Market Analyst(s): Monica Basso Magic Quadrant for Enterprise Wireless Email · 2018-03-07 ·...

G00219736

Magic Quadrant for Enterprise Wireless EmailMarketPublished: 27 December 2011

Analyst(s): Monica Basso

Wireless email is a commodity available in email servers. Traditional wirelessemail gateway vendors are forced to differentiate in complementary areas(such as security, management and compliance), or to exit the market.Bring-your-own mobility has reset investment priorities for IT organizations.

Market Definition/DescriptionEnterprise wireless email makes an employee's email account accessible and usable via mobilenetworks on mobile devices, within a local client application, through a software gateway connectedto (or part of) the email server. An updated analysis of the wireless email market is available in "ITMarket Clock for Enterprise Mobility, 2011."This Magic Quadrant (see Figure 1 and Note 1) focuseson wireless email offerings that are relevant for organizations and enterprises:

■ Enterprise email servers or services — Most offerings include native support for mobile devices.Vendors include Microsoft, IBM and Novell (GroupWise). Microsoft's Exchange Server andIBM's Lotus Notes Domino are the two biggest players. Mobile support is also available foremail as a service.

■ Enterprise wireless email products — These include a software gateway and possibly a clientrunning on multiple smartphone platforms. Research In Motion's (RIM's) BlackBerry EnterpriseServer (BES) supports BlackBerry smartphones. Good Technology, Excitor and others offerproducts for multiplatform support (e.g., Google Android, Apple iOS, Nokia Belle (formerlySymbian) and Microsoft Windows Phone.

Large IT service providers, such as Fujitsu-Siemens, IBM, HP and others, offer managed or hostedwireless email services to enterprises. Service providers, including mobile operators, also providewireless email services, often on a local basis. We do not consider these offerings in this MagicQuadrant.

Magic QuadrantFigure 1. Magic Quadrant for Enterprise Wireless Email Market

Source: Gartner (December 2011)

Vendor Strengths and Cautions

Excitor

Excitor is a privately owned, venture-capital-funded company, based in Taastrup, Denmark, and ismajority-owned by Nordic Venture Partners. In the past two years, Excitor experienced a rapidgrowth in size, revenue, sales and customer base; it also changed its management team. Thevendor's initially European business focus is expanding internationally into other regions, especiallyfocusing on the Asia/Pacific region and the U.S. Excitor has built up sales and support in Manila (inthe Philippines), and is expanding in the Asia/Pacific region through new channel partners. Thevendor expects to reach profitability by the end of 2011.

Strengths

■ Excitor's mobility suite, DME, offers a range of integrated enterprise mobility toolsencompassing security, mobile device management (MDM), push email/personal informationmanagement (PIM) and cost control capabilities, complemented by support for data center

of 31 Gartner, Inc. | G00219736

disciplines (such as high availability, load balancing and service management). DME has aproprietary client for email and calendar, also integrating with native contacts and calendar, ona range of client platforms, including iOS, Android, Symbian and Windows Phone. On the backend, DME supports IBM Lotus Notes Domino and Microsoft Exchange Server.

■ Strong security and management capabilities are provided in DME MDM, a dedicated productalso supporting the containerization of email/PIM, to separate users' personal and corporatedata. Through DME AppBox, organizations can develop mobile applications withcontainerization. Although supporting strong security, Excitor does not use a networkoperations center (NOC).

■ Collaboration is supported, through DME integration with IBM Quickr and Microsoft SharePoint.Excitor's SmartLink technology enables links to, for example, SharePoint to be detected inemail bodies or calendar entries. Integration with IBM Sametime is available, while MicrosoftOCS integration is planned for future releases.

■ A cloud-based offering is available through DME Cloud, in addition to managed and hostedservices. Integration with Office 365 is also available.

■ There is a growing customer base in multiple regions, including large organizations with largedeployments, particularly in the finance, banking and consultancy sectors.

■ The vendor has growing partnerships with carriers to increase convenience on data plans,although international data roaming is not yet covered. For example, Telenor Group offers aNordic flat rate, combined with DME, to large enterprises, and TDC does the same in Sweden.

Cautions

■ Excitor is a relatively small company with limited operations capabilities and a limited customerbase, compared with the Leaders in this market. Major sales are still in EMEA, while NorthAmerica and other regions remain underpenetrated.

■ Ongoing legal actions between Excitor and Good Technology on Visto's patents may havesome minor financial impact on Excitor, but it is unlikely to result in a service stoppage in theU.S.

■ Excitor remains weak in marketing, with insufficient head count and budget to match itsambitious Asian and U.S. expansion plans.

■ Growing adoption of the native mobile capabilities in Microsoft's and IBM's email servers tosupport mobile devices represents a threat for wireless email gateway vendors like Excitor.

■ The lack of support for personal email in DME's client is often seen as a limitation by users thatprefer the native email client, especially on iPhones and iPads. There is no HTML email supportin the mail client, and there is no social networking integration.

Gartner, Inc. | G00219736 of 31

Good Technology

Good Technology is based in Sunnyvale, California. Good for Enterprise (GFE) is a mobility suitethat supports mobile collaboration, with strong support for security and management. The maincomponents of the suite are: Good Mobile Messaging, for secure wireless email; Good MobileControl, for MDM; and Good Mobile Access, for secure access to corporate data. Management andsecurity capabilities are available only as part of the entire mobility suite, and require the adoption ofthe Good Mobile Messaging client on devices. Good for Government adds support for CommonAccess Card integration and security features, such as S/MIME. GFE replaces the email server 'snative mobile support. Through its native email client, GFE enforces the separation of corporate andpersonal data; however, many MDM capabilities are available only in the email client. GoodTechnology provides the strongest implementation of containerization for corporate email on iOSand Android devices. It also supports data leakage prevention (e.g., prohibiting the saving of emailattachments outside the container).

Strengths

■ Good Technology offers a complete enterprise mobility suite that competes directly with RIM'sNOC-based approach. It includes a proprietary email/PIM client, a proprietary browser withrestricted access to intranets, security and IT management. Good Mobile Messaging supportsMicrosoft Exchange and Lotus Notes, and includes a proprietary software client that deliversemail and PIM capability across multiple device platforms, including iOS, Android, Symbian andWindows Mobile.

■ GFE provides strong security features, including FIPS 140-2 crypto libraries, end-to-end 192-bitencryption and multiple factor authentication. In addition, it offers specific management andsecurity capabilities to support corporate email, calendar and contacts on corporate andpersonal smartphones and media tablets. It supports the containerization of corporate email/PIM, and includes local data encryption, selective remote wipe and data leakage prevention(e.g., prohibiting export of attachments), to protect confidential data and enforce compliance onpersonal devices, without potentially damaging personal content. Recently, Good Technologyintroduced support for secure and containerized mobile application development with GoodDynamics.

■ Significant presence in vertical markets with strong regulations, and security and compliancerequirements, such as financial services, government, public sector, healthcare andprofessional services.

■ Growing strategic partnerships with mobile operators, including Vodafone, T-Mobile, Sprint,AT&T, Verizon and Telstra, that help Good Technology provide international support tocustomers, with better data contracts and service levels.

■ Previous patent litigations from Visto have been successfully settled, with Good Technologysigning licensing agreements with and receiving licensing payments from the vendors involved,including RIM and Microsoft. A patent litigation is currently ongoing with Excitor in the U.S.

■ The vendor's enterprise wireless email business, which includes its integrated security anddevice management capabilities, has grown by close to 100% per year during the past three


years. Good Technology is profitable, based on net cash flow from its unaudited billings as of4Q10.

Cautions

■ Good Technology's scope is expanding from corporate email to mobile applicationdevelopment, MDM and collaboration. This is the vendor's positive response to the progressivecommoditization of mobile email capabilities in email servers and mobile devices. However,long term, it may imply a fragmentation of resources across multiple development efforts.

■ Native mobile capabilities in email servers and services are increasingly driving IT organizationsto move investments from traditional wireless email gateways (such as Good Messaging) toMDM products that complement email servers, to enforce policies and support mobile usersmore efficiently. Currently, Good Technology's MDM capabilities cannot be used independentlyof its messaging application.

■ The vendor does not offer cloud-based mobile email and collaboration services, nor does itintegrate with major cloud-based email service providers yet.

■ Growing adoption of the native mobile capabilities in Microsoft and IBM email servers thatsupport mobile devices represents a threat for wireless email gateway vendors like GoodTechnology. IBM's continuous efforts on Lotus Notes Traveler, and the launch of cloud-basedLotusLive, may reduce business opportunities for Good Technology in the Lotus Notes'installed base.

■ Despite running an NOC-based infrastructure and partnering with key mobile operators, GoodTechnology doesn't offer global deals on mobile data contracts, including roaming. In particular,it has not yet leveraged its long-term partnership with Vodafone for this purpose.

■ Customer feedback finds that employees often prefer to use the native email client on theiriPads and iPhones, for both corporate and personal email, rather than using a separate emailclient for corporate email, as is Good Technology's approach.

■ Despite an articulated vision around collaboration, Good Collaboration has not yet beendelivered.

Google

Google is based in Mountain View, California. It is a media and advertising service firm with aninnovative, robust technical infrastructure that allows it to pursue a broad range of new productsand markets. Its focus on the enterprise market is limited so far, as IT organizations represent lessthan 3% of Google's revenue. Google's cloud-based, for-fee email and collaboration suites, GoogleApps, continue to evolve, adding features, consistency, management tools, and third-party toolsand services. Gmail is the primary adoption driver, and is good enough to serve as a corporateemail system. Enterprises are moving slowly to cloud-based email and collaboration services in a15-year migration. Google's enterprise penetration in 2010 roughly matched Microsoft's cloud emailuptake. Google is developing a leading role in mobile markets with Android, which is the first OSplatform in the smartphone market, and is set to achieve a 49% market share in device shipments


by 2015. Google has a growing presence in the media tablet market, which is currently dominatedby the iPad (with a 75% market share), but Android will reach parity with iOS by 2015.

Strengths

■ Wireless email is part of the Google Apps cloud-based email service. It's fully hosted in thecloud, and does not require any additional component for enabling mobile devices. Mobiledevices are supported in the cloud at no additional costs for Google Apps Business andEducation customers.

■ Cross-platform solution working with any smartphone platform. For Android, Google Appsprovides native synchronization with the local Gmail application. Google Apps Device Policy forcloud-based MDM (released in November 2011) offers improved capabilities, includingencryption enforcement on Android 4.0 devices, password enforcement and roamingsynchronization preferences per user group. Google Apps also supports iOS, Symbian andWindows Phone devices through Google Sync, an Exchange ActiveSync (EAS) service hostedby Google in the cloud. For BlackBerry, Google Apps provides a BES connector, which isinstalled behind the corporate firewall and connects BES to Google's cloud; while any email andPIM data is in the cloud, the email, calendar and contact synchronization happens betweenBlackBerry devices and the BES.

■ Broad and robust technical infrastructure that allows the delivery of cloud-based wireless emailservices on a global level, with high service levels.

Cautions

■ Customer visibility. Google has had a pretty limited focus (and track record) in the enterprisemarket thus far. Google Apps is rarely discussed during Gartner's client interactions aboutenterprise mobility. Cloud email with wireless access is still in a nascent stage.

■ Marketing. There is limited coverage of mobility and, in particular, wireless email in Google'scommunications to the enterprise market. Android seems to get most of the attention andcoverage, and there is much less attention given to the enterprise mobility capabilities in GoogleApps.

■ Offerings. There is a limited enterprise mobility service offering, compared with the emergingdemand. Google Apps' MDM capabilities are basic, and do not meet the requirements oforganizations with strong security and compliance requirements (e.g., containerization and dataloss prevention [DLP] of corporate email and certifications).

■ Partnerships in the cloud. Compared with Microsoft Office 365, there is no BlackBerry cloudservice, and this forces organizations to deploy a Google connector on-premises.

IBM

IBM is based in Armonk, New York. It has made significant progress with mobile solutions for socialbusiness, particularly Lotus Notes Traveler, its wireless email product.


Strengths

■ Backed by the global presence and financial strength of IBM, Lotus Notes Domino is thesecond-largest global commercial email server software product. Lotus Notes email has astrong presence in sectors such as government and finance. Lotus Notes Traveler is targeted tothe Notes user base, and is available at no charge to all customers licensing the IBM LotusDomino 8.x server software for messaging.

■ Lotus Notes Traveler (the current version is 8.5.3) is a free Domino server add-on that providesemail functionality, endpoint security and management capabilities for a range of devices,including the iPhone, Android, Symbian and Windows Mobile). It can be installed directly on aDomino server, and inherits Domino's established users and policies. Lotus Notes Traveler isalso delivered as a service by IBM, as a mobile option for IBM's LotusLive Notes cloud service.

■ On the client side, email/calendar/contacts are implemented differently, depending on thedevice platform. On iOS, enhancements to the native email client are delivered through anadditional application (Lotus Notes Traveler Companion) that supports Domino-encrypted emailand sandbox partitioning, available for free from the App Store. On Android, a proprietary clientis provided for the mail and calendar application, integrating with the device's native contactsapplication. On Nokia and Windows Mobile, the native email, calendar and contactsapplications are used, together with IBM's synchronization stack.

■ The integrated mobile client supports over-the-air encryption for email via Secure Sockets Layer(SSL), as well as Lotus Mobile Connect and third-party mobile virtual private network (VPN)solutions. AES-256 local data encryption for email, calendar and attachments is supported foriOS and Android devices. End-to-end email encryption is supported for Domino email. BasicMDM capabilities for provisioning, software distribution and global policy management aresupported.

■ Integration with IBM collaboration platforms (such as Sametime, Quickr, Connections andWebSphere) — also in the cloud. Sametime's mobile IM client is available on most deviceplatforms, while Connections enterprise-class social networking is supported through mobilebrowsers. Sametime Unified Telephony (SUT) supports multiple vendor PBXs, and is integratedin Sametime's mobile client.

■ IBM continues to support partners, offering relevant enterprise mobility products and servicesthat complement IBM's Lotus Notes and mobility strategy, including RIM; Nokia; Apple; Sybase,an SAP company; and CommonTime.

■ Reference customers acknowledged ease of deployment, in comparison with other wirelessemail products, and ease of use for employees. They also acknowledge excellent productsupport.

Cautions

■ IBM continues to be the No. 2 player in the enterprise email space, competing againstMicrosoft. Its cloud email service, LotusLive Notes, appeals mostly to existing Domino shops,and interest from non-Domino organizations is not evident. Competition in the cloud email


space is lead by Microsoft and Google. IBM's strategy around mobile social collaboration ispositive and ambitious, but its challenge will be to appeal to organizations oriented towardMicrosoft Office suite, Exchange Server and other collaboration tools. We continue to seeinterest in the Domino base in migrating to alternative platforms.

■ Lack of partnerships with carriers, and no global service supported by a network of mobilecarriers worldwide, as in the case of RIM. Lack of service bundles makes international roamingcosts unpredictable and potentially high for mobile workers travelling abroad. This means a lackof support for international travelers, as opposed to RIM, which offers the best deals.

■ IT organizations must manage all carrier relationships, building international contracts. Theabsence of an NOC means that IT organizations must manage multiple carrier relationships togrant support to employees in different regions and countries.

■ Some limitations in bring your own (BYO) mobility support, compared with dedicated wirelessemail products — for example, a missing capability to identify and filter jailbroken (or rooted)devices, selective remote wipe, and enhanced email containerization with data leakageprevention. Customers reported limited integration of the calendar and a lack of a to-do listapplication.

Microsoft

Microsoft is based in Redmond, Washington. The company has been growing steadily as theenterprise wireless email market leader. We estimate that at least 50% of the Exchange Serverinstalled base uses EAS actively for delivering push email to mobile workers. EAS accelerated theadoption of consumer devices (such as the iPhone and the iPad) in the enterprise, includingpersonal ones, bringing new security challenges, as well as cost-saving opportunities.Organizations using Exchange for corporate email should evaluate this capability, but should alsocarefully evaluate the impact of data connectivity and be sure to contain the cost of internationaldata roaming via the most appropriate data plan and service level offered by mobile operators.

Strengths

■ Microsoft's wireless email solution is a native capability of its email server product, based onEAS technology. This capability, with basic security and support, is available at no extra chargein the email server and in the cloud service, Office 365. Exchange 2010 adds important securityand management policies to cope with consumer devices.

■ Since 2003, Microsoft has disrupted the market with its server-side and client-side technology,EAS. Its dominant position in the email server market drove EAS adoption by devicemanufacturers (any but RIM). Smartphones and tablets running iOS, Android, Symbian andWindows Phone can connect directly to Exchange Server. Android is less complete than iOS inpolicies, but is maturing; third-party products, such as NitroDesk's TouchDown for Android,enable secure access to EAS-enabled servers. EAS is also implemented on the server side, andhas 30 licensees as of now. IBM, Google, Novell, VMware Zimbra and Notify Technologylicense and implement EAS in their email servers to support mobile devices. Similarly toExchange, these products can also support push email without additional software products.Microsoft has launched an EAS Logo Program to promote a common set of features in device


implementation, and to help IT organizations identify device models with the standard EASimplementation on board.

■ Cloud-based email vision and implementation are strong with Microsoft Exchange OnlineServices, and mobile device support is part of it. In addition to support for EAS-enabled devices(iOS, Android, Symbian and Windows Phone), Office 365 also supports BlackBerry devicesdirectly through a BES cloud service run by RIM, at no additional cost for customers.

■ Strategic partnership with Nokia on Windows Phone devices. Microsoft now has the largesthandset manufacturer on board, and can hope to target a broader market with Windows Phone.

■ Strong vision and support for unified communications and collaboration on Windows Phone,through the integration of Exchange, Lync and SharePoint products. The partnership with Nokiagenerated SharePoint and Lync integration, and support on Nokia smartphones, such as thenew Lumia 800 Windows Phone.

■ Microsoft has strategic marketing alliances with more than 160 carriers worldwide (such asVodafone, T-Mobile, Orange and AT&T) to distribute Windows Phone devices. Some carriersoffer special data plan deals, but there is no global agreement among carrier partners, nor arethere single data contracts across those networks, as in the case of RIM.

Cautions

■ Security and management policies in Exchange (despite enhancements in Exchange 2010) arebasic and mostly centered around email and device controls. Although natural for an emailserver, there is no support for application management or inventory management, althoughthese are key management functions for most organizations. The implementation of EASpolicies is rather fragmented, depending on the mobile OS version and device manufacturer(e.g., local data encryption is missing on Android devices up to the 3.x version, and evenWindows Phone does not support it). On the positive side, Microsoft will launch an MDMproduct (System Center 2012) with multidevice platform support to enhance Exchange'spolicies.

■ No global service supported by a network of mobile carriers worldwide, as in the case of RIM.This means no special tariffs on data traffic and, in particular, international roaming, and a lackof predictability on roaming costs. This means a lack of support for international travelers, asopposed to RIM, which offers the best deals.

■ The absence of an NOC means that IT organizations must manage multiple carrier relationshipsto grant support to employees in different regions and countries. Despite Microsoft's manyrelationships with carriers, few global service products are available.

■ No support for collaboration functions from Lync and SharePoint on non-Windows devices (withthe exception of Lync for iOS). Mobile SharePoint access is pretty much dependent onSilverLight, and is not completely available for non-Windows platforms.


Notify Technology

Notify Technology is a small public company, based in San Jose, California. Founded in 1994, thevendor provides software and services for enterprise mobility, namely NotifyLink (on-premises andin the cloud), NotifySync for BlackBerry and NotifyMDM (on-premises and in the cloud) for MDM.Notify Technology generates 70% of its business in North America directly, and the rest in otherregions, via international resellers.

Strengths

■ The vendor's email product, NotifyLink v.4.7, is device- and operator-neutral, and supports arange of email servers. NotifyLink integrates with GroupWise and Microsoft Exchange, but notwith IBM Lotus Notes. In addition, it supports IMAP4, SyncML, MAPI, EAS, WebDAV andCalDAV protocols, extending mobile access to many of the smaller market share email serversand collaboration suites, including those from Oracle and Critical Path-Mirapoint. The cloud-based service, NotifyLink On-Demand, is also available. NotifyLink supports many mobiledevice platforms, including BlackBerry (through NotifySync), Windows Mobile, Windows Phone7, Symbian, Android, iPhone and webOS. Notify Technology has a proprietary email client withattachment handling for each of these platforms, with the exception of the iPhone, for which ituses the native email client.

■ NotifySync has an EAS client application for BlackBerry devices that connects them directly toany EAS-enabled email server (e.g., Microsoft Exchange, Google Apps and VMware Zimbra).NotifySync turns a BlackBerry device into an EAS device that no longer requires a BES toconnect to corporate email, and works through BlackBerry Internet Service (BIS). This solutionallows the introduction of BYO for BlackBerry devices.

■ In 2011, the vendor launched a new MDM product, NotifyMDM, which works in combinationwith any email server, supporting EAS for email and PIM synchronization (i.e., it does notrequire NotifyLink). It offers a range of security and device management functionality, from real-time monitoring to policy enforcement, file sharing permission and simple applicationmanagement. NotifyMDM takes a lightweight management approach, requiring a thin MDMclient for complete features.

■ Notify Technology is a significant player in the higher education market segment, thanks to itssupport for IMAP4 and open-source email server products. The vendor also holds certificationwith the Oracle collaboration product, Beehive.

■ The vendor reported a 20% growth in sales and revenue for the past five years, with $7.2 millionin revenue in 2010.

Cautions

■ Notify Technology is a small company with a mostly North American presence, competing inniche market segments (higher education and government), and with most deployments onminor enterprise email servers.

■ International sales and support are handled by local resellers, with backup support by thevendor's U.S. office. The lack of a direct international presence for the company may represent


a concern for non-U.S.-based organizations or U.S.-based organizations with internationalbusinesses and operations.

■ Notify Technology does not support, nor does it have plans for integration with, unifiedcommunications and collaboration platforms, such as Microsoft OCS and SharePoint.Integration with corporate voice systems and corporate application platforms is also missing.

■ The NotifySync EAS application for wireless email on BlackBerry devices is not supported byRIM. Organizations that are under strict regulations should evaluate the risk of possiblenoncompliance when deploying NotifySync on BlackBerry devices.

Novell

Novell is based in Provo, Utah. For more than two decades, Novell GroupWise has been amainstream corporate email system, competing with systems from Microsoft, IBM and others. Afteryears of declining market share, Novell was acquired in 2011 by The Attachmate Group. Theacquisition put GroupWise on sounder financial footing, compared with when it was part of anindependent Novell, and The Attachmate Group has invested in GroupWise R&D resources. Novell'sData Synchronizer Mobility Pack provides mobile email and PIM support for mobile devices, itimplements EAS protocol, and it includes three components: GroupWise Connector, GroupWiseSync Engine and GroupWise Mobility Connector.

Strengths

■ No additional costs for the mobility pack; it is included in the GroupWise purchase. Support isalso included with the purchase of GroupWise's maintenance plan.

■ Availability of connectors to enterprise platforms (such as SharePoint, salesforce.com andSugarCRM), which allows organizations to mobilize business data and to synchronize email,appointments and tasks with GroupWise.

■ As a many-to-many, server-side synchronization solution, GroupWise can integrate data fromdifferent corporate data silos, without the need for user interaction. As data changes on mobiledevices, it is automatically propagated to connected applications, like CRM systems, and viceversa.

■ The mobility pack has been updated on a regular basis (approximately every six to eight weeks),giving customers new capabilities, quality enhancements and support for new mobile devices.

Cautions

■ The implementation is still based on an old version of EAS, so the newest features are missing.

■ There is very basic support for management and security (such as password enforcement,device lock and remote wipe), but no enhanced capabilities (such as local data encryption, end-to-end email encryption and certifications).


■ There are limited capabilities for high availability, disaster recovery and capacity managementwhile supporting server virtualization through VMware.

■ There is no cloud-based service offering.

Research In Motion

RIM is based in Waterloo, Ontario, Canada. With an installed base of 70 million subscribers (fewerthan 30% are business users), RIM remains a Leader in the wireless email market, although facingfierce competition in the device business, both in the enterprise and consumer markets.Consequently, BES adoption is decreasing, while a growing number of organizations is investing inmobile software infrastructure that supports iOS and Android. Revenue for the second quarter offiscal 2012 was $4.2 billion, down 15% from the previous quarter and down 10% from the samequarter of last year. Profits fell $329 million, to $0.63 per share, from $797 million, or $1.46 pershare. Software generates only 3% of revenue, while 73% comes from devices and 24% fromservices. Beyond the traditional business focus, RIM has been successful in reaching an increasingnumber of prosumer (professional consumer) and consumer users through its BIS, and Pearl, Curve,Bold and Torch devices. Recent announcements about BlackBerry 7 OS devices, SIM-based NearField Communication (NFC) capabilities, a new OS (BlackBerry BBX, now called BlackBerry 10),cloud BES for Microsoft's cloud email and BlackBerry Mobile Fusion for managing non-BlackBerrydevices will help RIM react to a tough moment. However, the coming quarters will be extremelychallenging.

Strengths

■ Strong security and management capabilities, certified by many governments, includinghardware certifications. RIM got the Common Criteria EAL4+ Certification for BlackBerry 7 OSdevices. Heavily regulated organizations (such as government agencies, defense bodies, andfinance and insurance institutions) continue to favor BlackBerry over competitors. Given RIM'sstrong focus on IT control, compliance, security and management policies, BlackBerry has beenthe preferred wireless email solution for many IT organizations for years, although currentpriorities around consumer and BYO mobility are moving investments into other options thattarget multidevice deployments.

■ Worldwide international presence. RIM partners with more than 580 mobile operatorsworldwide. Many of them offer fixed-rate global data roaming plans for BlackBerry devices only,and many offer flat-rate data plans and data roaming plans. BlackBerry is the most convenientsolution for international travelers, in terms of traffic and international data roaming. The globalpricing plans offer huge cost advantages over other products, and represent the other keycompetitive advantage for RIM in the enterprise market, beyond security and compliance.

■ Unified communications. RIM has a sound strategy to integrate email with voice over InternetProtocol (VoIP), presence and IM on converging infrastructure. BES integrates with Microsoft'sOffice Communications Server (OCS), IBM's Sametime and Novell GroupWise's IM, providingnative clients for the BlackBerry devices. BES also integrates with IBM Lotus Quickr andMicrosoft SharePoint, for which customers need to deploy third-party tools; this is an area that


deserves further deployments in partnership with Microsoft. Finally, BES integrates withcorporate voice systems (legacy and IP PBX).

■ BES Express. RIM offers, free of charge, a limited BES version, with 45 IT policies only, but it isavailable for an unlimited number of users on both Microsoft Exchange Server and IBM LotusNotes. Technical support is not included. This option appeals to organizations with basicsecurity and management requirements to support BlackBerry devices at limited cost.

■ BlackBerry Mobile Fusion. This is an MDM extension for the BES, to manage iOS and Androiddevices, in addition to BlackBerry smartphones and PlayBook tablets. Responding to thegrowing adoption of consumer and BYO devices in the enterprise market, Fusion's newcapabilities are based on the MDM product from ubitexx, acquired earlier in 2011. BlackBerryBalance capabilities enable the separation of corporate and personal content on the device.

■ Cloud strategy. BlackBerry Business Cloud Services for Microsoft Office 365 is a free cloud-based service provided by RIM to Microsoft Exchange Online users on BlackBerry devices. RIMshould implement a more extensive cloud offering, including full BES support, and possibly alsofor non-BlackBerry devices.

Cautions

■ Proprietary, single-source solution. RIM offers a great wireless email experience withhomogeneous BlackBerry deployments, on the server and client sides. BlackBerry's software,from email to application and security support, is available for BlackBerry devices only.Additional capabilities are necessary to support wireless email for non-BlackBerry devices —with more complexity and costs. This, combined with the cost of BES, is an issue fororganizations that must support non-BlackBerry devices. The new BlackBerry Mobile Fusionwill help with management, but it is in beta now and not yet proven in the market.

■ Device competition. RIM's smartphone market share dropped at a global level. iPhone andAndroid devices are the preferred choices for a growing range of employees. Connected tocorporate email servers through their native mobile capabilities, these devices are increasinglysubstituting for BlackBerry devices, and negatively affecting RIM's presence in the enterprisemarket. The growing presence of iPhone and Android devices, often in BYO programs, createsdemand for MDM tools and moves investments in that direction, eroding or replacing BESdeployments.

■ Outages. Widely publicized BlackBerry service outages, happening in NOC infrastructureupgrades, have tarnished RIM's reputation for reliability. Class actions against RIM are ongoingby users affected by service interruptions and lack of information. A growing number oforganizations is reconsidering BES investment because of the latest outage.

■ Technical support appears to be expensive for many customers, particularly when scaling updeployments. Even with free BlackBerry Express licenses, support costs still occur. The newsupport program includes new tiering, incident-based support, and a small-or-midsize-business-specific program; therefore, customers may find more convenient pricing in futurecontracts. On some occasions, customers experienced limited quality in support.


■ Cloud strategy is currently limited to the BlackBerry Business Cloud Services for MicrosoftOffice 365, but more email cloud options exist. Organizations that want to move to cloud emailservices and that choose IBM LotusLive Notes or Google Apps do not find an easy route tomigrate the BlackBerry infrastructure to the cloud. There also is no stand-alone BES cloudoffering. RIM should address these areas during the next 12 months.

Vendors Added or Dropped

We review and adjust our inclusion criteria for Magic Quadrants and MarketScopes as marketschange. As a result of these adjustments, the mix of vendors in any Magic Quadrant orMarketScope may change over time. A vendor appearing in a Magic Quadrant or MarketScope oneyear and not the next does not necessarily indicate that we have changed our opinion of thatvendor. This may be a reflection of a change in the market and, therefore, changed evaluationcriteria, or a change of focus by a vendor.

Added

Two vendors have been added to this Magic Quadrant for the enterprise wireless email market:

■ Google (Gmail)

■ Novell (GroupWise)

Dropped

A number of vendors have been dropped from this Magic Quadrant during the past 12 months, forvarious reasons:

■ CommonTime: This vendor has been progressively refocusing on the mobile enterpriseapplication platform market, reducing efforts around its wireless email product. It is absent frominteractions with and inquiries from Gartner's enterprise clients. CommonTime did not respondto our survey for this research update, and did not provide customer references.

■ Sybase: After it was acquired by SAP, Sybase rapidly moved most its efforts to strategic areasfor SAP, such as mobile enterprise application platforms (with Sybase Unwired Platform [SUP])and MDM (with Afaria). Sybase reduced its focus on the enterprise wireless email market, wherecompetition from email providers was seriously impacting its presence. In 2011, the vendornoticed a growing demand for native mobile email client experience with consumer devices andmedia tablets, and a growing resistance to using proprietary email clients, as per the iAnywhereMobile Office approach; as such, Sybase made the decision to stop evolving and selling thatproduct. On 20 June 2011, Sybase announced to its customers the end of engineering supportfor iAnywhere Mobile Office on 20 June 2012, and a migration plan to SUP and Afaria.

■ Synchronica: This public company is headquartered in the U.K., and has an internationalpresence. Synchronica's core focus is the mobile operator market, especially in emergingeconomies, not the enterprise market. The vendor has limited experience with businessorganizations, and its product road maps do not address the top priorities of these types ofcustomers, such as managing and securing consumer smartphones and employee-owned


devices. Synchronica is absent from interactions with and inquiries from Gartner's enterpriseclients. The vendor did not respond to our survey for this research update, and did not providecustomer references. Nonetheless, Synchronica has had huge growth in the carrier market; thisyear, it acquired Nokia's white-label wireless email business, and revenue was boosted from$0.7 million in 4Q10 to $6.6 million.

Inclusion and Exclusion CriteriaThis set of vendor inclusion criteria covers up to 80% of the total wireless email software and cloudservices market for enterprises. To appear in this Magic Quadrant, vendors must offer wirelessemail software or cloud services suitable for use by organizations. Vendors must also fulfill criteriathat set the minimum technical capabilities required (see the Mandatory Criteria section below).Support for desirable criteria is rated positively. Vendors that qualify for inclusion are depicted inFigure 1; in Note 2, we provide a list of vendors that did not qualify for inclusion.

Mandatory Criteria

To qualify for inclusion in this Magic Quadrant, vendors must meet the following criteria:

■ Single data store for email: All email actions are always processed in a central data store (i.e.,no multiple stores). Temporary copies of messages may be on mobile devices or in the network,but actions are reconciled at the central store. Immediate actions on calendar and contacts arealso required.

■ Behind the firewall: The wireless email server component that communicates with the centralemail data store, and routes email, calendar and contacts to devices, must sit behind thefirewall along with the email server infrastructure. Or, if it is a cloud service, the wireless emailserver component must use a secure link and appropriate Web service technology to connectto the email server behind the firewall. There must be a secure link between devices and thecentral store.

■ Offline support for at least two of these device platforms — iOS, Android, Windows Mobile,Windows Phone 7, BlackBerry OS, QNX: Support for more than two types of device platforms ispreferred. Support for media tablets, in addition to smartphones, is also preferred.

■ Support for multiple devices on multiple mobile networks: Products must not tie customerscontractually to one mobile operator, forcing them to use its services.

■ NOC: if the solution includes an NOC run by the vendor, email must not reside therepermanently or in an unsecured manner.

■ Mobile email client: Support for native email clients on devices and/or support for an alternativeemail client with superior functions is preferred.

■ Security and management: Wireless email offerings must support, at minimum, these policies:(1) complex alphanumeric password and password change enforcement; (2) device lock after a


given period of inactivity; and (3) remote wiping. Support for more security policies above theminimum is rated positively.

■ Installed base: To qualify for inclusion, wireless email offerings must have a total installed baseof end users (mobile email accounts) of at least 50,000 seats. In 2010, market revenue musthave been more than $3 million.

■ Customer references: We require at least three customer references from those that deployedthe wireless email solution and used it for at least six months. The deployment must involve atleast 100 users. These deployments must be independent of a specific mobile operator, andcustomers must be free to change mobile carriers or to connect to multiple mobile networks.

Desirable Criteria

Several other capabilities are desirable, including support for:

■ Push email and PIM: Push delivery must be supported, and it must be easy to disable or turninto downgraded methods, such as user-initiated synchronization, if needed (e.g., whenroaming).

■ Microsoft Exchange Server support: Products are considered better if they also support LotusNotes Domino, GroupWise, and IMAP or POP3 systems.

■ Delivery model: Wireless email solutions can be delivered as on-premises softwareinfrastructure or as a service (alone or as part of a corporate email service offering). Wirelessemail solutions offered through multiple delivery models are rated higher than solutions with asingle delivery model. Integrated offerings for cloud services, or at least a vision and road mapsfor future releases in this area, are rated positively.

■ Attachments: Products that let users download, read, edit and forward an attachment file (e.g.,PowerPoint and Excel) are considered better than solutions that only support attachment view,or editing on a simplified version of the attachment.

■ LDAP or global address lists: For example, the ability to access the directory of corporate emailaddresses for applications other than email.

■ Filtering options: These include a two-step retrieval process in which email headers aredelivered first, followed, in a separate action, by the bodies of any messages the user selects.Filters may allow a partial download of attachments (the first 50 kilobytes), or of email bodies.

■ Enhanced security: Wireless email offerings with support for security policies above theminimum are considered superior. Enhanced security features include multiple encryption andauthentication methods, certificates (especially the U.S. government's Federal InformationProcessing Standard [FIPS] 140-2 certification), local data encryption, selective remote wiping,enhanced password enforcement (e.g., a single password for all client applications on anysupported platforms), containerization (through a sandbox) with encryption and data leakageprevention, to isolate corporate applications and data from personal content. Using native APIsin iOS 4 and iOS 5 and Android OS is also rated positively.


■ Enhanced MDM: Wireless email offerings with support for MDM policies above the minimum areconsidered superior. Enhanced management features include extensive remote management ofmobile devices, such as over-the-air software distribution and upgrades; software installation,configuration and service provisioning; policy enforcement; mobile device and client monitoring;asset management; remote IT administration; and IT and user mobile portals.

■ Media tablet: Enhanced support for corporate wireless email, with security and managementsupport for iPads and other emerging media tablet platforms (e.g., RIM PlayBook, MotorolaXoom and Samsung Galaxy Tab), is considered superior.

■ Data center: Enhanced capabilities of wireless email servers or services (such as scalability,high availability and disaster recovery), are considered superior.

■ Corporate platform integration: Wireless email software products belonging to a wider mobilityplatform suite that encompasses applications, device management and security are consideredmore complete and appropriate for enterprises to support a long-term mobility strategy.Features include access to corporate data and integration with corporate applications from theemail client.

■ Mobile collaboration: Wireless email offerings that provide a single mailbox for personal,corporate and social feeds; unified communications capabilities, such as VoIP, IM andpresence; microblogging and social networking integration; enhanced interface modalities, suchas voice interaction; and integration with enterprise collaboration environments, such asSharePoint and IBM FileNet, are considered superior.

Evaluation Criteria

Ability to Execute

Product/Service: This includes the core goods and services offered by the vendor that compete in/serve the defined market, such as current product/service capabilities, quality, feature sets andskills, whether offered natively or through OEM agreements/partnerships, as defined in the marketdefinition and detailed in the subcriteria. Specific to the enterprise wireless email market are:

■ Predictability of product upgrades and new releases

■ Email servers and heterogeneous architectures supported

■ Devices that support the vendor's wireless email offering using its own client software(considered best), the device's native client software, or Web and WAP browsing

■ Synchronization mechanisms for push and pull email (we consider the former particularlyimportant)

■ NOCs, whether managed by the vendor or by others

■ Wireless networks supported (e.g., general packet radio service, code division multiple accessand Wi-Fi)


■ Security (local, transport, data access, etc.)

■ Additional features, such as a global address list, LDAP, attachments and managementfunctions

■ Remote management and IT administration capabilities

■ Other messaging clients for IM and push-to-talk services, among others

■ Extent of support for new client platforms, applications, and security and MDM technologies

■ Capability to make crucial deals with other technology providers or with mobile operators fordistribution purposes

Overall Viability (Business Unit, Financial, Strategy, Organization): This includes an assessmentof the organization's overall financial health, the financial and practical success of the business unit,and the likelihood that the individual business unit will continue investing in the product, willcontinue offering the product and will advance the state of the art within the organization's portfolioof products. We pay special attention to vendors' financial health. Specific considerations include:

■ Financial goals for the next three years, and the strategy for meeting them

■ Financial growth

■ Profitability, or the strategy to become profitable

■ Contingency plans

■ Investments in branding, advertising and marketing

■ Nature of the company (startup or established, private or publicly owned [including plans to gopublic])

■ Total revenue

■ Revenue from wireless email products (licenses, services, etc.)

■ Expenditures on R&D and market branding

■ Liquidity, capital raised, available cash and monthly burn rate

■ Primary investors, previous round of funding and the ways funds are used

Sales Execution/Pricing: This includes the vendor's capabilities in all presales activities, and thestructure that supports them, such as deal management, pricing and negotiation, presales support,and the overall effectiveness of the sales channel. Specific to the enterprise wireless email marketare:

■ Revenue generated from the sales channel

■ Performance metrics (number of customers [organizations], subscribers [individual workers] andseats [email gateways], in addition to the size of the largest deployment)

■ Number of sales partners, and how the parties apportion revenue


■ Sales training and support, and generation of sales leads

■ Pricing model (its simplicity and transparency, and the inclusion of easy-to-understand pricingfor customers)

Market Responsiveness and Track Record: This refers to the ability to respond, change direction,be flexible and achieve competitive success as opportunities develop, competitors act, customerneeds evolve and market dynamics change. This criterion also considers the vendor's history ofresponsiveness, and addresses the ability of a vendor to understand the needs and expectations ofits market, and how it will execute to satisfy established and potential new customers.

Marketing Execution: This is an assessment of the clarity, quality, creativity and efficacy ofprograms designed to deliver the organization's message to influence the market, promote thebrand and business, increase awareness of the products, and establish a positive identification withthe product/brand and organization in the minds of buyers. This mind share can be driven by acombination of publicity, promotional initiatives, thought leadership, word-of-mouth and salesactivities. Specific to the enterprise wireless email market are:

■ Marketing alliances

■ Cobranding strategy with mobile operators, device manufacturers and others

■ Extent of local deals with mobile operators

■ Number of direct competitors

■ Structure of marketing department

Customer Experience: This refers to the relationships, products and services/programs that enableclients to be successful with the products evaluated. Specifically, this includes the ways customersreceive technical support and/or account support. This can also include ancillary tools, customersupport programs (and the quality thereof), availability of user groups, SLAs, etc. Specificconsiderations include:

■ The ways in which customers receive technical and other support, and reports of good and badexperiences

■ Customers' freedom to use different mobile operators, and to switch from their initial choice ofoperators to others without having to change software infrastructures and/or devices

■ Customer feedback on products, services, prices, etc. (based on information we gather from aWeb-based questionnaire for reference customers, and from conversations with many of ourclients)

Operations: This is an assessment of the ability of the organization to meet its goals andcommitments. Factors include the quality of the organizational structure, such as skills,experiences, programs, systems and other vehicles that enable the organization to operateeffectively and efficiently on an ongoing basis. Specific considerations include (see Table 1):


■ Total number of employees in different countries, and the extent of the company's presence inthose countries

■ Number of staff in important departments, such as sales, marketing and R&D

■ Cohesiveness of management board

■ Strategy to create global presence

■ Customer service and the structure of its provision

■ Existence of an offshore development center

■ Pending lawsuits against the vendor

Table 1. Ability to Execute Evaluation Criteria

Evaluation Criteria Weighting

Product/Service high

Overall Viability (Business Unit, Financial, Strategy, Organization) standard

Sales Execution/Pricing high

Market Responsiveness and Track Record high

Marketing Execution standard

Customer Experience high

Operations high


Completeness of Vision

Market Understanding: This refers to the ability of the vendor to understand buyers' wants andneeds, and to translate those into products and services. Vendors that show the highest degree ofvision listen to and understand buyers' wants and needs, and can shape or enhance them with theiradded vision. Specific considerations include:

■ Support for multiple client platforms and multiple email servers

■ Commitment to porting email and PIM client software to different hardware platforms

■ Commitment to interoperability and standard adoption

■ Support for corporate data access and applications

■ Security and device management


■ Independence from mobile operators

■ Clarity of product road map

■ Price simplification and reduction

■ Understanding the competition

Marketing Strategy: This includes a clear, differentiated set of messages consistentlycommunicated throughout the organization, and externalized through the website, advertising,customer programs and positioning statements. Specific considerations include:

■ Go-to-market strategy (e.g., selling direct to customers, or indirectly via mobile operators andvalue-added resellers)

■ Focus on specific customer segments, as opposed to broadness of scope

■ Branding, advertising and public relations strategy

Sales Strategy: This refers to the strategy for selling products that uses an appropriate network ofdirect and indirect sales, marketing, service, and communication affiliates that extend the scopeand depth of market reach, skills, expertise, technologies, services and the customer base. Specificconsiderations include:

■ Overall sales strategy

■ Distribution strategy

■ Strategy for distribution channels and resellers

■ Cobranding deals with OEMs, such as handset makers

■ Structure of sales department

■ Strategy for expanding sales and distribution

■ Strategy for increasing the installed base of products

Offering (Product) Strategy: This is an assessment of the vendor's approach to productdevelopment and delivery that emphasizes differentiation, functionality, methodology and featuresets as they map to current and future requirements. Specific considerations include:

■ Speed of developing and enhancing products in relation to market requirements

■ Partnerships with other technology companies to accelerate development of new features (e.g.,greater security and support for more client platforms)

■ Support of and adherence to standardization efforts

■ Integration of software with IM, network presence information, VoIP services, etc.

Business Model: This refers to the soundness and logic of the vendor's underlying businessproposition. Specific considerations include:


■ Strength of focus on wireless email and PIM products (that is, whether the vendor also hasmajor interests in items such as white-label offerings, desktop synchronization software andmobile applications designed for specific industries)

■ Degree of focus on enterprise customers

■ Partnerships with other types of companies, such as mobile operators and handsetmanufacturers, with corresponding revenue streams; revenue sharing

Vertical/Industry Strategy: This is an assessment of the vendor's strategy to direct resources,skills and offerings to meet the specific needs of individual market segments, including verticalmarkets. This criterion is not considered relevant for the enterprise wireless email market.

Innovation: This refers to direct, related, complementary and synergistic layouts of resources,expertise, and capital for investment and/or consolidation (for defensive or pre-emptive purposes).Specific considerations include:

■ Resources available for R&D, and the innovation process

■ Expertise or capital available for investment

■ Recent steps toward consolidation (that is, mergers and acquisitions)

■ Innovative deals with distributors, OEMs and mobile operators, among others

Geographic Strategy: This refers to the vendor's strategy to direct resources, skills and offerings tomeet the specific needs of geographies outside the "home" or native geography, either directly orthrough partners, channels and subsidiaries as appropriate for that geography and market. Specificconsiderations include (see Table 2):

■ Vendors' presence in foreign markets, and their plans to be there in the short term


Table 2. Completeness of Vision Evaluation Criteria

Evaluation Criteria Weighting

Market Understanding high

Marketing Strategy high

Sales Strategy high

Offering (Product) Strategy high

Business Model standard

Vertical/Industry Strategy no rating

Innovation standard

Geographic Strategy high


Quadrant Descriptions

Leaders

Vendors classified as Leaders have seen continuous growth in their installed bases of wireless emailgateways and subscribers. They are the subjects of most inquiries from Gartner clients aboutwireless email product strategy and selection. Leaders have established positions in several areasof technology, and pursue innovation in areas related to wireless email product features andservices. They are good at communicating the value of their offerings, have a wide geographicalpresence, and have extensive plans for sales and distribution. Comments from clients must point toa high degree of satisfaction with the level of support provided, and to operational excellence.

Challengers

Challengers in the wireless email software market typically have a strong client base to which theycan sell, or an established presence in this market. However, they lack vision in one or more areas— often, product design, marketing or sales.

Visionaries

Visionary vendors often have a compelling technical vision, but have yet to determine how to growin other respects. Some are large companies that understand the market and have an idea of howto address its needs, but have so far been unable to fulfill their plans.


Niche Players

These vendors are typically small players dedicated to a specific market geography, sector orapproach, or they are larger companies that have not shown a strong presence in this market. Bothtypes of vendors normally have limited marketing, sales and operations capabilities. Their productssupport a narrow range of email server products or standards. For smaller players, the overallsituation (financial, strategy and organization) may be weak. They may have prioritized other areasof the business at the expense of investing in wireless email products. We generally advise clientsto choose these vendors if they offer features uniquely suited to their organizations' needs. Eventhen, it is worth planning for alternative support, in case the Niche Player leaves the market.

ContextThe commoditization of wireless email capabilities and the growing adoption of BYO consumerdevices for business is disrupting and transforming the enterprise wireless email market.Increasingly, organizations use the email server's native capabilities to support mobile devices,instead of using traditional wireless email gateways. In doing so, they must deploy complementaryMDM capabilities to keep control of corporate email on such devices.

In 2011, a growing number of organizations reduced or moved investments away from wirelessemail gateways and into MDM products or services to use in combination with email server or cloudservices. Gartner covers this market in detail in "Magic Quadrant for Mobile Device ManagementSoftware," and the products are covered in "Critical Capabilities for Mobile Device Management."

Purely wireless email product vendors have been under significant pressure by competition fromemail server vendors in the past five years, and some have left the market (e.g., in 2011, Sybaseretired its iAnywhere Mobile Office product). Other vendors developed complementary MDM andapplication development tools that are today commercialized independently of the wireless emailproducts (e.g., Excitor and Notify Technology). Instead, RIM and Good Technology have expandedtheir wireless email products into complementary areas, such as MDM, security, collaboration andapplication development; however, they sell all these capabilities as part of all-in-one mobilitysuites, centered around email.

The slow, but progressive, trend of migrating corporate email infrastructure into the cloud is settingnew requirements for enterprise wireless email, forcing vendors to prioritize integration of theirproducts with key cloud email offerings.

The market is heading toward being absorbed by email vendors, such as Microsoft, IBM andGoogle. Meanwhile, MDM tools enforcing security and management policies that complement theemail server's native mobile ones will see growing adoption. Specialized wireless email gatewaysproviders (such as RIM and Good Technology) remain the first choice for organizations withcompliance and security priorities, and for which certifications and deep control are paramount.

In terms of demand, most organizations maintain hybrid deployments to deliver corporate email ona variety of mobile devices. To support iOS, Android, Symbian and Windows devices, they useeither the email server's native mobile capabilities (often combined with MDM tools), or a dedicated


enterprise wireless email software gateway with security and management, such as GFE. Use ofBlackBerry devices is rapidly shrinking, in favor of consumer and often personal mobile devices;organizations predominantly use RIM's BES to support them, or they use Notify Technology'sproduct, in combination with RIM's BIS on personal devices. As organizations liberalize the devicechoices they support, the BlackBerry device population has decreased. This has reduced demandon the BES, and, because other devices can connect directly to the email server, IT organizationsare questioning their investment in the BES.

Stakeholders should use this Magic Quadrant to understand today's wireless email market and itsevolution, and to make tactical and informed decisions regarding products and services thatsupport their long-term mobility strategies.

Market OverviewThe market for enterprise wireless email is mature and commoditized; most new users come fromthe expansion of old deployments. Wireless email is a business-critical application for most mobileworkers, and the entry point for many consumer and BYO mobility programs.

The core capabilities of wireless products and services are increasingly interchangeable.Standardization and interoperability driven by Microsoft EAS are making wireless email supportmore commoditized, as they are freely available in email products like Microsoft Exchange Serverand Office 365 services, IBM Lotus Notes, Novell GroupWise, and Google. All email vendors offermobile support at no additional cost. Also, RIM offers BES Express for free, as well as free supportfor cloud-based BES services in the Microsoft Office 365 cloud services bundle.

Email server vendors are seeing increasing adoption of the native mobile capabilities in theirproducts by their customer bases, in combination with MDM products or services that can enforcepolicies and controls on wireless email, as well as on other applications. This commoditization trendsubjects wireless email gateway vendors to strong and increasing competition, and forces them todifferentiate in other areas, such as collaboration, applications, MDM and cloud.

Overall, the market is characterized by two different types of vendors that offer enterprise wirelessemail capabilities:

■ Email vendors (offering wireless support as a capability of the server or cloud service), with amore than 80% share of total business wireless email accounts. Microsoft dominates in thissegment (as a reflection of its lead in the email server market), followed at a significant distanceby IBM and other email server vendors. IBM was a late entrant, but is now catching up withenhancements to its wireless email product, Lotus Notes Traveler. Google is also emerging as acloud email player.

■ Wireless email product vendors (offering a software gateway and possibly a client application),with an 18% share of total business wireless email accounts. RIM and Good Technology lead inthis space, followed by Excitor and Notify Technology. The remaining 2% of accounts comefrom carriers' and ISPs' services, implementing white-label wireless email products.


Commoditization is putting wireless email product vendors under pressure. As a result, somevendors have dropped out of this market, such as Sybase, Synchronica and CommonTime. RIMalso feels significant pressure, due to the growing adoption of non-BlackBerry devices inenterprises, such as iPhones, iPads and Android devices, often through BYO programs.Organizations are increasing their support for such devices, through native email server capabilitiesand the additional management and security capabilities in MDM tools/services, or through securewireless email platforms, such as those from Good Technology and Excitor. RIM is losing tractionas organizations reduce or close BlackBerry deployments to transfer investments to multidevicewireless email platforms or MDM tools.

Recommended ReadingSome documents may not be available as part of your current Gartner subscription.

"Magic Quadrants and MarketScopes: How Gartner Evaluates Vendors Within a Market"

"Microsoft and RIM: Partners in the Cloud"

"IT Market Clock for Enterprise Mobility, 2011"

"Critical Capabilities for Enterprise Wireless E-Mail Software"

"Magic Quadrant for Enterprise Wireless Email Software Market"

"Critical Capabilities for Mobile Device Management"

"Magic Quadrant for Mobile Device Management Software"

"Vendor Rating: Nokia"

"Vendor Rating: Google"

"MarketScope for Email Systems, 2011"

"Google Bids for Enterprise E-Mail With New Mobile Features"

"Android and Other Open Source Platforms Will Drive Innovation in the Smartphone Market"

"Microsoft and Nokia Join Forces to Broaden Both Companies' Addressable Markets"

Note 1 Magic Quadrant Methodology

Gartner uses a comprehensive methodology to build Magic Quadrants in relation to an establishedmarket. We select vendors to be included in the Magic Quadrant based on a list of criteria thatdetermines the market or a relevant subset of it. Qualified vendors are invited to complete anextensive Web survey that collects information about the company, its product and services, and itsmarket — looking at finances, marketing, sales, operations and technologies. The survey'squestions focus on vendors' completeness of vision and their ability to put their plans into practice


(ability to execute). In addition to the survey, we base our assessment on extensive marketknowledge, built up through continuous communication with vendors, handset manufacturers,mobile operators and many user organizations.

To decide where to place each vendor on the Magic Quadrant, we use a set of evaluation criteria.These criteria explore the most important aspects of a vendor's vision and execution. A combinedrating is calculated for each vendor, using a proportional average of the ratings for each executionand vision criterion. The execution ratings indicate how well we think a vendor is doing today; thevision ratings indicate how well we think it might do in the future. These results are plotted on theMagic Quadrant to give a visual representation of each vendor's position (see "Magic Quadrantsand MarketScopes: How Gartner Evaluates Vendors Within a Market").

Note 2 Not Included in This Magic Quadrant

Product Vendors

■ Apriva: A small U.S.-based company, Apriva sells a push email solution for Windows Mobiledevices. The vendor didn't meet the qualification criterion for the size of reference deployments.

■ Critical Path-Mirapoint: Critical Path acquired Mirapoint in 2010. The new company works withservice providers, and indirectly with enterprise and university markets. It does not offer nativesupport for wireless email, nor does it have a stand-alone product. Its strategy is to use third-party tools that enable the addressing of a large range of devices with push email. The vendor'spartners include Notify Technology and Good Technology. This vendor is not included in theMagic Quadrant because its offerings are based on third-party products that are alreadyincluded.

■ Fenestrae: Based in the Netherlands, this company is active in mobile messaging, and also sellsa mobile email product called Mobile Data Server, based on SyncML and browse technology.Fenestrae supports a broad range of devices targeted primarily to service providers and carriersthrough a hosted model. As such, it does not belong in the market considered for this MagicQuadrant.

■ Funambol: This U.S.-based company offers an open-source software platform for push emailand PIM, and cloud synchronization, based on SyncML. It addresses mobile operators andservice providers through a commercial version. It also offers a community (free) version,downloaded by thousands of organizations. It supports any SyncML and Java device, inaddition to all mobile smartphones, including BlackBerrys. Funambol does not qualify forinclusion because, despite the many hundreds of organizations using its free, community-basedopen-source software version, it cannot provide references, because it has no direct relationswith those organizations.

■ OpenHand: Based in Iceland, this company sells a product called OpenHand Enterprise Serverfor Exchange, mostly in Europe and South Africa. OpenHand was not included in this MagicQuadrant because it did not meet the inclusion criteria.


■ Oracle: Oracle no longer offers the Oracle Mobile Push Mail solution; however, in 2008, itreleased Beehive collaboration software, which includes mobile access to Oracle CollaborationSuite (including email). The vendor was not included because it did not meet the inclusioncriteria.

■ Seven: A U.S.-based company, Seven has a relevant presence in North America and in someAsia/Pacific markets, and also has a presence in Europe, thanks to the acquisition of SmartnerInformation Systems in 2005. The company sells a white-label product to service providers andmobile operators for consumers, and for the low-end enterprise market of professionalconsumers and small businesses. Seven also offers IM and social network integration withmobile email and messaging. The vendor does not qualify for inclusion because it could notprovide enterprise references.

■ VMware Zimbra: VMware Zimbra's email system targets small or midsize businesses (with 100to 5,000 users), can be used to deploy a private cloud for email, and offers support for mobiledevices. While meeting the qualification criteria, the vendor was not included because customerreferences were not provided in time.

■ Synchronica: This public company, based in the U.K., is rapidly growing in emerginggeographies. Most of its business focuses on mobile operators with its white-label wirelessemail platform. Synchronica also sells a product for businesses called Mobile GatewayEnterprise Edition, but we do not see a demand for it in our client interactions. The vendor didnot provide customer references.

■ LRW Technologies: Until a few years ago, this vendor's name was LRW Digital and wasincluded in this Magic Quadrant. Now, it is also known as Little Red Wagon. It is a small player,with a U.S.-centric presence only, mostly working with government organizations. There is nodemand for this vendor among our client base.

■ Other vendors: Many more companies claim to have wireless-email-related offerings, some on apurely regional basis and others as startups, but with limited or no relevance for enterprises.Examples include Axis Communications, Berggi, Emoze, Everyone.net, Momail and O3SIS.

Carriers

Many mobile operators have a mobile email offering; in most cases, they have portfolios of solutionsfor different market segments. For example, Vodafone's portfolio includes BlackBerry, MicrosoftDirect Push Technology and Vodafone Push Email (based on Visto's platform). Similar offeringscome from major carriers in Europe (e.g., T-Mobile, Telecom Italia Mobile and Orange), and in theU.S. (e.g., Cingular, Verizon and Sprint Nextel). Increasingly, mobile operators are offering unlimiteddata plans, particularly with Microsoft email bundles, or pay-as-you-go contracts for BlackBerrybundles. Mobile operators see wireless email as a high-potential area, and are trying to expand theirofferings with remote device management and security services. Mobile-operator-branded wirelessemail offerings based on white-label products are not appropriate for midsize-to-largeorganizations, because they tend to lock users into the mobile operator's network, and often lacksuitable business-class support infrastructure. These offerings are intended mainly for smallbusinesses and professional consumers.


Evaluation Criteria Definitions

Ability to Execute

Product/Service: Core goods and services offered by the vendor that compete in/serve the defined market. This includes current product/service capabilities, quality,feature sets, skills, etc., whether offered natively or through OEM agreements/partnerships as defined in the market definition and detailed in the subcriteria.

Overall Viability (Business Unit, Financial, Strategy, Organization): Viability includesan assessment of the overall organization's financial health, the financial and practicalsuccess of the business unit, and the likelihood of the individual business unit tocontinue investing in the product, to continue offering the product and to advance thestate of the art within the organization's portfolio of products.

Sales Execution/Pricing: The vendor's capabilities in all pre-sales activities and thestructure that supports them. This includes deal management, pricing and negotiation,pre-sales support and the overall effectiveness of the sales channel.

Market Responsiveness and Track Record: Ability to respond, change direction, beflexible and achieve competitive success as opportunities develop, competitors act,customer needs evolve and market dynamics change. This criterion also considers thevendor's history of responsiveness.

Marketing Execution: The clarity, quality, creativity and efficacy of programs designedto deliver the organization's message in order to influence the market, promote thebrand and business, increase awareness of the products, and establish a positiveidentification with the product/brand and organization in the minds of buyers. This"mind share" can be driven by a combination of publicity, promotional, thoughtleadership, word-of-mouth and sales activities.

Customer Experience: Relationships, products and services/programs that enableclients to be successful with the products evaluated. Specifically, this includes the wayscustomers receive technical support or account support. This can also include ancillarytools, customer support programs (and the quality thereof), availability of user groups,service-level agreements, etc.

Operations: The ability of the organization to meet its goals and commitments. Factorsinclude the quality of the organizational structure including skills, experiences,programs, systems and other vehicles that enable the organization to operateeffectively and efficiently on an ongoing basis.

Completeness of Vision

Market Understanding: Ability of the vendor to understand buyers' wants and needsand to translate those into products and services. Vendors that show the highest


degree of vision listen and understand buyers' wants and needs, and can shape orenhance those with their added vision.

Marketing Strategy: A clear, differentiated set of messages consistentlycommunicated throughout the organization and externalized through the website,advertising, customer programs and positioning statements.

Sales Strategy: The strategy for selling product that uses the appropriate network ofdirect and indirect sales, marketing, service and communication affiliates that extendthe scope and depth of market reach, skills, expertise, technologies, services and thecustomer base.

Offering (Product) Strategy: The vendor's approach to product development anddelivery that emphasizes differentiation, functionality, methodology and feature set asthey map to current and future requirements.

Business Model: The soundness and logic of the vendor's underlying businessproposition.

Vertical/Industry Strategy: The vendor's strategy to direct resources, skills andofferings to meet the specific needs of individual market segments, including verticals.

Innovation: Direct, related, complementary and synergistic layouts of resources,expertise or capital for investment, consolidation, defensive or pre-emptive purposes.

Geographic Strategy: The vendor's strategy to direct resources, skills and offerings tomeet the specific needs of geographies outside the "home" or native geography, eitherdirectly or through partners, channels and subsidiaries as appropriate for thatgeography and market.


Regional Headquarters

Corporate Headquarters56 Top Gallant RoadStamford, CT 06902-7700USA+1 203 964 0096

Japan HeadquartersGartner Japan Ltd.Aobadai Hills, 6F7-7, Aobadai, 4-chomeMeguro-ku, Tokyo 153-0042JAPAN+81 3 3481 3670

European HeadquartersTamesisThe GlantyEghamSurrey, TW20 9AWUNITED KINGDOM+44 1784 431611

Latin America HeadquartersGartner do BrazilAv. das Nações Unidas, 125519° andar—World Trade Center04578-903—São Paulo SPBRAZIL+55 11 3443 1509

Asia/Pacific HeadquartersGartner Australasia Pty. Ltd.Level 9, 141 Walker StreetNorth SydneyNew South Wales 2060AUSTRALIA+61 2 9459 4600

© 2011 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. Thispublication may not be reproduced or distributed in any form without Gartner’s prior written permission. The information contained in thispublication has been obtained from sources believed to be reliable. Gartner disclaims all warranties as to the accuracy, completeness oradequacy of such information and shall have no liability for errors, omissions or inadequacies in such information. This publicationconsists of the opinions of Gartner’s research organization and should not be construed as statements of fact. The opinions expressedherein are subject to change without notice. Although Gartner research may include a discussion of related legal issues, Gartner does notprovide legal advice or services and its research should not be construed or used as such. Gartner is a public company, and itsshareholders may include firms and funds that have financial interests in entities covered in Gartner research. Gartner’s Board ofDirectors may include senior managers of these firms or funds. Gartner research is produced independently by its research organizationwithout input or influence from these firms, funds or their managers. For further information on the independence and integrity of Gartnerresearch, see “Guiding Principles on Independence and Objectivity” on its website, http://www.gartner.com/technology/about/ombudsman/omb_guide2.jsp.


http://www.gartner.com/technology/about/ombudsman/omb_guide2.jsp

http://www.gartner.com/technology/about/ombudsman/omb_guide2.jsp

Market Analyst(s): Monica Basso Magic Quadrant for Enterprise Wireless Email · 2018-03-07 ·...

Documents

Transcript of Market Analyst(s): Monica Basso Magic Quadrant for Enterprise Wireless Email · 2018-03-07 ·...