HOW DO ENTERPRISE MOBILITY STRATEGY MAKERS CHOOSE THEIR SUPPLIERS IN 2012?

We surveyed our global network of enterprise mobility leaders from leading enterprises implementing mobile technology for their workforce to find out:

1)

What is the main driver behind your investments in mobile technology for the field Workforce?
STREAM L

13%
SERVICE

OPER AT ING IN

IVITY CT U

B THE USINE

OR

2)

What are your top three challenges in your mobility projects?

58.3% 50.0% 37.5%

60 50 40 30 20 10 0 25.0% 16.7%

20.8%

25.0%

20.8%

3)

HEADS oF:

SERVICE MANAGEMENT

FLEET MANAGEMENT

4)

80

60

SOLUTION PROVIDERS

40

32%

20

CLIENT LIST

SUPPORT INFORMATION

CONTRACT DETAILS

PRODUCT DEMO

5)

46%
does it solve the problem We Want to address?

What factors are most important When selecting a service / solution provider?

5%
cost

27% 14%
does it fit With our long-term strategy?

is it easy to integrate?

references

5%

site visits With existing clients

5%

6)

hoW do you find out about neW service/ solution providers?

68%

41%

77%

recommendations

internet search engines

business conferences/events

industry news online

23%

5%

14%

industry news press

online directories

sales emails

online adverts

7) What obstacles do you face in getting sign off?

76% 24% 24% 14%

COST FlexibiliTy PriOriTy
SuPPOrT during Sign-OFF

8) hoW often do you revieW your suppliers?

AnnuAlly

41%

EvEry 0-6 months

5%

EvEry 2-3 yEars

41% 13%

EvEry 3-5 yEars

9)

What is the one thing you Wish your suppliers did that they dont?
More flexible packages on-site check after purchase More contact Loyalty schemes More visibility at industry conferences Recommendation bonus 19% 14.4% 14.3% 4.8% 14.3% 4.8%

service/ solution trials

29%

The Enterprise Mobility Exchange host a series of invitation only forums designed to help senior strategy makers overcome their most pressing mobility challenges. Exchange only invites executives with the highest credentials, and solution providers with the most cutting edge capabilities, to deliver a unique business development opportunity and true peer-to-peer learning and networking forum.

Contact the team today to find out how to generate targeted, qualified leads that will fill your sales pipeline for the coming 12 months and beyond. TEL: +44 (0) 207 368 9500 EMAIL: exchangeteam@iqpc.com WEB: www.enterprisemobilityexchange.com Staying Connected! @mobilityxchange Join our LinkedIn group

THE INFORMATION USED IN THIS INFOGRAPHIC IS INTENDED FOR RESEARCH AND IS SUBJECT TO CHANGE. STATISTICS ARE TAKEN FROM THE ENTERPRISE MOBILITY EXCHANGE GLOBAL SURVEY CONDUCTED JAN APRIL 2012.

DISASTER RECOVERY

INFRASTRUCTURE

FUNCTIONALITY

REFERENCES

FINANCIALS

64%

5%

CODE BASE

HISTORY

SECURITY

27% 23%

59% 46% 64% 73% 55% 46% 86%

73%

86%

te In ch te le no gra ga lo t cy gi ing M ai sy es ne nt st wi w ai em th n s en in ing re su m c on re o in te ne de ves are ctiv liv tm as ity er en to R ts O I A cc tim es s e ing te th da re th ch e ta a at no Id e in l su lo ent ld its gy ify th on ing of e t yo ex he the ur ac m ri bu t n ark gh m En si ee et t ob su ne ds ile rin ss te g f ch un ke y no cti m B re lo on w an iti rin qu gy a he d ga g ire m lity n lo ti Y m ee of em ss ng ou en ts pl of da r O ts oy c ta w de ee orp s n ec D vi s o ce us ra ur evi s e te ity ce in pe a r th rs sse isk C e on ts se ha e a cu ng ld l rin e m g a em n a pl ge oy m ee en bu t a y- nd sp G in on ai so nin pr r g oj sh e ec ip xe ts to cu fo d ti rw ri ve ar ve d

Who typically gets involved in the selection of neW solution providers?

IT

FIELD SERVICE

32%
MoBILITY

77%

27% 9%

50%
oPERATIoNS
TECHNoLoGY

41%
CUSToMER SERVICE

32%

9%

What information do you need When selecting a service/solution provider?

100

Y)

L A

EN REV UE F

CUSTO ED M RE

38%
CE PROD OR

SS

GENERA T
DDITIO N GA IN

ER

13%

ND PR EA O NC

20%

VITY CTI DU

IMPRO V

NS IO

DELIVE RI

IMPROV I

8%

G N

PERFORMA

BEST-IN-B NG

G WORKF IN

OTHER (P

8%

ASE SPECI F LE