good
Dynamics
 Good for
Enterprise
 Good for
Govern-
ment
 Good for
OEMs/Carri
ers
Good Dynamics allows customers to
separate work and personal data in a
secure container. It is FIPS-certified,
making it an attractive choice for
regulated industries and government
customers. Good for Enterprise
includes Mobile Control (web-based
portal), Mobile Messaging
(enterprise messaging and
collaboration), and Mobile Access
(secure browser and app access).
Good for Government provides
military-grade mobile security,
including Bluetooth & USB Common
Access Card support, PKI support, &
certificate verification. Good for
OEMs/Carriers includes Good
Mobile Email, Good Mobile Social
Networking, Good Mobile Instant
Messaging, & Good Mobile UI-Less.
Good has been
providing MDM
solutions for 10+ and
“we’ve built up a lot of
IP to apply to customer
problems.” Good’s
container approach
appeals to security-
conscious and highly
regulated customers.
Crowley
Maritime,
Downey Brand
LLP, Gates
Corporation,
Government of
District of
Columbian,
Napa County,
Patagonia,
Perkins+Will,
Specialized
Bicycles, Union
Bank, U.S. DoD
McAfee  Enterprise
Mobility
Manage-
ment
Includes device management (OTA
provisioning, real-time device access
and asset information, and device
information) ; audit and compliance
service (visualizes mobile assets,
identifies and blocks rogue assets,
provides silent OTA remediation,
reports compliance status and
activity); device agents (password,
PKI, 2-factor authentication, and
remote wipe; native device
encryption; Wi-Fi & VPN
configuration & management); and
integration with ePolicy
Orchestrator (centralized visibility
and control, integrates with ePO
dashboard).
McAfee believes that
EMM “tucks in nicely”
alongside other McAfee
enterprise solutions
that customers already
have in place, allowing
companies to extend
their security-
connected
infrastructure. McAfee
also believes it is well
suited to unifying
heterogeneous
environments.
CSL Behring,
Ellis Medicine,
Riverside
Healthcare
Mformation  Enterprise
Manager
Enterprise Manager supports cloud-
based deployments and includes
inventory management and
reporting, lock/wipe, app
display/management, tablet
support, enterprise service
configurations, policy control and
password management, security
compliance reports, and device
diagnostics.
Mformation sells
exclusively to MSPs and
CSPs and can support
large-scale
deployments across
different mobile OSs
that integrate with
other mobility solutions
(such as TEM and
encryption) within an
ITSM framework.
Airtel, AT&T,
Bell, Clearwire,
ISEC7, LG
Electronics,
Orange
Business
Services, Sprint,
Telefonica, T-
Mobile, UQ
Comm.,
Vodafone

Vendor
Key
Key
Customers
MobileIron  Virtual
Smart-
phone
Platform
(VSP)
 Sentry
 Connected
Cloud
 MyPhone
@Work
 Enterprise
App
Storefront
VSP is the “central hub” of the
MobileIron solution and can be
deployed as a physical hardware
appliance or as a virtual appliance
(using VMware ESX). MobileIron
released version 4.5 of VSP in
November 2011, which included
additional security features for Android
devices and support for Android 4.0
security.
Sentry provides access control for
email and is an optional component.
Connected Cloud, announced in
August 2011, is a multi-tenant SaaS
service allowing customers to
administer their solution via a web
browser/Internet and integrate with
existing security infrastructure.
Enterprise App Storefront includes an
app distribution library, app security
and access control, and app inventory.
VSP is a “simple-to-
install server that
plugs into corporate
networks and lets
customers quickly gain
control of their
smartphone
operations.”
MyPhone@Work
provides an enterprise
app storefront with a
catalog of mobile apps
tailored to enterprise
users. Apps are
approved by IT and
available in
commercial app stores
or created by IT for
internal use.
Amlyin
Pharmaceu-
ticals, City of
Redlands Police
Dept, City of
Stockholm, Colt
Car Company,
Curtiss-Wright,
Daimler Trucks
North America,
Fairfield
Residential,
Fenwick &
West, Helsana,
Kindred
Healthcare,
KLA-Tencor,
Land Securities,
Life
Technologies,
Logica,
Mercedes Benz,
NETGEAR, New
York Life
Insurance,
Norton Rose,
Thames River
Capital, U of
Connecticut
Health Center,
Wyndham
Motorola
Solutions
 Mobility
Services
Platform
4.0
Multi-OS support, including
smartphones and tablets, BYOD
management, self-service portal,
configuration/application
management, remote OTA
provisioning and analysis, and remote
lock/wipe; “Hardened” Android
support , including IT controls, OTA
remote updates, management of white
lists for approved apps, and secure
internal & external storage policies;
and enhanced security, including
remote lock/wipe and automated
device certificate renewal and
maintenance.
Motorola Solutions
scales to up to 250K
licenses
simultaneously
supported. Motorola
Solutions can also
manage rugged and
consumer devices
from a single pane of
glass. As a F500
company, Motorola
Solutions has a diverse
breadth of offerings.
Baylor Health
Care,
Bumrungrad
International
Hospital,
Memorial
Medical Center,
Sunnybrook
Health Sciences
Centre

Vendor
Key
Offerings Key Features
Value
Proposition
Key
Customers
SAP  Sybase
Afaria,
including
Advanced
Enterprise
Security
(AES) for
Samsung
devices
and
Applica-
tion
Develop-
ment
Tools.
 Sybase
Unwired
Platform
Afaria for iOS 4: Delivery of in-house
applications OTA, asset information
provided from a single console, separate
management of enterprise and personal
applications, extension of corporate
security policies to IL devices, remote
lock/wipe, enterprise-grade security using
policy-based model. Afaria for Android:
Management of IL and CL devices, strong
security policy enforcement, provisioning
of enterprise-class apps, partnership with
NitroDesk Touchdown for secure corporate
email. AES for Samsung Devices: Security
management, application management,
configuration management, Exchange
client configuration, and OTA deployment
for Galaxy S and S2 (Android 2.3+). App
Development Tools: SAP is using the SQL
Anywhere database to synchronize
application deployments by enterprises and
ISVs. Sybase Unwired Platform: Mobile
enterprise application platform that allows
enterprise developers to build applications
that connect business data to mobile
workers.
As an industry leader
in back-end data
management, SAP
believes that mobility
is a natural
progression that
allows customers to
access data and act
on it in real-time.
SAP describes
mobility as part of a
larger ecosystem that
makes Afaria more
simplistic even with
additional layers,
including pre-built
applications that can
be accessed via self-
service portals
through application
libraries, as well as
custom applications
through Sybase
Unwired Platform
(SUP).
City of Oakland
Police Dept,
Cox, Duke Univ.
Health System,
eFleet, Ergon
Energy, Faith
Footwear,
Hurley, Jazz
Pharma.,
Kindred
Healthcare,
Kwik Trip,
National
Institute of
Statistics, Novo
Nordisk, Good
Samaritan
Society, Tasty
Baking
Company,
United Utilities,
US Census
SOTI  Mobi-
Control
 MobiAssist
 MobiScan
MobiControl is SOTI’s primary MDM tool
for enterprises and includes management
console, deployment server, MS SQL
database, and device agent. MobiControl
includes a web console, help desk tools,
device provisioning, location services for
GPS-enabled devices, data sync, advanced
security (including standalone or AD
authentication), asset management and
CRM, and alerts and reporting.
MobiControl is also available in v9.01 for
Samsung Android devices. MobiAssist is a
separate product for BlackBerry devices
which compliments the BES and provides
remote support for IT helpdesks and
advanced diagnostics (SOTI plans to
integrate MobiAssist into MobiControl in
Q2 2012). MobiScan is targeted at
customers with mobile field workers. Out-
of-the-box configuration is designed to
quickly establish connections to
MobiControl and MobiAssist servers.
SOTI believes it
solves unique
challenges for
customers who are
deploying, managing,
securing, supporting
and tracking remote
mobile and desktop
devices. SOTI
advertises that it is
compatible with both
consumer and
ruggedized devices.
Bayer, BMW,
Chevron, Coca-
Cola, DHL,
Dollar Rent-a-
Car, Energizer,
Honda,
Honeywell,
Johnson &
Johnson,
Kellogg’s, TJX,
Marks &
Spencer,
McDonald’s,
McKesson,
Medtronic,
Microsoft,
Pfizer,
Raytheon, Shell,
Siemens,
Southwest
Airlines, Tesco,
VW, Waste
Management

Vendor
Key
Value
Proposition
Key
Customers
Syclo  Agentry
MDM
Syclo has recognized most of its success in
the MEAP market and offers its Agentry
MDM platform bundled for free as a
compliment to customers who purchase
Syclco’s MEAP offering. Key MDM
functionality includes Security (strong
authentication, role-based access, remote
device wipe, data encryption, centralized
management); Management & Analytics
(integration management, server/cluster
management, OTA commissioning and
application deployment, update and patch
management, remote device
troubleshooting); Connectivity (available
on- or off-line, option of Wi-Fi or cellular
networks, data compression); and
Integration (database connection via ODBC
and SQLNet; prebuilt enterprise system
connectors, APIs and web services;
enterprise application tools).
Syclo believes that
applications are at
the heart of any
mobility offering and
has over 2,000
developers working
on the Agentry
platform.
Additionally, Syclo
has a well-developed
partner program and
is using partners to
expand globally.
Abbott Labs,
Amgen, Astra
Zeneca, Baxter,
Bristol- Myers
Squibb,
Carefusion,
DePuy Ortho,
Johnson &
Johnson, Merck,
Sanofi-aventis
Tangoe  Tangoe
MDM
Tangoe is best known for its Telecom
Expense Management (TEM) services,
aggressively looking for ways to lower fixed
and mobile communications costs in real-
time for SMS, voice, and data that is
tracked against carrier plans. Tangoe’s
MDM offering includes multi-OS platform
management, support for CL and IL devices,
multi-server management views, a self-
service provisioning portal, role-based
security, client application for policy
management and monitoring, and
automated application deployment.
Tangoe advertises
that it is the only
vendor to support
application
deployment
throttling (control of
deployment volume)
based on wireless
host server statistics.
Tangoe promotes its
ability to provide
end-to-end mobility
management.
It is Tangoe’s
policy to
protect the
anonymity of its
global
customers.
References and
client contacts
are routinely
furnished to
companies
during the
evaluation/
purchase
process.

Vendor
Key
Value
Proposition Key Customers
Wavelink  Avalanche
 Avalanche
Telicost
 Wavelink
Studio
 Wavelink
Avalanche
SecurePlus
Avalanche provides mobile device and
infrastructure management across wireless
LANs and WWANs. Avalanche includes
software and configuration management,
security, mobile remote help desk support,
location-based services, alerts and reports,
performance & statistics, and infrastructure
management. Versions include Site Edition
and Mobility Center.
Avalanche Telicost provides real-time
monitoring, reporting and analysis of data,
voice, SMS and roaming consumption.
Wavelink Studio is a family of products that
allow developers to create wireless
applications that are platform, device and OS
agnostic.
SecurePlus is a plug-in to Avalanche that
provides advanced user authentication and
security on Windows CE mobile devices.
Wavelink has
nearly 15 years
of MDM
experience and
over 10,000
customers in all
verticals that
use Avalanche
software.
Wavelink
supports large
installments of
130,000
devices. Real-
time expense
management
tools provided
through
Telicost send
alerts to users
and IT admins.
to keep costs
low.
3M, Ace
Hardware, Boeing,
Bridgestone
Firestone,
Cardinal Health,
CeBIT, City of
Aurora, GE
Healthcare, GM,
Jade, J. Crew,
Macy’s,
McKesson, Nestle,
Nike, Norway
Airports, Penske,
Pepsi, Pinellas
County Jail, Ryder,
Saddle Creek,
Saint Agnes
Medical Center,
St. Vincent’s
Hospital, Target,
Tesco, University
of Maryland, VW
Zenprise  Mobile
Manager
 Zencloud
MobileManager includes configuration
management (enable corporate email;
configure enterprise resources such as Wi-Fi,
VPN, proxy server; enable universal PKI;
restrict resources/apps; define and enforce OS
and patch levels; and delineate between IL and
CL devices); provisioning (enforce policies,
distribute applications via enterprise app
store); security (enforce passcodes; integrate
with 2-factor authentication; locate/lock
device; full/selective/auto wipe; passcode
history; block jail broken or rooted devices;
enable app tunnels; app black/white listing;
block unauthorized/non-compliant devices; set
Dynamic Defense context-aware policies);
tracking (detect user, device, system, service
issues; maintain HW/SW inventory; maintain
asset details; report on device statistics and
service details); and Decommissioning
(full/selective device wipe; identify inactive
devices). Zencloud is a multi-tenant offering
that can run as a public, private, or hybrid
cloud. Zenprise’s cloud facilities are SAS70
Type II, FISMA Moderate compliant, and
Federal Cloud Certified.
Zenprise
solutions are is
“powerful yet
simple” –
simple for
administrators
and users,
powerful in
terms of end-
to-end security
and multi-
tenant
architecture.
Baker Hughes,
Boston Red Sox,
Cegdim, CITCO,
Conoco-Philips,
CVS Caremark,
Grant Thornton,
Jelly Belly, Knight
Transportation,
Monsanto, Ross,
Scent Hughes,
Sears, Sysco

Mobile Device Management Vertical Expertise
Mobile device management vendors typically operate across a wide cross-section of vertical
markets, sometimes specializing in specific industries. For example, while AirWatch supports
customers in over 15 vertical markets, it has an especially strong focus on healthcare, retail,
manufacturing, and technology.
Interviews with MDM executives found that many vendors approach marketing and sales
discussions based less on vertical focus and more on the scale and size of the organization.
Additionally, some mobile device management vendors state that their ROI calculations are
done at a high level across many different industries, and not for specific verticals. This is
particularly true in smaller MDM organizations which may have fewer resources to devote to
specific verticals. Larger MDM players may also have the benefit of more fully developed
vertical programs across their organizations that MDM groups within these companies can
leverage.
Table 6 presents a summary of the vertical industries being served by key mobile device
management players.

Table 6: Mobile Device Management Vendor Vertical Expertise
Vendor
Health
Care
Financial
Services
Public
Sector Transportation Retail Other
Absolute
Software
● ● Education
AirWatch ● ● ● ● ● Distribution, Field Services,
Hospitality, Manufacturing, Education
AT&T ● ● ● ● ● Education, Energy/Utilities,
Hospitality, Manufacturing, Media,
Technology
BoxTone ● ● ● ● ● Accounting/Legal/Professional
Services, Energy & Utilities,
Manufacturing, Media, MSPs
Fiberlink ● ● ● ● ● Automotive, Consulting, Energy,
Media, Insurance, Travel
Good
Technology
● ● ● ● Information Technology, Legal, Life
Sciences, Management & Professional
Services, Manufacturing,
Telecommunications
McAfee ● ● ●
Mformation ● ● ● ● ●
MobileIron ● ● ● ● ● Technology, Hospitality, Legal,
Manufacturing
Motorola
Solutions
● ● ● ● ● Education, Energy/Utilities,
Hospitality, Manufacturing,
Technology
SAP ● ● ● ● ● Education, Energy/Utilities,
Hospitality, Manufacturing,
Technology
SOTI ● ● ● ● ● Manufacturing, Logistics
Syclo ● ● ● Utilities, Oil/Gas, Asset Management,
CRM Field Service, Manufacturing,
Water/Wastewater
Tangoe ● ● Limited ● ● Advertising, Aerospace, Business
Services, Manufacturing, Real Estate
Wavelink ● ● ● ● ● Manufacturing
Zenprise ● ● ● ● ● Oil & Gas, Legal, Telecom, Insurance

NEEDS AND BENEFITS ADDRESSED BY MOBILE DEVICE MANAGEMENT VENDORS
Overview
Mobile device management vendors provide numerous benefits for enterprise customers,
including improved ROI/TCO, more efficient and productive employees, greater customer and
employee loyalty, and improved data and device security. In Table 7 and the ensuing
discussion, we highlight and discuss key reasons organizations are considering and adopting
mobile management solutions.
Table 7: Key Benefits Provided by Mobile Device Management Solutions
Benefit Examples
Lower TCO Reduce telecom expense
through telecom expense
management programs
Lower provisioning costs by
provisioning devices OTA and
remotely
Self-service portals lower
IT administrative
overhead
Improved ROI ROI improvements include
significant hard dollar
savings, totaling millions in
some cases
Soft ROI examples include
greater productivity and
improved employee morale
Mobile apps are driving
significant ROI today and
will generate even
greater ROI in the future
Reduce Complexity Customers can upgrade
software on all devices
simultaneously
Solutions allow user self-
service and administration
IT can restrict corporate
devices to specific
versions or OS levels
Increase Security Includes sandboxing,
containerizing and
segmenting personal and
corporate data
Application tunnels run from
a container to an enterprise
back-end system
Document control
provides time- and
location-based access to
documents
Improve Employee
Experience
Allow employees to bring
and use their own personal
devices
Develop and deploy mobile
apps that create greater
efficiencies and productivity
Solicit and utilize
stakeholder involvement
and testing
Reduce Liability and
Legal Concerns
Devices can be tracked,
locked and wiped if lost or
stolen
Departed employees no
longer have access to
sensitive company
information
BYOD environments may
restrict corporate
liability to business data
only
Increase Productivity
and Efficiency
Mobile integrations with
business system services,
such as BI, ERP & CRM
Reduced duplication and
manual processes lead to
greater effectiveness
Less down time and
“waiting around”
generates higher sales
Improve Customer
Experience
Tablet kiosks help drive
greater engagement and
higher spend
Customers are more loyal
and willing to re-purchase
Data is more accurate
and accessible
Improve Support Self-service portals fit new
end-user paradigm
Partner support provides
comprehensive assistance
Customers can choose
low-, mid-, or premium-
level support contracts
Provide Greater
Choice
Customers can choose on-
premise, cloud/hosted, or
appliance solutions
Vendors offer platform and
container offerings
Partnerships allow
vendors to provide more
comprehensive offerings
Offer Attractive
Pricing
SaaS and appliance pricing
offer reasonable per user
and per month fees
Greater competition within
the MDM market has driven
down all pricing
Some vendors offer
warranties or free
support

MDM solutions provide significant benefits because they address critical needs in the market
that IT executives continue to struggle with, including:
 The proliferation of mobile devices, along with the “consumerization of IT,” has
overwhelmed corporate IT departments as more employees bring their mobile devices
to work and want access to corporate networks.
 The fragmentation of device types and mobile operating systems, particularly for
Android devices, has led to the need for more systematic management and control over
mobility end-points.
 Privacy and legal concerns surrounding BYOD policies, particularly with regard to wiping
employee-owned devices, has caused IT managers to investigate solutions that protect
them from future liability.
 The explosion in the number of applications being downloaded and used, including the
need to secure and provision these applications, has led IT executives to turn to MDM
(and MAM) vendors for greater assistance in creating, deploying and managing
applications.
 Customers are struggling to develop, deploy and manage applications as they
transition from public app store applications to custom applications that are tailored
specifically to their industries or businesses. As a result, Mobile Application
Management vendors are exerting greater influence in enterprise settings, challenging
MDM vendors for the application component of the mobile enterprise.
 The proliferation of delivery models, including on-premise; SaaS models via private,
public, and hybrid clouds; and appliances, has offered greater choice, but also raises
concerns about security in cloud-based environments.
 Increased security concerns among organizational executives, most notably in highly
regulated industries, such as healthcare, financial services and government, has led to
the need for tracking and auditing employees and devices.
 Remote storage for mobile devices, including the storage of confidential corporate
documents in public digital vaults, iCloud and other non-secure environments, is a
growing concern for CIOs, regardless of industry.
 The tension between security risks and long-term business potential when mobility is
fully unleashed has led many IT executives to seek out best practices to take advantage
of the efficiencies, productivity and greater competitiveness promised by mobile
solutions.
These categories are described in greater detail in the following sections.

“Christmas is coming and I’m
expecting to have hundreds of users
in sales and marketing coming to me
in January, asking for support of their
new devices.” Enterprise IT manager,
December 2011
Mobile Device Proliferation
The days of BlackBerry devices ruling the corporate
environment, and being handed out to corporate
executives as a seniority perk, are over. Today,
millions of devices have flooded into the work place
by employees at all levels of the organization.
Cimarron Buser, VP of Business Development at
Apperian, states “Mobility is a wave that has already
crashed. It’s the laggards that still haven’t gotten
on-board.” IT managers are struggling to deal with
the scale and complexity they’ve inherited. As one
overwhelmed IT manager stated in December 2011,
“Christmas is coming and I’m expecting to have
hundreds of users in sales and marketing coming to
me in January, asking for support of their new
devices.”
Bring Your Own Device (BYOD) trends point to even
greater usage of personal devices in corporate
settings in coming months. A survey by Good
Technology of its customer base in October 2011
found that enterprises are increasingly embracing
BYOD policies, including those in highly regulated
industries, such as finance/insurance and healthcare.
Good’s survey found that 72 percent of its customers
are formally supporting BYOD programs, an increase
from January 2011, when 60 percent of Good
customers supported formal BYOD programs. An
additional 19 percent of Good respondents from the
October survey indicated that they were either
planning or considering a BYOD program within the
next six-to-12 months.
MobileIron is seeing similar statistics: at an October
2011 MobileIron User Conference, 75 percent of
MobileIron customers indicated that they are either
considering a BYOD policy or already have a BYOD
policy in place. While not all environments have
Tangoe Predicts BYOD Trends
Tangoe believes that BYOD will become
available as a software stack due to the
growing importance of security and
mobility, specifically authentication,
verification, identity management and
single sign-on. As part of an integrated
solution, IT executives will not have to
piece all of these components together
themselves.
Tangoe also believes that BYOD is
causing a reduction in the growth rate
of email, as users increasingly
collaborate in real-time and transition
to texting, social networking and file
downloading services.
By integrating social networking sites
into MS Outlook, enterprises can take
advantage of real-time collaboration
within social networking platforms,
giving corporate IT control over
sensitive corporate data within a secure
enterprise environment while realizing
the benefits of real-time decision
making and interaction.
Tangoe predicts that BYOD will also
change the relationship between IT and
Finance. While these two groups did
not collaborate extensively in the past,
BYOD will force more interactions,
including discussions about cost
management and reimbursement
policies.

Key Considerations in Evaluating & Selecting a MDM Solution

Key Considerations in Evaluating & Selecting a MDM Solution

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