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Enterprise Mobility Korea Market Research

Jump on the Wagon!

Paul Oh- March 2013

Mobilized Business Applications

- 2 -

Source: insiderRESEARCH, February 2012 (global study)

SAP Mobility Solutions

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MEAP (App development)

MDM (Operation/Management)

Bring Your Own Device

Domestic Solutions Global solutions reseller

Company Revenue

2011 (USD Million)

1,619

3,900

LG CNS 2,300

320

URACLE 20

6.5

Blue Digm 21

5

￭ Domestic MEAP Solutions ￭ Global MEAP Solutions

Source: Gartner, 2011

Source: Gartner, 2011

Collaboration

Market Definition

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Source: SAP and Sybase Mobility - Overview - SDN

Comparison table

- 5 -

Source: Magic Quadrant for Mobile Device Management Software 2011

Company Profile Strengths Cautions

MobileIron

• MobileIron, based in USA • Launched its product in September of 2009 and has seen rapid growth in sales • Focused on mobility management. • Primarily focused on North America, we are seeing expansion into a significant presence in Western Europe as well.

•MobileIron has rapidly earned high levels of mind share in the MDM market, and appears frequently on shortlists. With strong marketing capabilities, the company has the ability to convey the business value of MDM. •Strong presales and postsales support and programs are particularly effective at building client relationships and reinforcing credibility. •The company emphasizes comprehensive life cycle management, including usage monitoring, cost control, and application deployment and version control. It offers strong support for corporate and personal devices. •MobileIron has a sleek UI and a full-featured tool. •The product has great reporting and dashboard capabilities.

•Being a small startup company, MobileIron could struggle with scaling, especially globally, as a result of early successful growth. It is a good potential acquisition target for a larger vendor that wants to acquire a superior management interface. •It does not have its own encryption capabilities, must work with what's on-device or through partners, which could cause higher costs. Buyers need to understand the limits of embedded protections on each platform, because these will be the limits to what MobileIron can manage. •MobileIron offers a physical or virtual appliance, but is not releasing a SaaS offering until 2Q11.

• Founded in 2003 USA • Georgia, AirWatch emerged from the wireless network management services and ruggedized device market, where management SLAs are critical.

•Options for insourcing and outsourcing of products and services accommodate a wide range of needs, including purchased/insourced systems, SaaS hosted on the user site and SaaS hosted as a cloud service. •The management console features a strong dashboard and detailed reporting capabilities. •Multitenant support is designed in for improved scaling, with selective isolation for large installations.

•Gartner has received feedback from user references regarding poor postsales support. •The company needs to increase management experience, and is pursuing a plan to hire high-profile managers. •AirWatch has an international presence, but it still relies on North America for more than 80% of its revenue.

Symantec

•Symantec is a prominent global security player, with strong positions in desktop and laptop •antivirus, encryption and comprehensive endpoint management. Symantec has offered MDM support in Altiris since 2004. • Symantec has had MDM for years, Gartner analysts have not seen evidence of competitive public visibility until recently, and cannot verify a significant presence through client references.

•Symantec SMM provides strong security capability with lightweight client options. Integration with other Symantec product frameworks is a strategic advantage for long-term Symantec customers. •Symantec is emphasizing advanced iOS and Android features, such as elective e-mail data wipes, full e-mail access control, selective wipe on application data, hardware asset tracking, selective whitelist/blacklist and application management, as well as data-roaming policies. •Symantec has an outstanding track record for overall viability and for competitive sales and support of a wide range of security services. Their global reseller network is strong and well-trained.

•The MDM console isn't as attractive or user-friendly as competitors' and could use updating. Although it provides life cycle management, the console emphasizes a focus on security. •Buyers who want to build a complete MDM solution may require additional Symantec product lines, especially to complete the security functions.

• Founded in 1991, Fiberlink Communications provides SaaS and managed services for enterprise mobility management. Fiberlink started business in remote access service management, offering a connection agent to negotiate worldwide Internet access for traveling users.

•Fiberlink has proven long-term viability and global presence, with most revenue originating in North America and Europe. •The Fiberlink management MaaS360 client agent and user self-service portal are already known and visible in the remote access and virtual private network (VPN) market frames of reference. •The company is experienced in mobility and telecom services delivered through scalable cloud-based network operations centers (NOCs). Fiberlink offers good mobile analytic tools and device status reporting. •The customer base is spread across industries that are growth targets for mobile access. •MaaS360 enables iPhone/iPad users to subscribe to enterprise document and database updates through the Apple enterprise application distribution function.

•The company has had a long, but historically weak, competitively recognized role in delivering SaaS and point services for PCs starting in the early 1990s and for PDAs starting in the late 1990s. The company has not generated broad competitive recognition of MDM capability, despite past attempts to break free of its historical network management service provider roots. •Fiberlink has low visibility in MDM — it needs increased investment in sales and marketing. •MDM SaaS is not yet widely popular, although Gartner anticipates rising interest as cloud service adoption increases.

Comparison table

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Company Profile Strengths Cautions

• Good Technology, based in Redwood Shores, California, has a long history in the mobile applications space and thousands of clients globally through its e-mail system, which garnered strong sales as a NOC-based architectural alternative to BlackBerry Enterprise Server for non- BlackBerry mobile shops. Focusing on security, it has seen success with financial services, government, healthcare, legal, professional services and other security-conscious enterprises.

•Has the best name recognition in MDM and appears frequently on shortlists, although the company's primary product is secure e-mail. •Good's mobile security features, particularly platform-independent FIPS 140-2 encryption in the e-mail system, have helped to catalyze entry for Apple devices into organizations bound to stringent data protection requirements. •Good can validate and authorize specific applications before allowing them to connect to a corporate network. This feature is available even on platforms that do not support blacklisting and whitelisting, such as iPhone and iPad. •Good has a track record for supporting and managing both corporate and personal data and applications and is compatible with both Microsoft Exchange and Lotus Notes •Extensive help desk features are included, as well as a user self-service portal.

•Users must deploy Good for Enterprise Server and transmit end-to-end encrypted data through Good's NOC. •Strongest security for messaging and Intranet access through the Good client and its FIPS 140-2 certified encryption; otherwise, it uses native encryption or must use third-party applications for non-Good applications. •Good provides its own UI for corporate e-mail and personal information manager access. In many cases, this causes complaints from users, who must be convinced of the benefits of the added security in exchange for the UI replacement. •The cost of the Good solution can be relatively high per user seat, compared with other vendors. Furthermore, the installation and configuration of advanced security features are complex and require a learning curve. •Good does not offer management or integration for BlackBerry.

Zenprise

• Zenprise was founded in 2003 and is based in Fremont, California. It is a small company focused solely on MDM. It recently acquired a small French security and MDM company, Sparus, to better support mobile security and encryption.

•Zenprise has a strong tool UI and functionality. •It provides end-to-end security via an embedded VPN and sandbox that can control and encrypt application traffic. •It enables Web content filtering and URL filtering on mobile devices, which differentiates Zenprise from its competitors. •The product can quarantine noncompliant devices based on policies, devices, operating-system versions, and compliance violations (e.g., user installed blacklisted applications, user "jail broke" the phone, user hasn't upgraded the operating system that addresses security vulnerability). •Zenprise has a large, installed MDM customer base.

•Fair execution and postsales support were reported in our survey; however, marketing is weak, and competitive visibility reported by Gartner clients is low. •The tool offers weak dashboard and reporting capabilities for supported devices.

Sybase

• Sybase, an SAP company, is based in Dublin, California. It owns the longest-established MDM platforms, reaching back to PCs in the late 1980s. Afaria was created in 1997 for laptops and subsequently released in 2000 as the first nonindustrial MDM platform for Palm and Windows devices. Afaria support is offered for Android, BlackBerry, iPhone/iPad, Nokia S60, Windows Mobile 6.x and any phone model that supports Open Mobile Alliance (OMA) Device Management (DM). Afaria also has value-added mobile features for tablets running Windows 7.

•Afaria offers broad life cycle management benefits and, when combined with Mobile Office, constitutes a comprehensive wireless e-mail and mobile application integration framework. It constitutes the most mature platform among MDM vendors for managed software distribution. •Feature sets for help desk support, application and service management, including expense management, are well-represented across the most popular smartphone platforms. Noncompliant devices can be quarantined. •Sybase is one of a few MDM vendors that offers an embedded VPN in its e-mail client, plus a sandbox facility to isolate and control application access to business data and VPN connections. •Afaria offers support for an Android application portal for enterprise application management. Afaria Advanced Enterprise Security (AES) for Android, adds more than 80 device management features on Samsung Android devices.

•Afaria can be relatively expensive per user seat (twice that of competitors); but this is also true of other vendors with broad functional platforms. To use features such as e-mail encryption, buyers may need to invest in Mobile Office, in addition to Afaria. •Feedback to Gartner indicates that buyers find the installation of Afaria to be complex. Companies planning a new/first purchase must plan for a learning curve. •The Afaria UI has been on the market for some time and needs an update.

Source: Magic Quadrant for Mobile Device Management Software 2011

Mobility

solutions

Korea Leading

SI Companies &

Vertical

solutions

Mobile

Manufacture

CSP

B2B

CUSTOMER

16.4

6.6 5.3 6.4

11

4.5

0

5

10

15

20

2011 Revenue

(USD Million)

2011 Revenue

(USD Million)

105

34 14 20

2.5

126

0

50

100

150

2012 Revenue

(USD Million)

2012 Revenue

(USD Million)

AS IS To Be

Market Forecast and Analysis

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• Mobile manufacturer

• Domestic MEAP Vendors

• Leading SI companies, Vertical solutions

Go with Partners

USD Million USD Million

404%↑ 167% ↑

Source: www.naver.com

Source: IDG Worldwide Mobile Enterprise Management Software 2012–2016 Forecast and Analysis

Only MDM Revenue

Source: IDG Worldwide Mobile Enterprise Management Software 2012–2016 Forecast and Analysis

￭ Global

￭ Domestic • Vertical solutions: CRM, Accounting, Groupware, Content Mgmt,

Payroll, ERP

USD 10 Million

Market Approach

2013 2014

Target : Named User Account Mission Needs to know demands, needs Tactics: - Inside Sales(Monthly) - eDM(Introduction to MEAP) - Seminar Based promotion(Quarterly) - Conference(Yearly)

Target Named User Account, Prospects Mission Successful sales cloning Tactics: - Inside Sales(Monthly) - eDM(Introduction to Case Studies) - Seminar Based promotion(Quarterly) - Conference(Yearly)

Target Named User Account, Prospects & Suspects Mission Market Expansion Tactics: - Inside Sales(Monthly) - eDM(Introduction to Case Studies) - Seminar Based promotion(Quarterly) - Conference(Yearly)

- 8 -

2015

Where to sell

Core Industries Growth Industries Emerging Industries

High Tech Finance/ Insurance

Healthcare Automotive Logistics Oil/GAS & Chemical

Consumer Retail Government Life Science Shipbuilding

Media

Afaria

Market Strategy

Ranking Company Group (Holdings)

Main Business

2011 Revenue (USD million)

1 삼성 SDS SAMSUNG Electronics 3,900

2 LG CNS LG Electronics 2,300

3 SK Telecom 1,619

4 POSCO Steel 983

5 HYUNDAI Automotive

Automotive 668

6 한화 S&C HANHWA Chemical 575

7 KT DS KT Telecom 498

8 롯데 정보통신 Lotte Retail 462

9 신세계 I&C SHINSEGAE Retail 337

10 KUMHO ASIANA

Logistics 320

11 동부 CNI DONGBU Finance 317

12 Woori

Finance Group Finance 284

13 CJ Consumer 257

14 쌍용정보통신 SSANGYONG

CEMENT Chemical 222

- 9 -

Ranking Company Group (Holdings)

Main Business

2011 Revenue (USD million)

15 - - 209

16 DOOSAN Consumer 206

17 DongKook Steel 200

18 대림 I&S Daelim Construction 196

19 현대정보기술 Lotte Retail 186

20 동양시스템즈 TongYang Finance 159

21 포스텍 STX Shipbuilding 146

22 HYOSUNG Chemical 125

23 현대유엔아이 HYUNDAI Logistics 120

24 GS ITM GS Retail 120

25 KB 데이타시스템 KB

Finance Group Finance 117

26 코오롱베니트 KOLON Chemical 116

27 농협정보시스템 NONGHYUP Finance 113

28 한진정보통신 HANJIN Logistics 113

Source: The maps of business investment 2011

SmartMobile http://www.cjsystems.co.kr/business/smart/mobile.asp

MobileDesk http://www.mobiledesk.co.kr/mobiledesk/intro/induction.do

Nexcore platform, Nexcore Mobile http://www.3hit.kr/index/bbs/board.php?bo_table=comm_01&wr_id=40

http://news.inews24.com/php/news_view.php?g_serial=686427&g_menu=020200&rrf=nv http://www.mcnc.co.kr/

http://www.finger-post.com/common/partner/partner01.asp

http://www.inection.co.kr/

Global Co-working with major players

SI & Vertical solutions

Company Revenue 2011 (USD million)

1,700

35

193

122

48

96

49

290

Electronics: Smart TV/STB

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Index 2012 2013 2015

Global Market (억달러)

27 28 30

Korea Product market share

7% 9% 13%

Source: National IT Industry Promotion Agency, STB Market Reseatch2011

￭ STB Global Market ￭ STB Manufactor

Company Revenue 2011 (USD million)

62

티비스톰 8

인프라웨어 43

오비고 24

￭ STB Middleware

1. Firmware Update

2. App Update

Domestic Customers Satelite Brodcating- Skylife Cable TV – CJ Hellovision, Tbroadband, CNM, HCN IPTV - KT, SKT, LGU+

Become a Home Media Server!

Application Management

SD → HD Analog → Digital(EU, India, South America Emerging market)

Finance Insurance – SFA

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Security Management

￭ Life Insurance

Ranking Company 2011 Revenue (USD Billion)

1 SAMSUNG LIFE 9.9 2 KOREA LIFE 5.1 3 KYOBO LIFE 4.8 4 TONGYANG LIFE 1.2 5 SHINHAN LIFE 1.7 6 HUNGKUK LIFE 1.4 7 ING LIFE 2.1 8 MIRAEASSET LIFE 1.7 9 KDB LIFE 1.1 10 ALIANZ LIFE 1.4 11 AIA 1.3 12 Metlife 1.2 13 Prudential 0.7 14 DongBu Life 0.5

￭ Non-Life Insurance

Ranking Company 2011 Revenue (USD Billion)

1 SAMSUNG FIRE 6.2

2 HYUNDAI FIRE 3.6

3 DONGBU Insurance 3.3

4 LIG INSURANCE 3.1

5 MERITZ FIRE 1.8

6 HANHWA INSURANCE 1.4

7 LOTTE INSURANCE 0.7

8 HUNGUK INSURANCE 1.1

9 GREEN INSURENCE 0.4

2013 Life Insurance Growth 3.1%, KIRI Research 2013

2013 Non Life Insurance Growth 46.5%, KIRI Research 2013

Life Insurance → Bancassurance

Mission possible! Secure Customers’ Information

Source: The maps of business investment 2011

Healthcare: HIS/EMR

- 12 -

Security Management

Smart Nurse, Smart Med sign project 2012 By SKT Dr. SMART Project 2012 By SAMSUNG SDS

1. Protection of HIS related Information

2. Protection of patients EMR

￭ EMR Global Market

Source: Accenture EMR Markets Whitepaper Reseatch2010

Company Revenue 2011 (USD million)

삼성SDS 3,900

LG CNS 2,300

1,619

186

인피니트 45.7

30.6

이지케어텍 31.5

4

￭ HealthCare Solution Vendors

Company Revenue 2011 (USD million)

엔지테크 5

12.5

테크하임 7

60.6

멘토소프트 0.6

동은정보기술 10

56.8

34

HER project 2012 By SKT

U-HealthCare 2012 USD 2B →2015 USD 5B

Visible Market!

To catch 60 large hospitals

Logistics – Application management/Monitoring

4 Hub Terminals Processing 80 ~ 100 Boxes daily

80 Sub Terminals Distribute City/District

800 Delivery Office

5,000 Delivery Car Delivery for customers

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Hub Terminal

Sub Terminal

Source: CJ CLS Website

Company Revenue 2012 (USD Billion)

2.7

1.3

1.6

0.6

￭ Land Logistics Company Revenue 2012

(USD Billion)

한진해운 8.4

현대상선 6.1

STX팬오션 4.2

SK해운 1.8

0.4

￭ Merchant ship

Enterprise – Solution App

- 14 -

Application Management

• How to provisioning Enterprise App ?

• How to/When procedures to accommodate the BYOD initiative?

• Can manage to various OS?

• Is it possible perfect security, authentication management?

• How about firmware update, fixes, revision?

Collaboration with Mobile manufacturer

Wrap Up

- 15 -

Korea mobile market matured by Leading Enterprise SI companies

2013 Expected market size USD 10M.

Collaboration with need partners(Korean MEAP solutions, Mobile

manufacturer, Vertical solutions) needed

First target industries are High Tech, Finance Insurance, Health care and

Automotive.

In Korea case, security issues will organize association, community and

then enact roles by establishment

Appendix – references

▪Website - www.sap.com/korea/solutions/technology/mobility-platform.epx [SAP AG] - logica.com [SAP Afaria partner] - akili.com [Antena partner] - http://www.insideview.com/ - http://www.uracle.co.kr/ [Uracle] - http://www.bloter.net/archives/65696 [블로터포럼] 모바일 시대의 통합 해결사 ‘MEAP’ - http://www.itconference.co.kr/203385 [MCAP vs MEAP : 특징과 구현 방안] - http://www.moofwd.com/platform/features/meap-mcap/ [VS. MEAP OR MCAP] - http://kimstar.pe.kr/blog/260 [MEAP - Mobile Enterprise Application Platform] ▪ Paper - Gartner Magic Quadrant for Mobile Device Management Software 2012 - Gartner Magic Quadrant for Mobile Device Management Software 2011 - Gartner Magic Quadrant for Mobile Device Management Software 2009 - Magic Quadrant for Mobile Enterprise Application Platforms, William Clark, Michael J. King 2011 - Magic Quadrant for Mobile Application Development Platforms 26 April 2012 - IDG Worldwide Mobile Enterprise Management Software 2012–2016 Forecast and Analysis - 2012 CIO Summit Korea - SAP Afaria 7 2012 - SAP WT 2010 BUSAN Track1 성공적인Enterprise Mobility 구현을 위한 Platform 도입전략 및 방안/서원설 이사 - A-Partners-Guide-to-Selling-Afaria – Sybase - SAP and Sybase Mobility - Overview – SDN - Top tools for BYOD management, Network World 2012 - Ten reasons to choose SAP for enterprise mobility, SAP - IDG Techfocus MEAP 2012 - Accenture EMR Markets Whitepaper Research 2010 - NIPA 정보통신사업진흥원 STB 시장 기술 보고서 2011 - KIRI 한국보험연구원 보험회사의 모바일 도입 현황과 시사험 2012 - Mobile Application Development: Challenges and Best Practices Accenture ▪ Book - THE MAS OF BUSINESS INVESTMENT 2013, 업계지도, 리더스하우스 - THE MAS OF BUSINESS INVESTMENT 2012, 업계지도, 리더스하우스 - THE MAS OF BUSINESS INVESTMENT 2011, 업계지도, 리더스하우스 -Gartner Magic Quadrant for Mobile Device Management Software 2011 ▪ Advisor - SK C&C Nexcore Div. Eugene Jung/Architecture Manager

- 16 -

Paul Oh os81paul@gmail.com

http://www.linkedin.com/pub/paul-oh/13/926/692

THANK YOU !!!