It's Time for Marketing &

Sales to be Friends Again

September 27, 2012

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Kate Maddox

Executive Editor

BtoB & BtoBonline.com

Moderator

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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

Securing Mobility in the

Cloud

Adam Stein

adam.stein@sap.com

© 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

jtsison@soonr.com

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