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Webinar

Monetizing Mobiles

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Panellists

Ben Custalow Lead Technician/Partner

Par3/IT

Cees QuirijnsCEO and Co-founder of FirmTel

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Panellists

Dan ShaperoChairman of Techvoice, and

founder of ClickCloud

IT Industry Executive and Activist

Chris MartinGFI MAX

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Agenda

» SC: Housekeeping» Introductions:

□ Cees Quirijns – FirmTel

□ Ben Custalow - Par3/IT

□ Dan Shapero – ClikCloud

□ Chris Martin – GFI MAX

» CM: Mobile Opportunity – GFI MAX Research

» Panel Q&A (5 Questions)» Audience: Q & A

» CM: GFI MAX Plan for Mobile Device Management» SC: Contact Details

» Total (60 mins)

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Market Backdrop - Mobile Growth versus Desktop Growth

Source: IDC

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Market Backdrop - Consumerization of IT

More and more, users tell you ….. the way they want to work …

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Survey in Apr 2013 of MSP’s using GFI MAX

focusing on Mobile Devices … the opportunity for MSPs

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MSP’s Monetizing Mobile

0.0%10.0%20.0%30.0%40.0%

%

%

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MSP’s Monetizing Mobile (Consolidated)

% Monetizing Mobile Opportunity

Not MonetizingMonetizing

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MSP’s Monetizing Mobile (Lifecycle + Consolidated)

Had you considered the following Mobile Offers Selling Handsets

Selling Airtime

Selling Mobile Support Average

Yes - but haven't focussed on it 15% 12% 26% 17%19%

Yes - offer this and its doing well 2% 2% 2% 2%

No - started but didn't complete this 6% 4% 13% 8%

81%

No - too much trouble 14% 23% 6% 14%

No - margins too small 8% 2% 5% 5%

No - hadn't considered this 47% 47% 28% 40%

No - other reason 9% 11% 21% 14%

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Current Device OS’s

%

AndroidiOSBlackberryWindows Mobile

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Future Device OS’s

%

Android

iOS

Blackberry

Windows Mobile

Android iOS Blackberry Windows Mobile

-40.00%

-30.00%

-20.00%

-10.00%

0.00%

10.00%

20.00%

30.00% Change

Change

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Whose Devices?

0.00%

10.00%

20.00%

30.00%

40.00%

%

%

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Mobile tasks MSP’s need help with

Quick an

d consis

tent s

etup of m

obile dev

ices

Secu

rity (

Remote

wipe)

User Su

pport

Software

(App) M

anag

emen

tLo

cate

Employe

e Inter

net Acce

ss Tra

cking

Manag

ing contra

cts/b

ills0.00%

5.00%

10.00%

15.00%

20.00%

25.00%

30.00%

35.00%

%

%

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Pricing for MDM Service (To the End Customer)

$1-$3 $4-$6> Installation Fee0

2

4

6

8

10

12

14

16

18

%

%

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Conclusions

Challenge» Mobile growing FAST & desktops shipments stagnant.» Users ARE telling MSPs the way they want to work and will expect to bring their

own devices (BYOD)» MSPs will be working as much with employee owned devices (BYOD) as business

owned devices (security will be a challenge)

Opportunity» MSPs …. Can make money enabling and securing something customers want (and

that’s a “strong” want)» AND, there may well be other services MSPs can provide around Mobile lifecycle,

eg: Airtime, Handsets, Insurance, Disposal, etc. (a recurring/reseller revenue opportunity)

More Information» GFI MAX Mobile Device Management (& Enablement) – Mid Year 2013» More Information - Email: Chris.Martin@GFI.COM

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So …

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Question 1

» What’s ‘the word on the street’ regarding mobiles?

□ Does it match our research?

□ Are end customers asking for mobile help?

□ What are end customers asking for and why?

□ Are MSP’s missing an opportunity here?

□ Are MSP’s not monetizing?

□ Order of discussion: Ben, Dan, Cees

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Questions 2

» On packaging and pricing a service?

□ Do you think customers are willing to pay a monthly fee to manage mobiles given its not like supporting a server or a workstation?

□ What sort of price point would end customers go for?

□ Order of Discussion: Dan, Ben, Cees

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Question 3

» What’s are biggest issues the end customer want to solve?

□ Security of their data?

□ Access to company information on wide range of devices?

□ Access to company systems on wide range of devices?

□ To connect their shiny toys?

□ What’s the real customer need here

□ What’s the best way to strike up a conversation regarding these issues?

□ Order of discussion: Dan, Cees, Ben

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Question 4

» Other opportunities around mobile, beyond support?

□ We can see from research that most MSP’s aren’t thinking beyond connection and support

□ Are these other opportunities around mobiles that we’re not monetizing?

□ Handset/SIM sales?

□ Airtime packages (best for them)?

□ ‘Securitizing’ line of business applications, eg: via Citrix, TS

□ Re-allocation?

□ Disposal?

□ Order of Discussion: Cees, Ben, Dan

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Question 5

» So, this is now, what's this going to look like in 3 years time?

□ Where is the day to day work going to occur?

□ Will more content creation work be possible on mobile devices?

□ How will the mobile rush affect MSP’s

□ What will an MSP’s workload look like in 3 years time?

□ Order of Discussion: Cees, Dan, Ben

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Contact Information

» GFI MAX: □ Chris Martin (chris.martin@gfi.com)

□ On LinkedIn

□ Skype: bigchrismartin

» Firmtel□ Cees Quirijns (cees@firmtel.com)

» Par3/IT□ Ben Custalow (BCustalow@par3it.com)

» Dan Shapero’s / Over

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