It's Time for Marketing &
Sales to be Friends Again
September 27, 2012
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BtoB & BtoBonline.com
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MARKETING SALES
Panel
Kenneth F. Daniels
Senior Director, Strategic Alliances, Enterprise Mobility
Samsung
Adam Stein
Senior Director, Mobile Solutions Marketing
SAP
JT Sison
VP of Marketing and Alliances
Soonr
Kenneth F. Daniels
Senior Director, Strategic Alliances,
Enterprise Mobility
Samsung
Panelist
NOW WITH
TM
TM
Smartphone Mkt Share
Other Phones
2 Source : Worldwide Business Use Smartphone Shipments by Mobile OS (IDC, Sep 2011)
9%
22%
29%
34% 36%
38%
18%
30% 33%
29% 27%
24%
0%
5%
10%
15%
20%
25%
30%
35%
40%
2010 2011 2012 2013 2014 2015
Smartphone and Android Growth in Enterprise
Android is already the leading smartphone OS – and is expected to be the #1 platform for Enterprise by 2013 2
iOS Android RIM Others Windows
2011
2016
40%
90%
11
1 Source : VDC Research
Smartphones dominate the mobile landscape, and will soon account for a vast majority of global phone sales 1
TM
The “BYOD” Phenomena
12
BYOD: IT execs learn to let go of 'command and control' mindset
“As employees make personal investments in
their own state-of-the-art smartphones and
tablets, they want the option of using their own
gear on the job. CIOs embracing "bring your
own device" (BYOD) policies are reporting a real
upside, claiming users are far more productive
and satisfied with both their work environment
and their newfound relationship with IT.”
Trending Opportunity Trending Risk
“Benefits aside, BYOD certainly presents a
thorny set of challenges for IT, particularly as
they relate to managing risk around data
security. Your choice is to become the forward-
thinking, market-driving, high-value CIO or
remain as the head of some back-office
operation.”
IDG Article , Jun 19 2012
TM
BYOD is Here
13
0.0%10.0%20.0%30.0%40.0%50.0%60.0%70.0%80.0%90.0%
Corporateemail
Corporatenetwork
Specializedmobile
productivityapplications
Specializedmobile line of
businessapplications
81.5%
59.3%
43.1%
27.4%
Which of the following are available or accessible on employee-owned mobile devices?
Source: VDC Research, 2012. Results based on survey responses from 635 companies with 500+ employees.
A vast majority of large companies are allowing corporate email to be accessed by employee’s personal devices and 80% of companies have – or plan to have – BYOD
policies supporting employee-owned devices
0.0%5.0%
10.0%15.0%20.0%25.0%30.0%35.0%40.0%45.0%50.0%
47.7%
31.8%
16.1%
4.4%
Does your organization currently support or plan to support employee-owned mobile devices through a
bring your own device (BYOD) policy?
TM
BYOD is Here
TM
Why BYOD? Why Not BYOD?
15
WHY?
No longer have to manage vendor relationships
(carriers and device manufacturers)
Employees are more productive and satisfied
carrying one device, and are more likely to use a
device that they have chosen
More than 80% of employed American adults use
a personally-owned device for work-related
functions
For the IT manager, there are a number of reasons to allow for BYOD … though challenges still exist
WHY NOT?
Data security and legal risks
Need for supporting more types of devices
A recent survey showed that two-thirds of businesses
that allow personal devices to be used at work do
not have a formal policy in place to manage them
Source: Harris Interactive Feb. 2012
TM SAFE™ Use Cases
TM
17
Potential Obstacles to Android Adoption
Until now, some corporate liable or individual liable (BYOD) users have faced challenges from their IT departments regarding Android compliance
Mobile security and manageability are two of the top priorities of IT managers –
including control and use of mobile devices, applications (i.e., Google Play Store/Market),
and information/data security
However, Android fragmentation – which occurs with different versions of Android,
different device manufacturers, and different carriers – makes it hard for IT managers to
consistently and securely manage mobile devices in the workplace
SAMSUNG addresses these challenges and makes Android IT-compliant for business
TM
Mobile Device Management (MDM)
Corporate Email / Calendar / Contacts
On-Device Encryption (ODE)
Virtual Private Network (VPN)
Key Pillars of Device Security
18
Quickly and easily access corporate email, meeting details, contact info and other critical information on the go
Wirelessly and securely access data from your corporate network while traveling or working in the field
Offer efficient and scalable mobile deployment solutions with more IT policies than are offered by native Android or iOS to address the most challenging management and security concerns
Provide an intuitive and consistent user interface through enhanced Microsoft Exchange ActiveSync (EAS) features, sync functions and policy control
State of the art, AES 256-bit ODE helps prevent unauthorized access to all data on the device, including the microSD® storage card
Work with a number of leading VPN providers enabling IP-based encryption for secure, persistent access to critical enterprise assets via Wi-Fi® and cellular network connections
WHY
HOW
Store proprietary documents, presentations and other corporate data on your mobile device – while keeping that sensitive data protected
Employees remain mobile, secure and compliant with remote management of applications and device features that meet company-specific requirements
TM
19
SAFE is a Powerful and Comprehensive Solution
It doesn’t matter which Samsung device or version of Android you are using, as long as you have a SAFE device – you have a consistent level of IT compliance
With SAFE, Samsung has systematically de-fragmented Android!
An unprecedented feature of SAFE is a thorough quality assurance (QA) program across all SAFE devices
SAFE provides a consistent level of compliance across multiple versions of the Android OS
SAFE simplifies the certification process for IT departments, enabling CL and IL (BYOD) use … test/approve
one SAFE device, and all other SAFE devices can be easily included on a corporation’s approved device list
The Galaxy S III is the first SAFE-branded device and is available via all major carriers
• Other SAFE devices include the Samsung Galaxy S II, Galaxy Tabs,
Galaxy Note and more
Samsung provides an advanced Software Development Kit (SDK) that Enterprise customers and partners
are encouraged to use to develop differentiated solutions
Adam Stein
Senior Director, Mobile Solutions
Marketing
SAP
Panelist
© 2011 SAP AG. All rights reserved. 22
Opportunity Market Value Projections are BIG
1 Trillion Connected Devices
by 2013*
37.2% of world total workforce will
be mobile by 2015 **
* Source = Cisco | ** Source = IDC
A $100 Billion Opportunity by 2015
© 2011 SAP AG. All rights reserved. 23
Cloud Accelerates Sales & Marketing Productivity
Fastest time to value
Low cost infrastructure and
TCO
First MDM Vendor on AWS Marketplace
Reduced IT Involvement
SAP Afaria
© 2011 SAP AG. All rights reserved. 24
Mobility Opportunity Enterprise-wide
• Mobile Dashboards
• Mobile Management Apps
• Mobile Customer View Apps
• Mobile Employee Productivity Apps
• Mobile Collaboration Apps
• Mobile Business Analytics Apps
• Mobile Field Service Apps
• Mobile Sales Apps
• Mobile Industry Apps
• Mobile Banking/Commerce Apps
• Retail/Travel Apps
• Healthcare/Utilities Apps
Execs
Knowledge Workers
Task Workers
Consumers
Mobility and Cloud delivers secure infrastructure to
enable application development for all users.
© 2011 SAP AG. All rights reserved. 25
SAP Security and App Development Platform Market’s most visionary mobile platform
Create Mobile App
Development
Connect Heterogeneous
data sources
Deploy Mobile App Deployment
Databases
Web Services
Software Applications
Control & Secure Device and server
management and security
BlackBerry
iPhone
iPad
Windows
Windows Mobile
Mobile Business Objects Lightweight
Applications
Native Applications
SAP Afaria
SAP Unwired Platform
… anywhere and on any device
© 2011 SAP AG. All rights reserved. 26
Mobility Sales & Marketing Alignment
The process is as easy as 1-2-3.
1. Register for a free 14-day trial;
sap.com/mobile/afaria
2. Connect with an SAP expert
who will ensure you get the
most out of your experience
3. Control your device on any
platform, anywhere
Experience the value of SAP Afaria first-hand with support from our world class
experts. Trial is available in North America.
© 2011 SAP AG. All rights reserved. 27
Tommy Hilfiger Consumer products – Featuring upcoming collections on the iPad
Video
Business Challenges
Replace production of expensive catalogues
shipped to potential retail customers with a lower
cost digital alternative
Protect valuable creative capital from imitators and
preemptive digital sales
Benefits
Engage retailers in an instant to get designs on
more shelves and in more stores
Increase competitive advantage by revolutionizing
the way to showcase collections with easy to use,
beautiful HD imagery
Easily wipe out misplaced iPads with sensitive data
Sybase Unwired Platform for developing a custom LookBook app for
iPad
SAP Afaria
to secure devices and sensitive data especially
from competitors; remote wipe feature is a must-
have in consumer products
Custom App used for
“ Afaria and mobility changed the way Tommy operates b/c we’re getting better connected to our suppliers and
customers b/c of always real time, up to date information.
Arne Tjalma, VP ICT Tommy Hilfiger
”
Digital product catalog with upcoming collections
for reps to share with retailers
Order entry functionality
© 2011 SAP AG. All rights reserved. 28
PG&E Utilities industry – Making real-time HR decisions
Business Challenges
Pole Test and Treat - T&D and Field Automation
System were past end of life, costly to maintain
needed an enhanced mobile solution to dispatch
work assignments and quickly capture inspections
data
Warehouse Management – Inventory solution
required across different device platforms. Needed
to leverage existing SAP data in a connected and
disconnected environment
Benefits
Increased field worker productivity by 47%
Improved reporting and reduced the cost of
compliance
Included contractors performing the work with
minimal training time
Able to predict cost for projects
Integrated Mapping allows for Asset management
and work orders to be viewed and completed in one
application
Sybase Unwired Platform to connect HR data from backend HCM
solution
PG&E crews and contracting crews can download
thousands of poles as projects and effectively
manage them from mobile devices
Energy Delivery, tightly integrated with PG&E’s
SAP ERP system and ESRI GIS
Multiple warehouses have the ability to inventory
track and maintain parts information for all field
service technicians
© 2011 SAP AG. All rights reserved. 29
Cloud Simplified Enterprise Mobile Security
Mobile Devices
AWS Configurations
AWS
Key Pair
AWS
Security Group
AWS
Elastic IP 255.X.X
Amazon EC2 Windows
2008 R2 Server
Afaria Server
(EUSSP,
Package Server, CA)
© 2011 SAP AG. All rights reserved. 30
Completely Visible Mobile Security
Devices
Applications
& Content
Activity
Compliance
MOBI Augmented Explorer Explorer WebI
© 2011 SAP AG. All rights reserved. 31
Cloud Mobile Security Value Proposition Easily
Understood
• Pay-as-you-go pricing
model
• No upfront capital
expenditure
• Low cost cloud
platform and no long-
term commitments
• Provision infrastructure
in minutes
• Scale infrastructure up
or down to meet
business demand in
real time
• Leverage multiple
geographic regions
• Conduct proof of
concept projects, trials,
or test labs without
typical procurement
lead-times
• Provision preconfigured
virtual machines and
multiple SAP systems
in a single step
Cost savings Operational flexibility Faster time to market
Thank You!
JT Sison
VP of Marketing and Alliances
Soonr
Panelist
Mobile Content Management Saving Marketing and Sales
JT Sison
VP of Marketing and Alliances
Team players work together to win
When the Team wins, the Team celebrates.
The same is true in business…
When the Business Team closes a deal, the Company wins.
Honestly, we’re not winning enough.
The Problem with Content
• Shift from hard copy to digital
• Email is an inefficient tool for content circulation
• Dynamic and mobile Teams
• Security concerns
It’s all about the content
Sales Brochures
White Papers
Data Sheets
Sales Presentation
• Marketing creates, iterates and publishes content
• Sales receives and uses the latest, greatest content in the proper scenario
• Sales can close more
The Simple Solution
Mobile Content Management
Sync: Foundation for your company drive
Team admin controls and manages users and data
Platform for Mobile Productivity
Integrated Office Editing Integrated Office Editing
• Separate Marketing and Sales Teams
• 200 Mobile Sales reps with tablets
• Marketing constantly pushing out updates to collateral – Instantly updated for
Sales in the field
Case Study: Sirona Dental
Together, we’re Giant.
Thank You!
Q&A