Winning the enterprise mobility opportunity

© 2012 WIPRO LTD | WWW.WIPRO.COM 1

Winning the

Enterprise Mobility

Opportunity

Know your customers, or lose them


Enterprise Mobility

Opportunity

HIGHLIGHTS

Organizations that succeed with enterprise mobility will establish a competitive edge in

sales performance, operational efficiency, and employee productivity. Enterprise mobility

offers a tremendous financial opportunity for both communication service providers (CSPs)

and telecom equipment vendors (TEVs).

Wipro recently conducted a survey with 164

business and IT executives who lead

enterprise mobility adoption initiatives within

their organizations. The following slides

explore the survey results. .


The Path of EMA Adoption

Key technology enablers that are leading to investments in

collaborative and transformational EMAs:

• 3G and 4G mobile data networks

• Cloud computing

• Consumerization of technology


Benefits of EMA

Sales force Productivity

Business Intelligence Field Operations

Management Early adopters of

EMA experience

overall

improvements

Business Operations

Enablement

Customer

Engagement

Adopt EMA to establish a lethal edge over your competitors


Impact of EMAs on Sales Productivity

Quicker Sales Cycle

Larger Deal Size

Higher Win Rate

85% of survey participants

indicated an improvement in data

mobility would reduce sales cycle

duration.


indicated an improvement in data

mobility would improve the sales

win rate.


indicated an improvement in

data mobility would increase

average deal size.


Impact of EMAs on Employee Productivity

Collaborative technologies such as presence, mobile video conferencing

and mobile access to information and business

critical processes will improve employee productivity.

Nearly 20% of survey participants indicated that presence could become a strategic differentiator for their organization.

Employee Presence

Over 20% of survey participants described the potential of enterprise mobility to improve business intelligence as “critically strategic”.

Business Intelligence


Capturing Mobility Market Share

The communications industry will face

competition across a broader range of

participants, but for a smaller number of deals.

Two Core Product Requirements to form the

foundation of a successful enterprise mobility

solution are high quality-of-service and data

security.

Technology competencies, sales execution

capabilities and brand credibility are all

important variables that will contribute to

success.

Communication service providers who crack into the enterprise

mobility market can expect to reap rich rewards.


Market Differentiators


• Employ account centric approach

• Leverage existing client relationships to improve market credibility and positioning

• Stress their ability to use technology to design, build and deliver enterprise mobility solutions

• Craft go-to-market strategy

CSPs

• Build infrastructure and service

delivery platform to support EMAs

• Leverage network capabilities for

service differentiation

• Ensure quality-of-service, reliability

and customer experience

management for the mobile work

force

TEVs

Market Strategies

The enterprise mobility solutions market offers great potential to

Communication Service Providers (CSPs) and Telecom Equipment

Vendors (TEVs).


Conclusion

• Enterprises have an imperative to invest in

mobility solutions today or risk being left

behind

• The provision of EMAs offers excellent

financial opportunities for the

communications industry

• CSPs and TEVs must adopt a calculated

market strategy built upon their unique

communication-centric assets and strengths


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http://www.wipro.com/Documents/winning-the-enterprise.pdf







About Wipro Consulting Services

Wipro Consulting Services helps companies solve today's business issues while thinking ahead to future challenges and opportunities. As a business unit of Wipro Technologies, one of the world's leading providers of integrated consulting, technology and outsourcing solutions, we bring value to our clients through end-to-end business transformation – think, build and operate.

Our model for the includes implementing lean process transformation, exploiting new technology, optimizing human capital and physical assets and structuring next generation partnering agreements that create value and win/win business outcomes for our clients.

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Wipro set up the Council for Industry Research, comprised of domain

and technology experts from the organization, to address the needs of

customers. It specifically surveys innovative strategies that will help

customers gain competitive advantage in the market. The Council, in

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About Wipro Technologies

Wipro Technologies, the global IT business of Wipro

Limited (NYSE:WIT) is a leading Information

Technology, Consulting and Outsourcing company,

that delivers solutions to enable its clients do

business better. Wipro Technologies delivers winning

business outcomes through its deep industry

experience and a 360 degree view of “Business

through Technology” – helping clients create

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