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Global Mobile VPN Products Market:
Meeting the Wireless Security Challenge with an Emerging VPN
for the Remote Worker
Global
N9B3-74
September 2011
2<N9B3-74>
Research Team
Martha Vazquez
Industry Analyst, Network Security
(001) 210-247-3864
Martha.vazquez@frost.com
Jennifer Bates
Director of Consulting & Network Security
(001) 940-455-7475
Jennifer.Bates@frost.com
Alpa Shah
Vice President of Research, ICT
(001) 650-475-4556
Alpa_Shah@frost.com
3<N9B3-74>
Contents
Section Slide Numbers
Executive Summary 4
Market Overview 10
Total Market -
• External Challenges: Drivers and Restraints 17
• Forecasts and Trends 26
• Market Share and Competitive Analysis 53
North America Breakdown 86
Europe, Middle East and Africa (EMEA) Breakdown 92
Asia Pacific (APAC)Breakdown 98
Latin America Breakdown 104
The Last Word (Conclusions and Implications) 110
Appendix 114
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Executive Summary
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Executive Summary
• Wireless Internet connectivity has become ubiquitous during the last five years. Driven
primarily by lower cost access and integrated connectivity in devices, such as laptops,
tablets, and smartphones, wireless Internet has become a viable option for remote
employees.
• As a result, many businesses and government entities have built remote Internet
capabilities into their operating fabrics.
• Employees are utilizing mobile devices to perform transactions directly at customer
worksites. Protecting these transactions and providing secure connectivity back to the
central office is a critical concern.
• While many mobile security technologies exist, mobile virtual private network (VPN)
technology allows organizations to enhance productivity and operate more effectively
and efficiently by providing secure and persistent connections for remote workers.
• The mobile VPN products market is an emerging market. The Mobile VPN market is
gaining traction because of the explosive growth of mobile devices and the increasingly
stringent regulatory requirements facing organizations.
Source: Frost & Sullivan analysis.
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Executive Summary (continued)
• In 2010, the global mobile VPN products market was valued at $160 million in revenue,
with a compound annual growth rate (CAGR) of 18.4 percent. The North American
region represents the highest percentage of the global market, at 79 percent and
$126.9 million in total revenue.
• In 2010, the top two vertical markets for mobile VPN products were the
telecommunications segment and the government segment. Both of these verticals
have a large number of remote employees with access to sensitive information and
large field service teams.
• The mobile VPN market is forecasted to show solid growth throughout the forecast
period. The market consists of a wide variety of vendors ranging from dedicated
software vendors, such as NetMotion Wireless and Columbitech, to large vendors that
offer a breadth of networking products, such as Cisco and Juniper.
 Source: Frost & Sullivan analysis.
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Executive Summary—Market Engineering Measurements
Market Stage
Growth
Market
Revenues
$160.0 M
(2010)
Market
Units/Volume
832.9
(000)
(2010)
Average Price
Per Unit
$192.1
Market Size at
End of Forecast
Period
$522.0 M
(2015)
Base Year
Market Growth
Rate
21.2%
Compound
Annual Growth
Rate
18.4%
(CAGR)
Customer Price
Sensitivity
5
(scale:1 [low] to 10 [High])
Market
Concentration
38.5%
Degree of
Technical
Change
6
(scale:1 [low] to 10 [High])
Market Overview
Total Mobile VPN Products Market: Global, 2010
For a tabular version click here.
Stable IncreasingDecreasing
(% of market share held by
top 3 companies)
Note: All figures are rounded. The base year is 2010. Source: Frost & Sullivan analysis.
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Number of
Companies that
Exited*
0
(2010)
Number of
Companies that
Entered*
0
(2010)
Number of
Competitors
19
(active market competitors in
base year)
Attachment
Rate
1
(current number of units per
user - Base Year)
Executive Summary—Market Engineering Measurements
(continued)
Competitor Overview
Stable IncreasingDecreasing
Total Addressable Market
Replacement
Rate
18
Months
(average period of unit
replacement)
Current
Potential Users
3.1 M
(Revenue/ Average Sales
Price)
Total Addressable Market
Industry Advancement
Marketing
Spend as a
Percent of
Market Revenue
5.5%
Average R&D
Spend by
Product
$5.5M
Maximum
Attachment
Rate
2
(maximum potential number
of units per user)
•Companies with revenue > $1M revenue. Note: All figures are rounded. The base year is 2010.
Source: Frost & Sullivan analysis.
Average
Product
Development
Time
15
Months
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Executive Summary—CEO’s Perspective
2
The mobile VPN market is expected to
reach $382 million by 2015.
3
The demand for mobile VPN
technologies is increasing as
businesses adopt more mobile devices.
4
Mobile VPNs will be integrated into
other security solutions instead of
remaining a separate product.
5
The adoption of mobile VPN products
continues to grow outside the telecom
and government verticals.
1
The mobile VPN market is in a growth
stage, with a CAGR of 18.4 percent.
Source: Frost & Sullivan analysis.
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Market Overview
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Market Overview—Definitions
• A mobile VPN is a VPN with specific features designed to provide secure connectivity and
persistence over wireless networks. While other technologies, such as mobile Internet protocol
(IP), IPSec, or Secure Sockets Layer (SSL) VPNs, provide similar functionality, mobile VPNs unify
persistence and security features into a single product built for wireless coverage.
• A mobile VPN allows devices to work across a variety of public or private networks, wired or
wireless. These networks include wired local area networks (LAN), Wi-Fi networks, hotspots, and
many varieties of wireless wide area networks (WANs) provided by different wireless carriers and
satellite networks.
• A mobile VPN solution may also include additional reporting, management, and control features.
Frost & Sullivan also sees many traditional network access control (NAC) vendors partnering with
vendors in this space, and some mobile VPN vendors have developed their own NAC solutions.
• Frost & Sullivan requires the following features to be present in a mobile VPN solution for
inclusion in this study:
o Session Persistence - Traditional VPN users lose connectivity once they roam into different
wireless networks, whereas mobile VPN users do not. The virtual IP address for each
mobile VPN client remains the same, even when the IP address changes. The network
connection is always on through a persistent IP address.
Source: Frost & Sullivan analysis.
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Market Overview –Definitions (continued)
• Application persistence - As mobile VPNs pass through different networks, the application
sessions are sustained, even when connectivity is lost.
• Traditional VPNs lose application sessions, which causes data loss and forces users to restart
applications.
• Network transparency - When switching networks, the mobile VPN is transparent to the user and
does not compromise security or privacy. The application interface remains the same.
• Bandwidth optimization - Mobile VPNs use a variety of optimization features to reduce network
consumption and to lower bandwidth constraints thus lowering costs for organizations.
Source: Frost & Sullivan analysis.
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Market Overview—Definitions (continued)
• North America refers to the United States and Canada.
• Europe, the Middle East, and Africa (EMEA) includes countries in Europe, including
Eastern European countries and countries in Western Asia, and countries in Africa.
• Asia-Pacific (APAC) refers to countries in East and Southeast Asia, including Japan and
Australia.
• Latin America (LATAM) refers to Mexico, Central and South America.
• This research service/study defines a unit as a single license per user sold by a mobile
VPN vendor to a customer either directly or indirectly through a reseller or a channel
partner.
• The average unit price is calculated by dividing the total product revenue by the number of
licenses sold.
• Revenue is based on original vendor product sales and does not include resale revenue or
products sold by original equipment manufacturer (OEM) partners.
Source: Frost & Sullivan analysis.
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Market Overview—Definitions (continued)
Source: Frost & Sullivan analysis.
• The following list compares VPN Technologies in the total global mobile VPN products market in 2010:
o SSL VPN
• Enables a secure remote connection through a Web browser
• Addresses the needs of mobile workers, customers, and business partners to connect remotely
to their respective corporate resources
• Does not need preinstalled client software but has higher bandwidth costs
o Internet protocol security (IPSec) VPN
• Enables only fixed and site-to-site devices
• IPSec addresses the need for connectivity between remote offices
• Installed on only one device, so client software is needed and the solution is not persistent
o Mobile VPN
• Enables remote site-to-site connection and seamless roaming from any wireless network
• Provides a seamless connection for an application to a wireless network
• Provides data compression and bandwidth optimization when working on legacy wireless
networks
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Is the market growing, how long will it continue to grow and at what rate?
Hypotheses
Market Overview—Key Questions This Study Will Answer
Are the existing competitors structured correctly to meet customer needs?
What are the challenges faced by the mobile VPN vendors in the market? What are the market
trends driving the mobile VPN market?
What are the top growth areas, geographically and vertically for the VPN market?
What are the top distribution methods in the VPN market, and which method posses the fastest
growth? Will partnerships be a key distribution method in the future?
Source: Frost & Sullivan analysis.
Who are the top participants in the mobile VPN market, and is the market ripe for acquisitions?
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Market Overview—Distribution Channels
Market VPN vendors
End Customer
Partnerships
VARs
Total Mobile VPN Products Market: Distribution Channel Analysis, Global, 2010
Key: VARs: value-added resellers
Source: Frost & Sullivan analysis.
Key Takeaway: Partnerships and value-added resellers (VARs) are preferred sources of
market VPN products because of their ability to provide trusted technical guidance.
Online
Direct Sales
10.0%
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External Challenges: Drivers and Restraints—
Total Mobile VPN Products Market
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Drivers and Restraints
MarketDriversMarketRestraints
1-2 years 3-5 years 6-10 yearsIncrease in advanced and complex threats drives
demand for Mobile VPN solutions in order to address
security on wireless devices
Compliance regulations require organizations to
implement additional security
Budget Concerns because of the current
economic situation slows the purchase of
mobile VPN solutions
Explosion of mobile and wireless devices within
organizations drives the demand for Mobile VPN solutions
Need to support multiple operating systems
slows down mobile VPN development and sales
Need for remote accessibility drives the
need for secure and continuous access to
critical data
Costumer confusion about importance of
mobile security solutions delays spending on
products, such as mobile VPNs
Impact: High Medium Low
Total Mobile VPN Products Market: Key Market Drivers and Restraints: Global, 2011-2020
Source: Frost & Sullivan analysis.
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Drivers Explained
• Increase in advanced and complex threats drives demand for Mobile VPN solutions in
order to address security on wireless devices
o The Internet has become a universal platform for conducting business. As a
result, attackers have zeroed in on the Internet for conducting theft and fraud.
Mobile devices are not immune from this trend and both consumers and
organizations are looking for products to secure transactions conducted on
Internet from outside the organization.
o Even though mobility allows workers to demonstrate improved productivity,
organizations have become increasingly concerned with hackers accessing
corporate networks by posing as remote employees. Cybercriminals have shown
they can easily take advantage of users connecting through hot spots or through
unsecured connections, and organizations have little defense against these kinds
of attacks.
o Hackers are constantly looking for new vulnerabilities to exploit, and enterprises
need to be prepared for these zero-day attacks. Using encrypted sessions and
enforcing organizational policies on the mobile endpoint will help to prevent these
attacks.
Source: Frost & Sullivan analysis.
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Drivers Explained (continued)
• Explosion of mobile and wireless devices within organizations drives the
demand for mobile VPN solutions
o Lowered prices and higher speeds for mobile Internet drive mobile devices
into the hands of businesses and consumers.
o Organizations are leveraging the use of personal mobile devices in the
workplace. Today, most employees can access any business application
and can connect to their corporate networks from anywhere through
mobile applications, such as smartphones, laptops, tablets, and netbooks.
o Because more and more work transactions are processed through mobile
devices, security is a heighted concern. Mobile VPN technology and other
mobile security products will be a crucial component as more mobile
devices enter the workplace.
Source: Frost & Sullivan analysis.
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Drivers Explained (continued)
• Compliance regulations require organizations to implement additional security
o The instances of data breaches continue to rise, and organizations are
required to comply with government regulations that help secure customer
data and company financial information.
o As mobile devices become more prevalent and more cyber threats
specifically targeting mobile devices are discovered, the security for mobile
devices must improve.
o Regulation and compliance is a strong driver for all information security
markets, including the mobile VPN market. Verticals and industries
continue to release specific guidance and regulations for information
security. Influential legislation effecting mobile VPN market include: the
Payment Card Industry Data Security Standard (PCI DSS), the Health
Insurance Portability and Accountability Act (HIPAA), the Health
Information Technology for Economic and Clinical Health Act (HITECH),
the Gramm-Leach Bliley Act (GLB) and Sarbanes Oxley (SOX).
Source: Frost & Sullivan analysis.
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Drivers Explained (continued)
• Need for remote accessibility drives the need for secure and continuous
access to critical data
o For remote employees, the ability to access data at all times is critical.
Businesses now expect their employees to be able to log on from any
location. The ability to access the Internet through enhanced wireless
technologies has allowed for applications to be downloaded onto mobile
devices. Employees are using more applications than originally intended.
As more applications are available for mobile or wireless devices,
enterprises are utilizing these applications to increase efficiency and to
enhance productivity.
o Furthermore, falling prices for consumer devices and data plans have
driven organizations to adopt more mobile devices into the workplace.
Because businesses financially benefit from constant employee mobility,
keeping connections secure and persistent is a necessity.
Source: Frost & Sullivan analysis.
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Restraints Explained (continued)
• Budget concerns because of the current economic situation slows the
purchase of mobile VPN solutions
o Since 2008, the global economy has experienced slow growth, causing
many businesses to cut spending. In a majority of organizations, IT has
bee hit hard by spending cuts. As a result, sales cycles have slowed,
which has slowed growth in the overall information security market and for
new security products, specifically.
o Starting in 2010, the economy started to recover, but IT administrators
remain cautious about spending on new security technologies. Frost &
Sullivan believes that the need for mobile device security will outpace the
current hesitation and this market will show steady growth through the
forecast period.
Source: Frost & Sullivan analysis.
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Restraints Explained (continued)
• Need to support multiple operating systems slows down mobile VPN
development and sales
o Mobile devices of the past were Windows laptops and personal digital
assistants (PDAs), but the recent mobile-device market explosion has
resulted in an array of mobile devices. Employees are no longer limited to
Windows devices, but are using Macs, iPhones, Androids, Blackberries,
and Symbian devices to connect to corporate networks.
o Mobile VPN vendors are now scurrying to offer solutions for these broad-
based platforms. This restraint will decrease as mobile VPN vendors offer
a larger portfolio for these diverse operating systems. Many mobile VPN
vendors have support on the roadmap or in development for these
platforms, and this restraint will lessen over the next 18 months as
development and product releases catch up with demand.
Source: Frost & Sullivan analysis.
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Restraints Explained
• Costumer confusion about importance of mobile security solutions delays
spending on products, such as mobile VPNs
o Enterprise architects are still discovering more security measures are
needed as they adapt to more wireless devices connecting to their
networks. These security issues have perplexed information (IT)
administrators on how to implement proper security measures for wireless
devices.
o Many organizations attempting solve mobile security challenges look to
traditional VPN solutions, such as SSL or IPSec VPN. Mobile VPN
vendors have to educate IT buyers before they can influence their buying
decisions.
o Despite high adoption by many organizations, many organizations remain
reluctant to adopt mobile devices because of the potential security risks
associated with allowing remote employees to access corporate networks.
Source: Frost & Sullivan analysis.
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Forecasts and Trends—Total Mobile VPN Products
Market
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MEASUREMENT NAME MEASUREMENT TREND
Market Stage (Nascent, Growth, Mature) Growth —
Market revenue(2010) $160.0 M ▲
Market Units/Volume (2010) 83.9 (000) ▲
Average Price Per Unit $192.1 ▼
Market Size at End of Forecast Period (2015) $382.0 M ▲
Base Year Market Growth Rate 21.2% ▼
Compound Annual Growth Rate (CAGR) 18.4% —
Customer Price Sensitivity (scale of 1 to 10, Low to High) 5 ●
Degree of Technical Change (scale of 1 to 10, Low to High) 7 ▲
Market Concentration (% of base year market controlled by top 3 competitors) 38.5% ▼
Market Engineering Measurements
Note: All figures are rounded. The base year is 2010. Source: Frost & Sullivan analysis.
TREND
Decreasing Stable Increasing
▼ ● ▲
Market Overview
Total Mobile VPN Products Market: Global, 2010
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Replacement Rate (average period of unit replacement) 18 Months ●
Attachment Rate (current number of units per user - 2010) 1 ●
Maximum Attachment Rate (maximum potential number of units per user - 2010) 2 ●
Base Year 2010 (Potential Users or Addressable Market) 3.1 M ●
MEASUREMENT NAME MEASUREMENT TREND
Number of Competitors (active market competitors in base year) 19 ●
Number of Companies that Exited in Base Year* 0 ●
Number of Companies that Entered in Base Year* 0 ●
Market Engineering Measurements (continued)
Competitor Overview
Total Addressable Market
Note: All figures are rounded. The base year is 2010. Source: Frost & Sullivan analysis.* Companies with >$1M revenue.
TREND
Decreasing Stable Increasing
▼ ● ▲
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MEASUREMENT NAME MEASUREMENT TREND
Average Product Development Time 15 Months ●
Average R&D Spend by Product $5.5 M ▲
Marketing Spend as a Percent of Market Revenue 5.5% ●
Market Engineering Measurements (continued)
TREND
Decreasing Stable Increasing
▼ ● ▲
Industry Advancement
Note: All figures are rounded; base year is 2010. Source: Frost & Sullivan analysis.
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Forecast Assumptions
The forecast for mobile VPN market revenue and unit shipment prices are based on
numerous assumptions, including the following factors:
• New cyber security requirements and legislation to be released in 2012 and 2013
• Continued product development and new features expected between 2010 and
2013
• Continued cyber terrorism and data-security breaches throughout the forecast
period
• A significant increase in number mobile devices entering organizations through 2015
• Continued concerns around unsecure mobile devices entering enterprise space
• Increased competition from traditional VPN security solutions from 2011 to 2015
• The integration and consolidation of VPN clients onto new mobile devices
Source: Frost & Sullivan analysis.
31<N9B3-74>
Note: All figures are rounded; the base year is 2010. Source: Frost & Sullivan analysis.
Total Mobile VPN Market Unit Shipment and Revenue
Forecast
Key Takeaway: An increase in using wireless devices will fuel revenue
growth through 2015.
2007 2008 2009 2010 2011 2012 2013 2014 2015
Revenue 90.0 110.0 132.0 160.0 193.0 230.0 275.0 325.0 382.0
Units 441.4 550.3 673.6 832.9 1025.1 1246.6 1520.9 1834.2 2199.9
0.0
500.0
1000.0
1500.0
2000.0
2500.0
0.0
50.0
100.0
150.0
200.0
250.0
300.0
350.0
400.0
450.0
Units(000s)
Revenue($Million)
Year
Total Mobile VPN Products Market Unit Shipment and Revenue
Forecast, Global, 2007-2015
CAGR = 18.4%
32<N9B3-74>
Unit Shipment and Revenue Forecast Discussion
• The global mobile VPN market was in a growth stage in 2010, with an estimated $160
million in revenue. The market is expected to grow at a CAGR of 18.4 percent
throughout the forecast period. The base year growth was 21.2 percent in 2010. The
market is expected to generate $382 million in revenue by 2015.
• High growth was expected for the mobile VPN market in a 2008 study; however, actual
growth was slower than forecasted because of the competition increase and the
popularity of a variety of operating systems in the device market. Most mobile VPN
vendors have been slow in offering broader platforms and have focused on the Windows
platform. As a result, growth during the forecast period is expected to be approximately
18.4 percent healthy but lower than many other security markets.
• The number of units represents the number of users purchasing mobile VPN solutions.
In 2010, the number of units was estimated at 832.9 thousand and was predicted to
reach 3.1 million users by 2015. The average sales price used to determine the number
of units was estimated to be $192.1 per user. The price is expected to reach $173.60 per
user by 2015 and is expected to decline as more competitors begin offering similar
solutions and the demand increases because of the number of various endpoints
entering the business market.
Source: Frost & Sullivan analysis.
33<N9B3-74>
Note: All figures are rounded; the base year is 2010. Source: Frost & Sullivan analysis.
Total Mobile VPN Products Market Pricing Trends and
Forecast
Key Takeaway: Prices are expected to decline slightly at a -2.0 percent CAGR during the
next five years.
2007 2008 2009 2010 2011 2012 2013 2014 2015
Average Price 203.9 199.9 195.9 192.1 188.3 184.5 180.8 177.2 173.2
155.0
160.0
165.0
170.0
175.0
180.0
185.0
190.0
195.0
200.0
205.0
210.0
AveragePrice($)
Year
Average Price for Mobile VPN Products
Total Mobile VPN Products Market: Global, 2007-2015
CAGR=-2.0%
34<N9B3-74>
Pricing Trends and Forecast Discussion
• The pricing for the mobile VPN market differs somewhat from the traditional SSL or IPSec VPN
vendors who charge for the number of deployed users. Mobile VPN vendors have a variety of
sales models. Some vendors may sell a clients to a company and then include the server for free.
Other vendors may place the client for free within the device and make up the revenue from
hardware or support services.
• The average sales price in 2010 was $192.1 per user. The average sales price is expected to
reach $173.2 per user by 2015. Prices are expected to decline as more competitors begin offering
similar solutions increasing competition. Not included in this pricing are annual maintenance fees
that range from 20 to 30 percent of the cost.
• Mobile VPN pricing can vary, depending on the featured set or solution and the contract size. The
pricing can also change, depending on the service or the maintenance model the client chooses.
Dedicated mobile VPN vendors are experiencing increased competition from traditional network
equipment vendors, such as Juniper and Cisco. Cisco, for example, has a solution that includes
many of the benefits of a mobile VPN, such as seamless roaming and application persistence.
Stand-alone mobile VPN vendors continue to add separate modules into the mobile VPN solution
as a means to differentiate themselves from other traditional SSL VPN vendors.
Source: Frost & Sullivan analysis.
35<N9B3-74>
Note: All figures are rounded; the base year is 2010. Source: Frost & Sullivan analysis.
Total Mobile VPN Market Percent Revenue Forecast by
Region
Key Takeaway: The North American market will remain the key adopter for newer
technologies.
0.0%
20.0%
40.0%
60.0%
80.0%
100.0%
2007 2008 2009 2010 2011 2012 2013 2014 2015
Latin America 5.0 4.9 5.0 5.0 5.1 5.2 5.3 5.5 5.7
APAC 5.0 5.2 5.4 5.5 5.6 5.8 6.0 6.1 6.2
EMEA 9.9 10.2 10.1 10.2 10.3 10.4 10.6 10.8 11.1
North America 80.1 79.7 79.5 79.3 79.0 78.6 78.1 77.6 77.0
%Revenue
Year
Total Mobile VPN Products Market Percent Revenue Forecast by
Region, 2007–2015
36<N9B3-74>
Revenue Forecast by Region
Total Mobile VPN Products Market: Revenue Forecast by Region, 2007-2015
Year North America
($ Million)
EMEA
($ Million)
APAC
($ Million)
Latin America
($ Million)
2007 72.1 8.9 4.5 4.5
2008 87.7 11.2 5.7 5.4
2009 104.9 13.3 7.1 6.6
2010 126.9 16.3 8.8 8.0
2011 152.5 19.9 10.8 9.8
2012 180.8 23.9 13.3 12.0
2013 214.8 29.2 16.5 14.6
2014 252.2 35.1 19.8 17.9
2015 294.1 42.4 23.7 21.8
CAGR 17.6% 20.3% 25.3% 21.8%
Source: Frost & Sullivan analysis.
37<N9B3-74>
Regional Revenue Forecast Discussion
• North America remained the leading geographic market for mobile VPN
products, with approximately $126.9 million in revenue and 79.3 percent of
the market in 2010. North America provides solid market opportunity
because of its heavily regulated business environment and early adopter
mentality for security solutions.
• In 2010, EMEA generated $16.3 million in revenue, representing 10.2
percent of the global mobile VPN market. Mobile VPN products are
beginning to gain more traction in EMEA. The small revenue amount
represents the nascent nature of this market combined with the broader
acceptance of mobile technologies in EMEA lead Frost & Sullivan to believe
the potential for high levels of competition in EMEA.
• In 2010, the APAC and Latin America markets combined totaled $16.8
million in revenue. For the APAC region, the market represented a CAGR of
25.3 percent and represented 5.6 percent of the Global VPN market. Latin
America regions had a CAGR of 21.8 percent and represented 5.1 percent
of the global mobile VPN market.
Source: Frost & Sullivan analysis.
38<N9B3-74>
Product and Technology Trends
Management tools: analytics/policy tools
• Businesses today are looking for solutions that offer more than just secure tunnels—
they are also looking for better management tools. The increase in multiple devices
and remote employees has driven the need for better visibility in managing these
devices. In addition, the remote user can now log in to many different networks,
making it difficult for IT management to centrally manage these devices. In addition
to managing these devices, businesses want to view mobile workers’ activities on
wireless connections.
Network Access Control (NAC)
• Companies such as NetMotion Wireless and Birdstep have implemented NAC
solutions into their portfolios. The NAC feature allows users to connect to the
corporate network only if it complies with security policies. Although this functionality
has appeared as important in the past, its adaption has been slow. Control in
policies and management is becoming increasingly more important than the NAC
feature.
Source: Frost & Sullivan analysis.
39<N9B3-74>
Product and Technology Trends (continued)
Increasing number and types of mobile devices and operating systems
• As the number of remote workers increases, the multitude of new wireless devices
and operating systems is also causing challenges for businesses. In the past few
years, the market has experienced an influx in new operating systems besides
Windows. Many traditional mobile VPN participants only support Windows and
Symbian, and the addition of support for new platforms is a critical competitive factor
moving forward.
Integration/consolidation
• Organizations continue to demand a one-stop-shop for security products to reduce
complexity and the amount of support contracts. In the information security market,
integration and consolidation of vendors continues to rise. Vendors, such as Cisco
and Juniper, are partnering with other mobile vendors to increase the value
proposition of their solutions. It is likely that pure-play mobile VPN vendors will need
to create tighter integration and partnerships with other mobile vendors, or they will
be acquired by larger, more comprehensive security providers.
Source: Frost & Sullivan analysis.
40<N9B3-74>
Legislative Trends
Payment Card Industry (PCI) Data Security Standard (DSS)
• The PCI DSS set a minimum baseline in the marketplace to protect a cardholder’s
sensitive account and transaction information. On 1 October 2008, PCI DSS 1.2
was implemented. The main purpose for the update was to clarify existing
requirements and provide flexibility in the standard’s interpretation. Within the mobile
VPN market, legislation has stirred the retail market and businesses that have
access to remote credit card transactions. The need for encryption and protecting
data in motion continues to drive the market for mobile security.
HIPAA and HITECH
• The Health Insurance Portability and Accountability Act (HIPAA) was signed into law
on August 21, 1996, causing a host of security solutions to be evaluated and
implemented by hospitals, doctors, pharmacies, and insurance companies. The
Health Information Technology for Economic and Clinical Health Act (HITECH)
responds to the criticisms of HIPAA and builds on HIPAA and broadens HIPPA’s
scope by increasing the rigor for compliance. As the healthcare market adopts
wireless technologies, the need for remote access will increase. In addition,
organizations will need to secure any mobile or wireless device that is accessing the
corporate network to reduce the possibility of threats.
Source: Frost & Sullivan analysis.
41<N9B3-74>
Legislative Trends (continued)
Gramm-Leach-Bliley Act
• The Gramm-Leach-Bliley Act (GLB) targets the financial markets, banks, securities
firms, and insurance companies. This act addresses the privacy of consumer data
and its exchange. Given the sensitivity of financial information, the financial sector
required little convincing of the need for securing their communications. Financial
institutions were early adopters of security technologies because of the size of their
networks and budgets and the sensitivity of their data.
Sarbanes-Oxley Act
• The Sarbanes-Oxley Act (SOX) set and enforced standards for corporate financial
accountability. Intended to reduce fraud and conflicts of interest, SOX mandates that
CEOs, CFOs, and auditing firms attest to the validity of financial records and audits.
It establishes management's responsibility for internal control and financial
reporting; it also requires organizations to report material changes in financial
conditions or operations on a rapid and current basis.
Source: Frost & Sullivan analysis.
42<N9B3-74>
Total Mobile VPN Products Market Percent of Revenue
Distribution by Vertical Market
Telecommunications
30.0%
Government
20.0%Healthcare
10.0%
Utilities
10.0%
Financial
7.0%
*Other
23.0%
Percent Sales Breakdown
Total Mobile VPN Products Market: Global, 2010
Note: All figures are rounded; the base year is 2010. Source: Frost & Sullivan analysis.
*Other Verticals include: Retail, Media, Transportation, Hospitality, Manufacturing , and Entertainment
43<N9B3-74>
Note: All figures are rounded; the base year is 2010. Source: Frost & Sullivan analysis.
Total Mobile VPN Products Market Revenue Forecast by
Vertical Market (continued)
y
Key Takeaway: Telecommunications will provide strong growth opportunities during
next 5 years.
*Other Verticals include: Retail, Media, Transportation, Hospitality, Manufacturing , and Entertainment
2007 2008 2009 2010 2011 2012 2013 2014 2015
Other 24.5 28.2 32.0 36.8 42.1 48.2 53.8 60.6 65.7
Utilities 8.3 10.5 12.9 16.0 19.9 24.2 30.0 35.8 43.5
Financial 5.7 7.2 8.8 11.2 13.7 16.8 20.6 24.7 29.8
Healthcare 7.9 10.0 12.5 16.0 20.1 24.4 30.3 37.4 45.5
Telecommunications 26.5 32.6 39.3 48.0 58.3 69.7 83.9 99.5 117.7
Government 17.2 21.5 26.1 32.0 39.0 46.7 56.4 67.0 79.8
Revenue Growth Rate (%) 22.2 20.0 21.2 20.6 19.2 19.6 18.2 17.5
0.0
5.0
10.0
15.0
20.0
25.0
0.0
50.0
100.0
150.0
200.0
250.0
300.0
350.0
400.0
450.0
GrowthRate(%)
Revenue($Million)
Year
Total Mobile VPN Products Market Revenue Forecast by
Vertical Market , 2007-2015, Global
44<N9B3-74>
Note: All figures are rounded; the base year is 2010. Source: Frost & Sullivan analysis.
Total Mobile VPN Products Market Unit Shipment and
Revenue Forecast for Telecommunications Vertical
Key Takeaway: Wireless carriers and other telecom carriers will continue to drive the sales of
mobile VPNs from integrated devices
2007 2008 2009 2010 2011 2012 2013 2014 2015
Revenue 26.5 32.6 39.3 48.0 58.3 69.7 83.9 99.5 117.7
Units 129.7 162.9 200.7 249.8 309.6 377.7 463.9 561.2 677.5
0.0
100.0
200.0
300.0
400.0
500.0
600.0
700.0
800.0
0.0
20.0
40.0
60.0
80.0
100.0
120.0
140.0
Units(1000s)
Revenue($Million)
Year
Total Mobile VPN Products Market, Unit Shipment and Revenue
Forecast for Telecommunications Vertical
Global, 2007–2015
CAGR = 19.1%
45<N9B3-74>
Note: All figures are rounded; the base year is 2010. Source: Frost & Sullivan analysis.
Total Mobile VPN Products Market Unit Shipment and
Revenue Forecast for Government Vertical
Key Takeaway: State and emergency response workers will drive the government
market.
2007 2008 2009 2010 2011 2012 2013 2014 2015
Revenue 17.2 21.5 26.1 32.0 39.0 46.7 56.4 67.0 79.8
Units 84.2 107.3 133.3 166.5 207.0 253.0 311.8 377.8 459.7
0.0
50.0
100.0
150.0
200.0
250.0
300.0
350.0
400.0
450.0
500.0
0.0
10.0
20.0
30.0
40.0
50.0
60.0
70.0
80.0
90.0
Units(1000s)
Revenue($Million)
Year
Total Mobile VPN Products Market Unit Shipment and Revenue
Forecast for Government Vertical
Global, 2007–2015
CAGR = 19.4%
46<N9B3-74>
Note: All figures are rounded; the base year is 2010. Source: Frost & Sullivan analysis.
Total Mobile VPN Products Market Unit Shipment and
Revenue Forecast for Utilities Vertical
Key Takeaway: Field utility workers will continue to fuel revenue growth.
2007 2008 2009 2010 2011 2012 2013 2014 2015
Revenue 8.3 10.5 12.9 16.0 19.9 24.2 30.0 35.8 43.5
Units 40.6 52.2 66.0 83.2 105.5 130.8 165.7 201.7 250.7
0.0
50.0
100.0
150.0
200.0
250.0
300.0
0.0
5.0
10.0
15.0
20.0
25.0
30.0
35.0
40.0
45.0
50.0
Units(1000s)
Revenue($Million)
Year
Total Mobile VPN Products Market Unit Shipment and Revenue
Forecast for Utilities Vertical
Global, 2007-2015
CAGR = 21.5%
47<N9B3-74>
Note: All figures are rounded; the base year is 2010. Source: Frost & Sullivan analysis.
Total Mobile VPN Products Market Unit Shipment and
Revenue Forecast for Healthcare Vertical
Key Takeaway: Field workers in the healthcare market will fuel revenue growth
2007 2008 2009 2010 2011 2012 2013 2014 2015
Revenue 7.9 10.0 12.5 16.0 20.1 24.4 30.3 37.4 45.5
Units 38.8 50.0 63.9 83.2 106.6 132.1 167.3 210.9 261.7
0.0
50.0
100.0
150.0
200.0
250.0
300.0
0.0
5.0
10.0
15.0
20.0
25.0
30.0
35.0
40.0
45.0
50.0
Units(1000s)
Revenue($Million)
Year
Total Mobile VPN Products Market Unit Shipment and Revenue
Forecast for Healthcare Vertical
Global, 2007-2015
CAGR = 22.6%
48<N9B3-74>
Note: All figures are rounded; the base year is 2010. Source: Frost & Sullivan analysis.
Total Mobile VPN Products Market Unit Shipment and
Revenue Forecast for Financial Vertical
Key Takeaway: The financial market is more inclined to purchase traditional SSL VPN solutions, but
will be inclined to try new technologies.
2007 2008 2009 2010 2011 2012 2013 2014 2015
Revenue 5.7 7.2 8.8 11.2 13.7 16.8 20.6 24.7 29.8
Units 27.8 35.7 45.1 58.3 72.7 91.0 114.0 139.4 171.5
0.0
20.0
40.0
60.0
80.0
100.0
120.0
140.0
160.0
180.0
200.0
0.0
5.0
10.0
15.0
20.0
25.0
30.0
35.0
Units(1000s)
Revenue($Million)
Year
Total Mobile VPN Products Market Unit Shipment and Revenue
Forecast for Financial Vertical
Global, 2007–2015
CAGR = 21.1%
49<N9B3-74>
Vertical Market Revenue Forecast Discussion
• Telecommunications and the government were the largest verticals for mobile VPN products in 2010.
The telecommunications vertical represented 30 percent of the global mobile VPN market and
generated $48 million in revenue. The government vertical represented 20 percent of the global VPN
market by generating $32 million in revenue. The telecommunications vertical includes vendors, such
as communication carriers and service providers. Telecommunications companies usually provide
services to their own clients; therefore, this market is expected to experience growth through the
increasing demand of mobile and wireless devices.
• The government vertical remains a leading vertical in information security products. Furthermore, the
mobile VPN market is in high demand for public safety, emergency, federal, local, and state
agencies. The early adopters for this solution were providers for public safety and emergencies.
Devices typically purchased in this sector consist of integrated mobile VPN clients because the
demand for seamless security is increasing for this sector.
• To remain in compliance, several key security standards are required before approving wireless
devices for government employees. The key required security standards include strong
authentication, non-repudiation, and secure personal identification devices and network levels. While
these stringent requirements are more difficult for vendors to meet, the government is less price
sensitive than other verticals.
Source: Frost & Sullivan analysis.
50<N9B3-74>
Vertical Market Revenue Forecast Discussion
(continued)
. • The healthcare vertical generated $16 million in revenue in the total global mobile VPN market. In
2010, this segment represented 10 percent of the global mobile VPN market. The healthcare vertical
is made of hospitals and other healthcare facilities.
• The healthcare vertical has been a key adopter of SSL VPNs and Virtual Desktop Infrastructure
(VDI). Meeting HIPAA compliance has increased the need to secure data on mobile devices—the
effort to meet these compliance regulations will create strong traction for this market globally.
• Field workers, physicians, and medical staff are being given more access to confidential medical
records and other healthcare applications through wireless networks; therefore, the need to protect
this data in transit will help spur the growth of the healthcare vertical. Home healthcare and
telemedicine is driving the addition of more wireless devices and with required compliance
legislations, such as HIPAA and HITech, mobile-device security be at the forefront of deployments.
• The utilities vertical is comprised of gas, electric, and energy companies. The utilities segment has
adopted mobile VPN solutions in order to provide continuous application sessions and seamless
roaming capabilities to field service workers. Field service workers within the utilities vertical are also
utilizing this solution to process orders and respond to service inquires more efficiently and
effectively.
Source: Frost & Sullivan analysis.
51<N9B3-74>
Note: All figures are rounded; the base year is 2010. Source: Frost & Sullivan analysis.
Total Mobile VPN Products Market Percent Revenue
Forecast by Distribution Channel
Key Takeaway: Partner channels will remain the most influential channel in 2011; the
VARs channel will also continue to grow throughout 2015.
0.0%
20.0%
40.0%
60.0%
80.0%
100.0%
2007 2008 2009 2010 2011 2012 2013 2014 2015
Web 3.1 3.5 3.6 3.0 2.9 2.7 2.5 2.4 2.1
Partners 43.6 44.1 44.5 45.0 45.3 45.7 46.0 46.2 46.4
Direct Sales 12.0 11.0 10.1 10.0 9.5 9.1 8.7 8.3 7.8
VARS 41.3 41.4 41.8 42.0 42.3 42.5 42.8 43.1 43.7
%Revenue
Year
Total Mobile VPN Products Market Percent Revenue Forecast by Distribution
Channel
Global, 2007-2015
52<N9B3-74>
Distribution Channel Revenue Forecast Discussion
• Key distribution channels for mobile VPN products include: partnerships with telecom
companies, integrators, and handset manufacturers. VARs are also an important
distribution channel for mobile VPN products. In 2010, partnerships accounted for $72
million in revenue and 45 percent of mobile VPN market. Partnerships are expected to
continue to be a key driver in the future, generating $177.2 million in revenue or 46.3
percent of the market by 2015. Carriers such as AT&T, Sprint, and Verizon Wireless
have been instrumental in selling mobile VPN solutions to their customers. Adding
security to the wireless portfolio has been important in the sales process for wireless
solutions.
• VARs generated $67.2 million in revenue in 2010. VARs remains a key channel
distributer for mobile VPN vendors. VARs are expected to remain a top distribution point
for mobile VPN providers and are expected to contribute $166.9 million in revenue by
2015.
• Managed security service providers are also hosting mobile VPN services. Enterprises
have found that mobile deployments may be confusing and complex; therefore,
enterprises are turning to MSSPs to host this service. MSSPs are expected to become a
more important channel in the next 3 to 5 years.
Source: Frost & Sullivan analysis.
53<N9B3-74>
Market Share and Competitive Analysis—
Total Mobile VPN Products Market
54<N9B3-74>
Competitive Analysis—Market Share
Note: All figures are rounded. The base year is 2010. Source: Frost & Sullivan analysis.
Key Takeaway: Consolidation and acquisition is expected as Tier I network security
companies broaden their mobile security portfolio
NetMotion Wireless
16.5%
Columbitech
6.7%
Radio IP
4.7%
SmithMicro Software
6.7%
Birdstep Technology
2.7%
Cisco
15.3%
IBM
6.7%
Others
40.7%
Percent of Sales
Total Mobile VPN Products Market: Global, 2010
Other vendors include: Anthasoft, Broadbeam (A Mobileaware Company), Check Point Software, Cryptzone, Fortinet, Good
Technology, Juniper Networks, NCP Secure Communications, NetSeal Mobility, RIM, The Green Bow, WatchGuard
n = 19
55<N9B3-74>
Market Share Analysis
The top five mobile participants contributed 55.1
percent of total market revenue. NetMotion Wireless
leads the competition in 2010 with 16.5 percent of
revenue. NetMotion Wireless developed
relationships with wireless carriers early in the
market, and these relationships have proven to be
favorable for the company. In addition to existing
partnerships, NetMotion’s early market entrance has
also enabled the company’s success in the mobile
VPN market.
Cisco is a top integrator in the market, and its always
on approach for remote access has enabled the
company to gain a strong market entrance in the
enterprise market. Cisco ranked second next to
NetMotion with $23 million in revenue for 2010.
Companies Revenue (%)
NetMotion Wireless 16.5
Cisco 15.3
Columbitech 6.7
SmithMicro Software 6.7
IBM. 6.7
Radio IP 4.7
Birdstep Technology 2.7
Others 40.7
Total 100.0
* A list of “Other” companies can be found at link to slide in appendix. Note: All figures are rounded. The base year is 2010. Source: Frost & Sullivan analysis.
Mobile VPN Products Market: Company Market
Share Analysis of Top Participants
Global, 2010
56<N9B3-74>
Competitive Environment
Source: Frost & Sullivan analysis.
Total Mobile VPN Products Market: Competitive Structure, Global, 2010
Number of Companies in the Market 19 with revenue greater than $1M USD
Competitive Factors
Price, performance, partnership relationships, technology,
security features, ease of use, easy end-user experience
Key End-user Groups Government, healthcare, utility, financial, and retail industries
Major Market Participants NetMotion Wireless, Cisco
Market Share of Top 10 Competitors 59.3%
Other Notable Market Participants
Green Bow, MobileAware, Cryptozone, Check Point Software,
NCP Engineering
Distribution Structure VARSs, D Wireless Carriers, integrators, OEMs, direct sales
Notable Acquisitions and Mergers
Radio IP purchased ipUnplugged in 2009, Cryptzone acquired
AppGate in 2009
57<N9B3-74>
Top Competitors
Company Strengths Weaknesses Opportunities Threats
NetMotion
Wireless
Proven and solid
solution, strong
relationships with
partners
Limited product line within
the information security
market, platform for
devices is not broad
Government and
healthcare markets, solid
reputation for local and
state government entities
Slower growth than
expected in the market,
Needs diverse platforms
to support growing
customer demand
Cisco
Product and service
diversity, strong
reputation and brand
name
Leverages other mobile
VPN vendors for a
complete solution,
focused more on the
enterprise market
Solid penetration in the
enterprise market, utilizes
its existing customers
Cost, more of an all-in-one
solution
SmithMicro
Software
Strong partnerships
and diverse software
product
Primarily focused on the
Windows Platform
Has solid partnerships
with various carriers and
hardware vendors
Integrators, such as Cisco
and Juniper, are offering
lucrative enterprise deals
IBM
Strong reputation and
brand name
The mobile VPN solution
is an extension to its Lotus
Notes product line
Leverage its existing
enterprise customers and
offer a holistic secure
connectivity solution
Product is primarily a
value-added solution for
Lotus customers, lacks
broader market appeal
Source: Frost & Sullivan analysis.
58<N9B3-74>
Top Competitors (continued)
Company Strengths Weaknesses Opportunities Threats
Columbitech Solid mobile VPN
product, works well for
integration, supports
Android platform
Low penetration in North
America
Wireless carriers, value-
added resellers in North
America
Slow growth because of
economic restraints,
focuses less on enterprise
markets
Radio IP
Product and service
diversity
Limited market
penetration globally
Government and global
expansion markets
The need to remarket
brand name after
purchase of ipUnplugged
Birdstep
Technologies
Solid product offering
and relationships
Small penetration in the
enterprise market, low
brand awareness
North America
penetration, building more
partnerships
Low growth due to
economic issues
Cryptzone Solid security portfolio
and SSL VPN provider
Building reputation in
mobile VPN market
North America and
building strong distribution
channels
Low brand name and
reputation in VPN market
NCP Engineering Solid SSL VPN
solution and hybrid
offering, strong
relationships
Strong brand name
outside Germany, offering
is for large enterprises
North America
penetration, offers a
managed service for
penetrating SMB markets
Competitive market from
large networking
companies such as Cisco
Source: Frost & Sullivan analysis.
59<N9B3-74>
Competitor Growth AnalysisGrowthrate2009-2010
NetMotion Wireless
Revenue ($ Million)
Cisco
Birdstep
Technologies
Smith Micro
Software
Columbitech
> 10% growth 10-20% Growth > 20% Growth
Key Takeaway: The highest penetration rates are expected to come from Cisco,
Juniper, and NetMotion Wireless
Competitor Growth Analysis
Total Mobile VPN Products Market: Global, 2010
IBM
Check Point Software
Technologies
Radio IP
Juniper
Networks
Note: Bubble size represents relative capitalization. The
base year is 2010. Source: Frost & Sullivan analysis.
60<N9B3-74>
Competitive Factors and Assessment
Source: Frost & Sullivan analysis.
Tier Analysis
Birdstep Technologies, Radio IP, NCP Engineering, Cryptzone
Columbitech, Smith Micro,
IBM, Check Point Software
NetMotion Wireless, Cisco
Tier III
Tier II
Tier I
Company Tier AnalysisCompany Tier Analysis
• There are three tiers of competitors in the global
mobile VPN security market.
• NetMotion Wireless and Cisco were the Tier I
market competitors that dominated the market,
with a combined share of 42.5 percent in 2010.
• Tier II companies, including Columbitech , IBM,
Check Point Software were considered
challengers or contenders, with a strong
presence in the market.
• Tier III companies had a smaller presence in the
market, primarily niche markets.
61<N9B3-74>
Innovation
Strategy Implementation
Check Point
Columbitech
Source: Frost & Sullivan analysis.
Cisco
NetMotion
Wireless
Juniper
Networks
Total Mobile VPN Products Market: Strategy Implementation and Innovation by Vendor
Global, 2010
Competitive Analysis (continued)Competitive Factors and Assessment (continued)
RadioIP
Birdstep Technologies
IBM
Cryptzone
NCP Engineering
62<N9B3-74>
Competitive Factors and Assessment (continued)
Source: Frost & Sullivan analysis.
Company Partnerships
NetMotion Wireless AT&T, Verizon Wireless, Microsoft, T-Mobile,
Sprint, Sybase iAnywhere, Sierra Wireless
Columbitech Motorola Symbol, Ericsson, Tella, Verizon
Business, HP Invent
Birdstep Technology Nokia, Ericsson, Cisco, Microsoft
Radio IP Bell Canada, Comintel, Rogers, Motorola
NCP Engineering WatchGuard, T-Mobile, Verizon Wireless
Smith Micro Software AT&T, Bell Canada, Sprint, T-Mobile USA,
Verizon Wireless, Vodafone
MobileAware AT&T, RIM, Certicom, Motorola, Ericsson, Sprint,
Sierra Wireless, Verizon Wireless
Total Mobile VPN Products Market: Notable Key Partnerships by Vendor Global, 2010
63<N9B3-74>
Competitive Factors and Assessment (continued)
Source: Frost & Sullivan analysis.
Company Current Client Operating Systems
Supported
NetMotion Wireless Windows 7, Windows Vista, Windows XP,
Windows Mobile, Windows CE
Columbitech Windows 2000 Professional, Windows XP,
Windows Vista and 7 32/64 bit, Windows Mobile
2002, 2003 , 5.0, 6.X, Windows CE, Symbian
9.1, Android
Birdstep Technology Windows XP, Vista 7, Windows WM6.1,6.5,
Nokia S60 3.1, 3.2, Android 1.6, 2.1,2.2
Radio IP Windows, Windows XP, Windows 7 64 bit
NCP Engineering Windows 7, Windows Vista, Windows XP,
Windows Mobile 5.0,6.x, Linux , Mac OSX,
Symbian OS S60 3rd edition
Smith Micro Software Windows XP 32 bit, Vista 32 bit, 7 32 bit
IBM Windows, Windows Mobile, Symbian and Linux
Cisco Symbian, OS/ iOS and Windows
Total Mobile VPN Products Market: Notable Key Partnerships by Vendor, Global, 2010
64<N9B3-74>
NetMotion Wireless Profile
Product/Service Profile Pricing Structure
Key Features Market Strategy
• Mobility XE 9.0: a software-based mobile VPN
• Policy Managment Module: admins can create
specific policies to manage.
• Network Access Control Module: allows
devices to access the corporate network if
specific security policies are met.
• Analytics Module: allows for better visability.
• The average cost per license for Mobility XE is
estimated to be $175 to $200, which includes
one year maintenance.
• Total Investment Upfront:
o 100 users : $20,000
o 500 users: $100,000
o 1000 users: $180,000
• Key features for the mobile VPN solutions
include: User-transparent security, two-factor
authentication, device authentication advanced
encryption standard (AES ) encryption, Network
Access Control (NAC).
• Data compression for real-time applications,
streaming video and packet-loss recovery
• Netmotion Wireless was one of the first
companies to specialize in the public safety/
emergency medical vertical. The company has
also sold through strong partnerships, such as
AT&T and other wireless carriers. As a result,
these partnerships have enabled NetMotion to
gain strong traction in the market.
Source: Frost & Sullivan research.
65<N9B3-74>
Competitor Opportunities
• NetMotion is a solid competitor, but it
lacks visibility into other geographic
areas.
• NetMotion is a strong competitor in the
government sector, but it does not have
a large presence in the enterprise
market.
• The company’s product is restricted to
the Windows operating system;
therefore, the company needs to focus
on expanding to support more operating
systems, such as the Android and Apple
platforms.
NetMotion Wireless Strengths
• NetMotion Wireless already has a strong
presence in the North American market
and is making an entrance into the
European market.
• NetMotion Wireless has expanded its
product line to include a detailed policy
management and network access control
(NAC) module.
• Frost & Sullivan believes that NetMotion
Wireless will continue to have a strong
position in the mobile VPN market.
NetMotion Wireless Profile (continued)
Source: Frost & Sullivan analysis.
66<N9B3-74>
Cisco Profile
Product/Service Profile Pricing Structure
Key Features Market Strategy
• Cisco’s mobile VPN includes the Cisco Secure
Mobility “ always on” or “on demand”
connectivity
• Components include client software, and
devices can be managed through Cisco
Adaptive Security Appliance (ASA)
• Pricing varies, depending on the number of
users and requirements
• Estimated initial investment for 500 users:
• Price includes ASA 5520 VPN edition,
with 500 SSL user license, AnyConnect
Mobile license and support for one year
• The solution offers an “always on “ experience
• In addition, the VPN offers an optimized
gateway selection
Other additional features include:
• Web secuirty
• Granular control
• Cisco focuses more on the enterprise market,
focusing on 500 plus users
• The company leverages its SSLVPN footprint
and its enterprise market to offer a holistic VPN
solution; Cisco’s global distribution allows the
company to have a larger geographic footprint
Source: Frost & Sullivan research.
• An “always on “ experience
• Optimized Gateway Selection
• Network roaming
• Web security
• Granular control
67<N9B3-74>
Cisco Strengths
• Cisco is a well-known established
information security vendor and
integrator. The company is a strong
participant in the SSL VPN market with
an established presence in the North
American, EMEA, and APAC.
• Cisco has a strong presence within the
enterprise market, and it leverages its
partnerships and its reputation to
maintain its market presence.
• The company has support for a broad
platform of devices, such as Symbian,
Apple, and Windows.
Cisco Profile (continued)
Source: Frost & Sullivan analysis.
Competitor Opportunities
• Cisco only offers the connection
manager for Windows laptops.
• Cisco relies on a homogeneous network,
which is not always the best fit for all
customers
• Cisco has a larger presence in the
enterprise segment and only a small
presence in the small business market.
68<N9B3-74>
SmithMicro Software Profile
Product/Service Profile Pricing Structure
Key Features Market Strategy
• SmithMicro offers QuickLink Mobility, a secure
mobile VPN and network management solution.
• Other solutions within the company’s
connection and security portfolio include:
QuickLink Mobile, SODA, and QuickLink
Hotspot Manager
• Pricing varies, depending on the number of
users and requirements.
• Estimated initial investment for 500 users:
• $23,000 equipment and software
• One Year Maintenance cost, estimated at
$31,000
Key features included:
• Session persistance
• Access Control and remediation
• Software and device managment
• Integrated diagnostics and reporting
• Centralized policy management and client
customization
• The company has strong partnerships with
Wireless carriers and believes this will remain a
strong distrubution channel in the future.
• The company also strategically offers a breadth
of other software solutions to the enterprise
market, so it leverages the enterrpise to expand
its products
Source: Frost & Sullivan research.
69<N9B3-74>
SmithMicro Strengths
• SmithMicro offers a broad portfolio of
software solutions for the enterprise
market.
• SmithMicro continues to expand its
footprint through developing strong
partnerships, such as its current
relationship with Telecom New Zealand,
the largest telecommunication service
provider in New Zealand.
• SmithMicro’s ability to offer solid security
services and advanced applications
enables the company to remain
competitive in the market.
SmithMicro Software Profile (continued)
Source: Frost & Sullivan analysis.
Competitor Opportunities
• SmithMicro has a smaller presence
geographically compared to other
vendors.
• SmithMicro’s QuickLink only supports the
Windows platform. Broader device
support is needed as more enterprises
chose other platforms such as Android
and Apple.
• SmithMicro focuses more on
management and connectivity rather
than security.
70<N9B3-74>
Columbitech Profile
Product/Service Profile Pricing Structure
Key Features Market Strategy
• Columbitech offers Columbitech mobile VPN, a
secure mobile VPN solution for laptops and
mobile devices.
• Other solutions include: CT Connect, ability to
access the Internet anywhere.
• Pricing varies, depending on the number of
users and requirements.
• Estimated initial investment for 500 users:
o $20,0000 equipment, software, licenses
and one-year maintenance support
Key features include:
• FIPS 140-2 certified mobile VPN
• Multifactor authenitaction with up to 256-bit
AES encryption
• Session persistence
• Advanced data compression
• Seamless roaming
• Columbitech has gained a strong market
presence in the retail and government markets.
• Columbitech continues to build its business
though partnerships with Verizon, and other
telecom companies. Columbitech has also
been a strong partner with Symbol for providing
a mobile VPN for its Symbol devices.
Source: Frost & Sullivan research.
71<N9B3-74>
Columbitech Strengths
• Columbitech offers an innovative mobile
VPN product and diverse platform
support.
• The Columbitech solution offers other
advanced features such as time
stamping, geographic IP addresses and
geo-location capabilities.
• Columbitech is working diligently to
provide cloud services and to offer better
management tools.
• Columbitech has built strong
partnerships to enable future growth in
the market.
Columbitech Profile (continued)
Source: Frost & Sullivan analysis.
Competitor Opportunities
• Columbitech has experienced slower
growth due to economic conditions.
• Columbitech has limited distribution and
growth in North America
• Columbitech remains a smaller
participant in the market, with little growth
outside the mobile VPN market.
72<N9B3-74>
IBM Profile
Product/Service Profile Pricing Structure
Key Features Market Strategy
• IBM offers its IBM Lotus Mobile Connect
solution.
• IBM’s Lotus Mobile Connect works in conjuction
with its other products, such as IBM Lotus
Sametime software, Web Conferencing, IBM
WebSphere Portal, IBM Lotus Notes, and IBM
Lotus Expeditor.
• Pricing varies, depending on the number of
users, feature sets and deal sizes.
• The pricing for the Lotus Mobile Connect is part
of a total solution for IBM’s collaboration a
solution. A server is typically $5,700 for 100
users. Client access is typically $100 per user.
• IBM includes its mobile connect solution as a
feature to its other IBM Lotus products.
• IBM is a well-known security, software, and
hardware solutions vendor that focuses on the
enterprise segment, with more than 5,000 plus
employees.
Source: Frost & Sullivan research.
Key features include:
• Session Persistence
• Data Optimization
• Anytime, anywhere access to collaboration and
enterrpise applications
• FIPS 140-2
73<N9B3-74>
IBM Strengths
• IBM has a broad product portfolio in the
software, hardware, and security market.
IBM is a well-known brand that is
respected in the security market.
• IBM leverages its enterprise customer
base to add additional security solutions,
such as Lotus Mobile Connect.
IBM Profile (continued)
Source: Frost & Sullivan analysis.
Competitor Opportunities
• IBM only offers its Lotus Mobile Connect
within its IBM Lotus Sametime software,
Web conferencing, IBM WebShere
Portal, IBM Lotus Notes, and IBM Lotus
Expeditor.
• IBM’s mobile connections are limited to
Windows, Windows Mobile, Symbian,
and Linux platforms.
74<N9B3-74>
Radio IP Profile
Product/Service Profile Pricing Structure
Key Features Market Strategy
• Radio IP offers two types of mobile VPN
solutions, Radio IP MTG, ipUnplugged, and
Mult IP.
• Radio IP MTG is tailored for the public safety
(government) and utility sectors.
• Mult IP is focused other enterprises, such as
the healthcare and financial sectors.
• Pricing varies, depending on the number of
users , feature sets, and deal sizes.
• Estimated initial investment for 500 users:
o $100,000 software licenses and one-year
maintenance support
o $200 per-user license
• Constant connectivity
across multiple-IP and
non-IP wireless
networks
• Bandwidth
Optimization
• FIPS 140-2 compliant
• Single sign on
authentication
• Two-factor
authentication
• Access Defender
• Secure Guest Access
• Radio IP has focused on governement and
utilites segments. The company purchased
ipUnplugged in 2009 and is now slowly gaining
traction in the enterprise market.
• Radio IP plans to strengthen its position by
offering support to a broader number of mobile
device platforms.
Source: Frost & Sullivan research.
75<N9B3-74>
Radio IP Strengths
• Radio IP has experienced large
deployments in verticals, such as in the
government and utilities segments.
• Radio IP’s solution offers seamless
connectivity to legacy networks that may
not be supported by other mobile VPN
providers. In addition, the solutions have
a solid group-policy management control
system.
• Radio IP can work on Windows
platforms, but plans exist for expanding
to Windows Mobile and Android devices.
Radio IP Profile (continued)
Source: Frost & Sullivan analysis.
Competitor Opportunities
• Radio IP is heavily distributed in North
America and has limited international
presence.
• Radio IP acquired ipUnplugged to
compliment Radio IP’s existing solution
and to penetrate European markets, but
the company lacks a strong brand name
and reputation in the enterprise market.
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Birdstep Technology Profile
Product/Service Profile Pricing Structure
Key Features Market Strategy
• Birdstep offers, SafeMove, a mobile VPN
software
• Other software solutions within its profolio
include:
o EasyConnect
o SmartConnect
• Pricing varies, depending on the number of
users, feature sets, and deal size
• Estimated initial investment for 500 users:
o $100,000 software licenses and one-year
maintenance support
o $200.00 per-user license
Key features include:
• Network Access Control-like feature
• FIPS 140-2 Encryption
• Session persistence
• Seamless roaming
• Zero- Click connectivity
• Data and VOIP optimization
• Birdstep has a strong direct channel though its
partnerships.The company maintains strong
partnerships with other companies, such as
Ericsson and Cisco.
• Birstep continues to provide a strong innovative
solution, along with a mulitude of platforms to
support.
Source: Frost & Sullivan research.
77<N9B3-74>
Birdstep Strengths
• Birdstep has experienced large
deployments in verticals, such as the
government and healthcare segments.
• Birdstep has a solid position within its
domestic market, Finland, and it
continues to grow in the public segment.
• The BirdStep product can work on
various devices, making the solution
cross platforms for all computers, tablets
and smartphone operating systems.
Birdstep Technology Profile (continued)
Source: Frost & Sullivan analysis.
Competitor Opportunities
• Birdstep has experienced marginal
growth due to economic and conditions
and the restructuring of the Birdstep
Group.
• Primary growth was largely from
international territories because other
markets were slowed due to budget
issues.
• Birdstep has a limited presence in North
America and within the government
enterprise market.
78<N9B3-74>
Cryptzone Profile
Product/Service Profile Pricing Structure
Key Features Market Strategy
• Cryptzone offers various security products:
Content Security, endpoint security, policy
compliance, and secure access.
• The Appgate security server enables secure
access from mobile, desktop, and laptop
devices. The Appgate Client is a security
application that works on various devices.
• Pricing varies and depends on the number of
users , feature sets, and deal size
• Estimated initial investment for 500 users:
o $150,000 software licenses and one-year
maintenance support
o $300.00 per-user license
• Cryptzone offers security solutions and OEM
technologies with various partners and offers
security and professional services
• Cryptzone focuses on the EMEA and APAC
regions.
Source: Frost & Sullivan research.
• Authentication, authorization, encryption
• Access control, client control
• Monitoring and reporting
• Add on module Offers IP-tunneling for full IP
connetivity and unlimited applcation access
• Seamless roaming between networks and
operators
79<N9B3-74>
Crtyptzone Strengths
• Cryptzone has a broad product portfolio
in the network security market, offering
more than just mobile VPN solutions.
• Cryptzone has a number of partners
OEMing their technologies within the
European market.
• The Cryptzone Appgate client includes a
mobile VPN that will log the user on
automatically when switching networks,
and supports the Windows and Symbian
platform.
Cryptzone Profile (continued)
Source: Frost & Sullivan analysis.
Competitor Opportunities
• Cryptzone has a limited presence in the
North American market.
• Cryptzone is not as well known as other
security companies, such as Cisco or
Juniper.
• The Cryptzone Appgate client needs to
add support for Apple and Android
devices in order to remain competitve.
80<N9B3-74>
NCP Profile
Product/Service Profile Pricing Structure
Key Features Market Strategy
• NCP offer a holistic remote access VPN, the
NCP Secure Enterprise Solution
• The NCP Secure Enterprise Solution includes :
o Client
o NCP Secure Enterprise Server
o NCP Secure Enterrpise Managment
System
• Pricing varies, depending on the number of
users, feature sets, and deal sizes
• The typical sales investment model for 100,
500, or 1000 users:
o $100–$10,000
o $500–$50,000
o $1000–$100,000
• NCP continues to focus on building
relationships with companies, such as T-Mobile,
and Juniper Networks, and increasing its
platform to include iOS4, OS, Andriod
• NCP plans to add its seamless roaming
solution to other networks, such as Wi-FI to 4G
Source: Frost & Sullivan research.
Key features include:
• Dynamic personal firewall configuration and
management
• Network Access Control or endpoint policy
enforcement functions
• Monitoring and Reporting
• Freindly net detection
81<N9B3-74>
NCP Strengths
• NCP continues grow partnerships with
many Tier I carriers and information
security providers.
• NCP recently partnered with Juniper, a
top integrator in the enterprise market to
help resell its NCP Enterprise Solution.
• NCP continues to expand its presence
globally and win large sales, such as
American Hospice.
NCP Profile (continued)
Source: Frost & Sullivan analysis.
Competitor Opportunities
• NCP is a smaller contender in the global
market most of its revenue coming from
the European market.
• NCP lacks a strong brand name or
reputation in the broader information
security market.
• NCP does not provide seamless roaming
for all platforms.
82<N9B3-74>
Juniper Profile
Product/Service Profile Pricing Structure
Key Features Market Strategy
• Juniper offers Junos Pulse for mobile devices
• Junos mobile solutiions include a mobile VPN
and security solution, which is designed to
allow an enterrpise to enable users to utilize
coportate-manged or personal devices with
secure remote access to corporate networks,
applications, and data.
• Pricing varies depending on the number of
users and deal size
• The typical sales investment model for 500
users:
o 500 users - $30,000 license only
• Juniper will focus on moving trends in
expanding the platform to enable more secure
enterprise mobility on the corporate network
and more extensive mobile device
management. Juiper will continue to target
large service providers, MSSPs, wireless
carriers, and enterprises.
Source: Frost & Sullivan research.
• Antimalware/Personal firewall
• Role-based access to certain applications
• Loss and theft protection
• Device control
• Integrated approach to security and secure
access to devices.
83<N9B3-74>
Competitor Opportunities
• Juniper is more focused within the
enterprise market, on organizations with
1000 plus users, so they are potentially
missing deals with small and mid-sized
organizations.
• Other security vendors such as Check
Point and Cisco are highly competitive
against Juniper, meaning lower margins
and longer sales cycles.
Juniper Strengths
• Juniper is the market leader in the SSL
VPN market and has a strong reputation
in other security products market.
• Juniper has a strong presence in the
enterprise market and has established
various partners, such as service
providers, to provide more channels of
distribution.
• Juniper supports a broad platform of
devices, which includes Windows, Apple
iOS (iPhone and iPads), Andriod, and
RIM.
Juniper Profile (continued)
Source: Frost & Sullivan analysis.
84<N9B3-74>
Check Point Software Technologies Profile
Product Profile Pricing Structure
Key Features Market Strategy
• As part of Check Point’s endpoint security
portfolio, Check Point offers Mobile Access
Software Blade
• The solution offers mobile VPN access to the
corporate netwok email, and business
applications
• Pricing varies, depending on the number of
users and deal size
• The typical sales investment model for 1000
users:
o 1000 users is $40,000 license
• Check Point is 100 percent indirect channel
and consists of various OEM partnerships.
• Most of the enterprise market is sold through
Check Point, standard partners, and endpoint
security solution providers.
Source: Frost & Sullivan research.
Key features include:
• Personal firewall
• Port control
• Seamless roaming accross wireless networks
• Managedment through SmartCenter and
Provider-1
85<N9B3-74>
Check Point Strength
• Check Point has a broad portfolio of
security solutions; its endpoint umbrella
of solutions offers a complete end-to-end
solution.
• Check Point has a reputable brand name
and reputation and has a solid
penetration across the global landscape.
• The solution supports iOS, Android,
Windows XP, Vista, and Windows 7.
Check Point Software Technologies Profile (continued)
Source: Frost & Sullivan analysis.
Competitor Opportunities
• Other vendors, Cisco and Juniper in
particular, are strong competitors to
Cisco, lowering margins and extending
sales cycles.
• The company recently launched its iOS
platform, but the SecureClient Mobile
product still only supports Windows
Mobile and Android.
86<N9B3-74>
North America Breakdown
87<N9B3-74>
North America Breakdown
• North America refers to the United
States and Canada.
• The North American region has the
highest mobile VPN market revenue.
• Mobile VPN sales in North America
accounted for 79.3 percent of the
total market revenue.
• The higher market penetration of
mobile VPN products could also be
attributed to the number of large
wireless carriers in the market.
Source: Frost & Sullivan analysis.
88<N9B3-74>
Note: All figures are rounded. The base year is 2010. Source: Frost & Sullivan analysis.
2007 2008 2009 2010 2011 2012 2013 2014 2015
Revenue 72.1 87.7 104.9 126.9 152.5 180.8 214.8 252.2 294.1
Units 353.6 438.6 535.5 660.4 809.8 979.8 1,187.8 1,423.3 1,693.9
0.0
200.0
400.0
600.0
800.0
1,000.0
1,200.0
1,400.0
1,600.0
1,800.0
0.0
50.0
100.0
150.0
200.0
250.0
300.0
350.0
Units(1,000s)
Revenue($Million)
Year
Mobile VPN Products Market Unit Shipment and Revenue Forecast,
North America,
2007-2015
CAGR = 17.6%
North America Market Unit Shipment and Revenue
Forecast
Key Takeaway: Revenue growth is fueled by new subscribers from 2009 to 2011.
89<N9B3-74>
North America Unit Shipment and Revenue Forecast
Discussion
• The North American market remains the leading geography for mobile VPN sales. The North
American market generated approximately $126.9 million in revenue and accounted for 79.3
percent of total sales in 2010.
• North America remains a key market for mobile VPN vendors because of the early adoption of
North American organizations. In addition, higher market penetration is attributed to many large
wireless carriers in the market.
• In 2010, the North American market experienced strong growth with a CAGR of 17.6 percent.
North America remains an established IT infrastructure, compared to other emerging markets, and
is predicted to maintain its solid growth throughout the forecast period.
• Compliance in North America remains a strong driver, and the need to maintain secure
connectivity also continues to drive the North American market. The drive to utilize mobile or
wireless devices in North America has also been more widely adopted in this area more than other
geographical areas. As a result of the increase in remote workers, the North American region has
experienced a larger demand for mobile VPN solutions than it has in the past.
• The adoption of the mobile devices into the enterprise is expected to continue to stir this market,
creating more demand for mobile security solutions. The rise of remote workers in the government
and other verticals within the North American market will remain an upward trend throughout the
forecasted period.
Source: Frost & Sullivan analysis.
90<N9B3-74>
Note: All figures are rounded; the base year is 2010. Source: Frost & Sullivan analysis.
Key Takeaway: Telecommunications and the Government verticals will continue to
experience high growth.
North America Market Revenue Forecast by Vertical
Market
2007 2008 2009 2010 2011 2012 2013 2014 2015
Other 12.1 13.6 15.8 17.8 20.1 22.8 25.3 28.0 30.0
Utilities 5.6 6.8 8.3 10.2 12.4 14.8 17.8 21.4 25.6
Financial 6.8 8.4 10.3 12.7 15.4 18.4 22.3 26.5 31.2
Healthcare 6.3 8.4 10.0 12.7 15.9 19.2 23.2 27.7 33.2
Telecommunications 20.0 24.4 29.3 35.5 42.8 51.0 60.8 71.6 83.8
Government 21.3 26.0 31.3 38.1 45.9 54.6 65.3 76.9 90.3
Revenue Growth Rate (%) 21.6 19.7 20.9 20.2 18.6 18.8 17.4 16.6
0.0
5.0
10.0
15.0
20.0
25.0
0.0
50.0
100.0
150.0
200.0
250.0
300.0
350.0
GrowthRate(%)
Revenue($Million)
Year
Total Mobile VPN Products Market Revenue Forecast by
Vertical Market , 2007-2015 North America
91<N9B3-74>
North America Vertical Market Revenue Forecast
Discussion
• Telecommunications and the government are the top two verticals for the North
American mobile VPN market. In 2010, the North American government vertical
accounted for 30 percent of the total mobile VPN market. Customers in the
government segment invested heavily in mobile VPNs due to the increase in remote
workers utilizing wireless capabilities and solutions within the public safety, emergency,
federal, local and state agencies. Regulation and compliance are expected to be
strong drivers in this market through 2015.
• The telecommunications vertical includes vendors such as communication carriers and
service providers. The telecommunication companies typically provide services to its
own clients; therefore, the telecommunication market is a strong vertical due to the
increasing demand of mobile and wireless devices.
• Compliance and regulations will remain key drivers for securing mobile devices
entering the healthcare and financial segments.
Source: Frost & Sullivan analysis.
92<N9B3-74>
Europe, Middle East, and Africa (EMEA) Breakdown
93<N9B3-74>
EMEA Breakdown
Source: Frost & Sullivan analysis.
• EMEA includes countries in Europe
(including Eastern Europe), as well as
countries in Western Asia and in Africa.
• The EMEA region is the second largest
revenue-generating region, which
generated 10.2 percent of the total
market revenue in 2010.
• EMEA is starting to gain more traction.
Smaller market penetration is due to the
lack of penetration for security as a
whole in this area.
94<N9B3-74>
Note: All figures are rounded. The base year is 2010. Source: Frost & Sullivan analysis.
2007 2008 2009 2010 2011 2012 2013 2014 2015
Revenue 8.9 11.2 13.3 16.3 19.9 23.9 29.2 35.1 42.4
Units 43.7 56.1 68.0 84.9 105.5 129.6 161.2 198.0 244.1
0.0
50.0
100.0
150.0
200.0
250.0
300.0
0.0
5.0
10.0
15.0
20.0
25.0
30.0
35.0
40.0
45.0
Units(000s)
Revenue($Million)
Year
Mobile VPN Products Market Unit Shipment and Revenue
Forecast, EMEA, 2007-2015
CAGR = 20.3%
EMEA Market Unit Shipment and Revenue Forecast
Key Takeaway: An increase in remote workers will drive sales in the EMEA market.
95<N9B3-74>
EMEA Unit Shipment and Revenue Forecast Discussion
• In 2010, EMEA generated $16.3 million in revenue, representing 10.2 percent of the
global mobile VPN market. Mobile VPN sales in EMEA are expected to continue solid
growth in the future as compliance and mobility continue to drive the market.
• In EMEA, the Windows operating system has a smaller presence compared to
Symbian, Android, and Linux operating systems; therefore, mobile VPN solutions have
been slower to adopt these technologies because most mobile vendors focus on the
Windows platform. Although the late adoption of other mobile devices has had a
negative effect on the mobile VPN market, this market is expected to experience some
growth in the future and should have a CAGR of 20.3 percent.
• The EMEA market is still being led by the need for technological improvements. EMEA
is also experiencing an economic crisis, resulting in slow growth and penetration for
mobile VPN providers. In addition, the EMEA market has been slower to adopt remote
workers than the North American market.
Source: Frost & Sullivan analysis.
96<N9B3-74>
Note: All figures are rounded; the base year is 2010. Source: Frost & Sullivan analysis.
EMEA Market Revenue Forecast by Vertical Market
Key Takeaway: Government and healthcare segments will have solid growth during the
next five years.
2007 2008 2009 2010 2011 2012 2013 2014 2015
Other 1.0 1.1 1.2 1.4 1.7 2.0 2.2 2.5 2.9
Utilities 0.8 1.1 1.3 1.5 1.8 2.1 2.5 3.0 3.5
Financial 1.5 1.9 2.2 2.8 3.4 4.2 5.2 6.3 7.7
Healthcare 1.6 2.2 2.6 3.3 4.0 4.9 6.1 7.4 9.1
Telecommunications 0.9 1.1 1.3 1.6 2.0 2.4 3.0 3.6 4.4
Government 3.1 3.9 4.7 5.7 6.9 8.3 10.2 12.2 14.8
Revenue Growth Rate (%) 28.4 21.2 24.9 24.3 22.8 24.4 22.9 20.8
0.0
5.0
10.0
15.0
20.0
25.0
30.0
0.0
5.0
10.0
15.0
20.0
25.0
30.0
35.0
40.0
45.0
Year
GrowthRate(%)
Revenue($Million)
Mobile VPN Products Market Revenue Forecast by Vertical Market
EMEA, 2007-2015
97<N9B3-74>
EMEA Vertical Market Unit Shipment and Revenue
Forecast Discussion
• Regulations and compliance standards compliance to drive government,
financial, and healthcare verticals in the EMEA market. The government
vertical reached $5.7 million in revenue for 2010 and represented a CAGR of
20.1 percent.
• The government segment will remain strong as the number of remote
workers increases in the EMEA market.
• The healthcare segment represented $3.3 million in revenue of the total
EMEA mobile VPN market, representing a CAGR of 21.9 percent.
• The financial segment is expected to grow as the EMEA market embraces
mobile and wireless devices for remote and mobile workers.
Source: Frost & Sullivan analysis.
98<N9B3-74>
APAC Breakdown
99<N9B3-74>
APAC Breakdown
Source: Frost & Sullivan analysis.
• APAC refers to countries in East and
Southeast Asia and Australia and New
Zealand.
• The APAC region is much smaller than
other global regions and generated only
5.5 percent of the total market revenue
in 2010.
• The mobile VPN market in APAC is a
strong growth market, which will
continue increase throughout the
forecast period.
100<N9B3-74>
Note: All figures are rounded. The base year is 2010. Source: Frost & Sullivan analysis.
2007 2008 2009 2010 2011 2012 2013 2014 2015
Revenue 4.5 5.7 7.1 8.8 10.8 13.3 16.5 19.8 23.7
Units 22.0 28.6 36.3 45.8 57.4 72.3 91.2 111.8 136.3
0.0
20.0
40.0
60.0
80.0
100.0
120.0
140.0
160.0
0.0
5.0
10.0
15.0
20.0
25.0
Units(000s)
Revenue($Million)
Year
Mobile VPN Products Market Unit Shipment and Revenue
Forecast, APAC, 2007-2015
CAGR = 21.5%
APAC Market Unit Shipment and Revenue Forecast
p p
Key Takeaway: Mobile VPN sales will experience growth as more mobile and wireless
devices are accepted in the workplace.
101<N9B3-74>
APAC Unit Shipment and Revenue Forecast Discussion
• In 2010, the APAC region totaled $16.8 million in revenue. For the APAC region, the
market had a CAGR of 21.5 percent and represented 5.6 percent of the global mobile
VPN market.
• The wireless networks in certain regions in APAC such as China are also less mature
than North America. Although the consumer market has quickly adopted wireless
access, the enterprise market has not been as quick to adopt these wireless devices.
In addition, the cost for wireless access appears to be a greater concern in these
areas than it is in North America. In these regions, the development of the network
infrastructure and future economic growth will enable better penetration and growth
within the future forecast.
Source: Frost & Sullivan analysis.
102<N9B3-74>
Note: All figures are rounded; the base year is 2010. Source: Frost & Sullivan analysis.
APAC Market Revenue Forecast by Vertical Market
g y
Key Takeaway: Telecommunication market will provide greatest growth opportunities
during the next five years.
2007 2008 2009 2010 2011 2012 2013 2014 2015
Other 1.1 1.4 1.7 2.0 2.4 2.9 3.5 4.1 4.8
Utilities 0.2 0.3 0.3 0.4 0.6 0.7 0.9 1.1 1.3
Financial 0.2 0.3 0.3 0.4 0.6 0.7 0.9 1.1 1.4
Healthcare 0.2 0.3 0.4 0.5 0.7 0.9 1.1 1.4 1.7
Government 1.2 1.5 1.8 2.3 2.8 3.4 4.2 5.1 6.0
Telecommunications 1.5 2.0 2.5 3.1 3.8 4.7 5.8 7.1 8.5
Revenue Growth Rate (%) 27.1 24.6 23.5 22.8 23.4 23.7 20.2 19.5
0.0
5.0
10.0
15.0
20.0
25.0
30.0
0.0
5.0
10.0
15.0
20.0
25.0
GrowthRate(%)
Revenue($Million)
Year
Total Mobile VPN Products Market Revenue Forecast by Vertical
Market, 2007-2015, APAC
103<N9B3-74>
APAC Vertical Market Unit Shipment and Revenue
Forecast Discussion
• Meeting regulatory and compliance standards continues to drive the
government segment. The increase of mobile and wireless devices into the
workforce continues to drive verticals, such as telecommunications,
healthcare, and financial markets to implement mobile VPNs.
• Within APAC, the government vertical generated $2.3 million in revenue for
2010 and represented a CAGR of 21 percent. Local and federal government
entities will continue to increase market growth.
• The telecommunications segment generated $3.1 million in revenue for the
total EMEA mobile VPN market, representing a CAGR of 22 percent.
Creating more strategic alliances will drive growth in the telecommunications
industry.
Source: Frost & Sullivan analysis.
104<N9B3-74>
Latin America Breakdown
105<N9B3-74>
Latin America Breakdown
Source: Frost & Sullivan analysis.
• Latin America refers to Mexico, Central
and South America.
• Latin America is much smaller than
other global regions and generated only
5.0 percent of the total market revenue
in 2010.
• The mobile VPN market in Latin
America is a strong growth market
because of the acceptance within the
network security market, which will
continue increase throughout the
forecast period.
106<N9B3-74>
Note: All figures are rounded. The base year is 2010. Source: Frost & Sullivan analysis.
2007 2008 2009 2010 2011 2012 2013 2014 2015
Revenue 4.5 5.4 6.6 8.0 9.8 12.0 14.6 17.9 21.8
Units 22.0 26.9 33.6 41.6 52.2 64.8 80.6 100.8 125.3
0.0
20.0
40.0
60.0
80.0
100.0
120.0
140.0
0.0
5.0
10.0
15.0
20.0
25.0
Units(000s)
Revenue($Million)
Year
Mobile VPN Products Market Unit Shipment and Revenue
Forecast, 2007-2015, Latin America
CAGR = 21.8%
Latin America Market Unit Shipment and Revenue
Forecast
p p
Key Takeaway: Mobile VPN sales will experience growth as more mobile and wireless
devices are accepted in the workplace.
107<N9B3-74>
LATAM Unit Shipment and Revenue Forecast
Discussion
• In 2010, the LATAM region totaled $8.0 million in revenue. LATAM had a CAGR of
21.8 percent and represented 5.1 percent of the global mobile VPN market.
• Security has become an important and is no longer an optional investment in this
region. Enterprises are making investments to secure corporate networks. Increased
awareness in the small and medium business segment has prompted higher
investment in these networks.
• In these regions, the development of the network infrastructure and future economic
growth will enable more penetration and growth within the future forecast.
Source: Frost & Sullivan analysis.
108<N9B3-74>
Note: All figures are rounded; the base year is 2010. Source: Frost & Sullivan analysis.
LATAM Market Revenue Forecast by Vertical Market
pp g y
Key Takeaway: Telecommunication market will provide the greatest growth
opportunities during the next five years.
2007 2008 2009 2010 2011 2012 2013 2014 2015
Other 0.9 1.0 1.2 1.4 1.7 2.0 2.4 2.8 3.4
Utilities 0.5 0.5 0.7 0.8 1.0 1.2 1.4 1.7 2.0
Financial 0.4 0.5 0.7 0.8 1.0 1.2 1.5 1.9 2.4
Healthcare 0.3 0.4 0.4 0.6 0.7 0.9 1.1 1.4 1.7
Telecommunications 1.3 1.6 2.0 2.4 3.0 3.6 4.4 5.5 6.7
Government 1.1 1.3 1.6 2.0 2.5 3.1 3.7 4.6 5.6
Revenue Growth Rate (%) 19.8 22.4 21.2 23.0 21.5 21.9 22.6 21.8
18.0
19.0
20.0
21.0
22.0
23.0
24.0
0.0
5.0
10.0
15.0
20.0
25.0
Year
GrowthRate(%)
Revenue($Million)
Mobile VPN Products Market Revenue Forecast by Vertical Market
LATAM, 2007-2015
109<N9B3-74>
LATAM Vertical Market Unit Shipment and Revenue
Forecast Discussion
• Within LATAM, the government vertical generated $2.0 million in revenue for
2010 and 21 percent CAGR. Local and federal government entities will
continue to increase market growth.
• The telecommunications segment generated $2.4 million in revenue for the
total LATAM Mobile VPN market, with a 22 percent CAGR. Creating more
strategic alliances will drive growth in the telecommunications industry.
Source: Frost & Sullivan analysis.
110<N9B3-74>
The Last Word
111<N9B3-74>
The Last Word—Three Big Predictions
2
Partnering with integrators, telecom and managed security providers
(MSSPs) will enable stronger growth in the mobile VPN market.
3
Support for various platforms for mobile devices will remain crucial as the
demand for smartphones and tablets continues to increase.
1 Consolidation and integration is inevitable in the mobile VPN market.
Source: Frost & Sullivan analysis.
112<N9B3-74>
The Last Word—Conclusions
Central
Conclusion
The increase in using
various operating systems
in the market will drive the
need for mobile VPN
providers to broaden
product operating systems
support.
Management and capability
of remote devices is
increasing in demand, so
more functionality and
visability will be required in
the market.
Consolidation and
integration should be
expected in the market as
more security vendors
broaden their mobile
security portfolio
solutions.
Partnerships with telecom,
MSSPs, and integrators
will remain a strong
distribution point for mobile
VPN vendors.
The threat landscape will
continue to evolve and grow,
which will make securing
remote endpoints difficult for
enterprises.
The increase in cloud
computing and
virtualization will drive the
need for hosted mobile
security solutions.
Source: Frost & Sullivan analysis.
113<N9B3-74>
Legal Disclaimer
Frost & Sullivan takes no responsibility for any incorrect information supplied to us by
manufacturers or users. Quantitative market information is based primarily on interviews
and therefore is subject to fluctuation. Frost & Sullivan research services are limited
publications containing valuable market information provided to a select group of
customers. Our customers’ acknowledge, when ordering or downloading, is that Frost &
Sullivan Research Services are for customers’ internal use and not for general publication
or disclosure to third parties. No part of this research service may be given, lent, resold, or
disclosed to noncustomers without written permission. Furthermore, no part may be
reproduced, stored in a retrieval system, or transmitted in any form or by any means,
electronic, mechanical, photocopying, recording, or otherwise, without the permission of the
publisher.
For information regarding permission, write to:
Frost & Sullivan
331 E. Evelyn Ave. Suite 100
Mountain View, CA 94041
114<N9B3-74>
Appendix
115<N9B3-74>
Market Engineering Methodology
One of Frost & Sullivan’s core
deliverables is its Market Engineering
studies. They are based on our
proprietary Market Engineering
Methodology. This approach, developed
across the 50 years of experience
assessing global markets, applies
engineering rigor to the often nebulous
art of market forecasting and
interpretation.
A detailed description of the
methodology can be found here.
Source: Frost & Sullivan research.
116<N9B3-74>
Partial List of Companies Interviewed
• Birdstep Technologies
• Cisco
• Check Point Software
• Columbitech
• Cryptozone (AppGate)
• Fortinet
• IBM
• Juniper Networks,
• NCP Secure Communications,
• Radio IP
• SmithMicro Software,
• WatchGuard
Source: Frost & Sullivan research.
117<N9B3-74>
Additional Sources of Information on Network Security
• Network Security Subscription
• Market Engineering Research
• eBroadcasts
• Events such as Frost & Sullivan Growth Innovation
Leadership (GIL) Conference
Source: Frost & Sullivan research.
118<N9B3-74>
Learn More—Next Steps
 Request a proposal for or Growth Partnership Services or Growth Consulting Services
to support you and your team to accelerate the growth of your company.
(myfrost@frost.com) 1-877-GoFrost (1-877-463-7678)
 Join us at our annual Growth, Innovation, and Leadership 2011: A Frost & Sullivan
Global Congress on Corporate Growth (www.gil-global.com)
 Register for the next Chairman’s Series on Growth: Driving Innovation – The What, Why,
and How. Visions and Benchmarks as the Innovation Key
(October 5th) (http://www.frost.com/growth)
 Register for Frost & Sullivan’s Growth Opportunity Newsletter and keep abreast of
innovative growth opportunities
(www.frost.com/news)
Source: Frost & Sullivan research.
119<N9B3-74>
Table of Acronyms Used
APAC Asia-Pacific
CAGR Compound annual growth rate
EMEA Europe, Middle East, Africa
IPSec Internet protocol security
IT Information technology
LAN Local area network
LATAM Latin America
Mobile IP Mobile Internet protocol
MSSP Managed security service provider
NAC Network access control
SSL Secure sockets layer
VAR Value-added reseller
VPN Virtual private network
WAN Wide area network
Source: Frost & Sullivan research.

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Frost & Sullivan Global Mobile VPN Products Market

  • 1. Global Mobile VPN Products Market: Meeting the Wireless Security Challenge with an Emerging VPN for the Remote Worker Global N9B3-74 September 2011
  • 2. 2<N9B3-74> Research Team Martha Vazquez Industry Analyst, Network Security (001) 210-247-3864 Martha.vazquez@frost.com Jennifer Bates Director of Consulting & Network Security (001) 940-455-7475 Jennifer.Bates@frost.com Alpa Shah Vice President of Research, ICT (001) 650-475-4556 Alpa_Shah@frost.com
  • 3. 3<N9B3-74> Contents Section Slide Numbers Executive Summary 4 Market Overview 10 Total Market - • External Challenges: Drivers and Restraints 17 • Forecasts and Trends 26 • Market Share and Competitive Analysis 53 North America Breakdown 86 Europe, Middle East and Africa (EMEA) Breakdown 92 Asia Pacific (APAC)Breakdown 98 Latin America Breakdown 104 The Last Word (Conclusions and Implications) 110 Appendix 114
  • 5. 5<N9B3-74> Executive Summary • Wireless Internet connectivity has become ubiquitous during the last five years. Driven primarily by lower cost access and integrated connectivity in devices, such as laptops, tablets, and smartphones, wireless Internet has become a viable option for remote employees. • As a result, many businesses and government entities have built remote Internet capabilities into their operating fabrics. • Employees are utilizing mobile devices to perform transactions directly at customer worksites. Protecting these transactions and providing secure connectivity back to the central office is a critical concern. • While many mobile security technologies exist, mobile virtual private network (VPN) technology allows organizations to enhance productivity and operate more effectively and efficiently by providing secure and persistent connections for remote workers. • The mobile VPN products market is an emerging market. The Mobile VPN market is gaining traction because of the explosive growth of mobile devices and the increasingly stringent regulatory requirements facing organizations. Source: Frost & Sullivan analysis.
  • 6. 6<N9B3-74> Executive Summary (continued) • In 2010, the global mobile VPN products market was valued at $160 million in revenue, with a compound annual growth rate (CAGR) of 18.4 percent. The North American region represents the highest percentage of the global market, at 79 percent and $126.9 million in total revenue. • In 2010, the top two vertical markets for mobile VPN products were the telecommunications segment and the government segment. Both of these verticals have a large number of remote employees with access to sensitive information and large field service teams. • The mobile VPN market is forecasted to show solid growth throughout the forecast period. The market consists of a wide variety of vendors ranging from dedicated software vendors, such as NetMotion Wireless and Columbitech, to large vendors that offer a breadth of networking products, such as Cisco and Juniper. Source: Frost & Sullivan analysis.
  • 7. 7<N9B3-74> Executive Summary—Market Engineering Measurements Market Stage Growth Market Revenues $160.0 M (2010) Market Units/Volume 832.9 (000) (2010) Average Price Per Unit $192.1 Market Size at End of Forecast Period $522.0 M (2015) Base Year Market Growth Rate 21.2% Compound Annual Growth Rate 18.4% (CAGR) Customer Price Sensitivity 5 (scale:1 [low] to 10 [High]) Market Concentration 38.5% Degree of Technical Change 6 (scale:1 [low] to 10 [High]) Market Overview Total Mobile VPN Products Market: Global, 2010 For a tabular version click here. Stable IncreasingDecreasing (% of market share held by top 3 companies) Note: All figures are rounded. The base year is 2010. Source: Frost & Sullivan analysis.
  • 8. 8<N9B3-74> Number of Companies that Exited* 0 (2010) Number of Companies that Entered* 0 (2010) Number of Competitors 19 (active market competitors in base year) Attachment Rate 1 (current number of units per user - Base Year) Executive Summary—Market Engineering Measurements (continued) Competitor Overview Stable IncreasingDecreasing Total Addressable Market Replacement Rate 18 Months (average period of unit replacement) Current Potential Users 3.1 M (Revenue/ Average Sales Price) Total Addressable Market Industry Advancement Marketing Spend as a Percent of Market Revenue 5.5% Average R&D Spend by Product $5.5M Maximum Attachment Rate 2 (maximum potential number of units per user) •Companies with revenue > $1M revenue. Note: All figures are rounded. The base year is 2010. Source: Frost & Sullivan analysis. Average Product Development Time 15 Months
  • 9. 9<N9B3-74> Executive Summary—CEO’s Perspective 2 The mobile VPN market is expected to reach $382 million by 2015. 3 The demand for mobile VPN technologies is increasing as businesses adopt more mobile devices. 4 Mobile VPNs will be integrated into other security solutions instead of remaining a separate product. 5 The adoption of mobile VPN products continues to grow outside the telecom and government verticals. 1 The mobile VPN market is in a growth stage, with a CAGR of 18.4 percent. Source: Frost & Sullivan analysis.
  • 11. 11<N9B3-74> Market Overview—Definitions • A mobile VPN is a VPN with specific features designed to provide secure connectivity and persistence over wireless networks. While other technologies, such as mobile Internet protocol (IP), IPSec, or Secure Sockets Layer (SSL) VPNs, provide similar functionality, mobile VPNs unify persistence and security features into a single product built for wireless coverage. • A mobile VPN allows devices to work across a variety of public or private networks, wired or wireless. These networks include wired local area networks (LAN), Wi-Fi networks, hotspots, and many varieties of wireless wide area networks (WANs) provided by different wireless carriers and satellite networks. • A mobile VPN solution may also include additional reporting, management, and control features. Frost & Sullivan also sees many traditional network access control (NAC) vendors partnering with vendors in this space, and some mobile VPN vendors have developed their own NAC solutions. • Frost & Sullivan requires the following features to be present in a mobile VPN solution for inclusion in this study: o Session Persistence - Traditional VPN users lose connectivity once they roam into different wireless networks, whereas mobile VPN users do not. The virtual IP address for each mobile VPN client remains the same, even when the IP address changes. The network connection is always on through a persistent IP address. Source: Frost & Sullivan analysis.
  • 12. 12<N9B3-74> Market Overview –Definitions (continued) • Application persistence - As mobile VPNs pass through different networks, the application sessions are sustained, even when connectivity is lost. • Traditional VPNs lose application sessions, which causes data loss and forces users to restart applications. • Network transparency - When switching networks, the mobile VPN is transparent to the user and does not compromise security or privacy. The application interface remains the same. • Bandwidth optimization - Mobile VPNs use a variety of optimization features to reduce network consumption and to lower bandwidth constraints thus lowering costs for organizations. Source: Frost & Sullivan analysis.
  • 13. 13<N9B3-74> Market Overview—Definitions (continued) • North America refers to the United States and Canada. • Europe, the Middle East, and Africa (EMEA) includes countries in Europe, including Eastern European countries and countries in Western Asia, and countries in Africa. • Asia-Pacific (APAC) refers to countries in East and Southeast Asia, including Japan and Australia. • Latin America (LATAM) refers to Mexico, Central and South America. • This research service/study defines a unit as a single license per user sold by a mobile VPN vendor to a customer either directly or indirectly through a reseller or a channel partner. • The average unit price is calculated by dividing the total product revenue by the number of licenses sold. • Revenue is based on original vendor product sales and does not include resale revenue or products sold by original equipment manufacturer (OEM) partners. Source: Frost & Sullivan analysis.
  • 14. 14<N9B3-74> Market Overview—Definitions (continued) Source: Frost & Sullivan analysis. • The following list compares VPN Technologies in the total global mobile VPN products market in 2010: o SSL VPN • Enables a secure remote connection through a Web browser • Addresses the needs of mobile workers, customers, and business partners to connect remotely to their respective corporate resources • Does not need preinstalled client software but has higher bandwidth costs o Internet protocol security (IPSec) VPN • Enables only fixed and site-to-site devices • IPSec addresses the need for connectivity between remote offices • Installed on only one device, so client software is needed and the solution is not persistent o Mobile VPN • Enables remote site-to-site connection and seamless roaming from any wireless network • Provides a seamless connection for an application to a wireless network • Provides data compression and bandwidth optimization when working on legacy wireless networks
  • 15. 15<N9B3-74> Is the market growing, how long will it continue to grow and at what rate? Hypotheses Market Overview—Key Questions This Study Will Answer Are the existing competitors structured correctly to meet customer needs? What are the challenges faced by the mobile VPN vendors in the market? What are the market trends driving the mobile VPN market? What are the top growth areas, geographically and vertically for the VPN market? What are the top distribution methods in the VPN market, and which method posses the fastest growth? Will partnerships be a key distribution method in the future? Source: Frost & Sullivan analysis. Who are the top participants in the mobile VPN market, and is the market ripe for acquisitions?
  • 16. 16<N9B3-74> Market Overview—Distribution Channels Market VPN vendors End Customer Partnerships VARs Total Mobile VPN Products Market: Distribution Channel Analysis, Global, 2010 Key: VARs: value-added resellers Source: Frost & Sullivan analysis. Key Takeaway: Partnerships and value-added resellers (VARs) are preferred sources of market VPN products because of their ability to provide trusted technical guidance. Online Direct Sales 10.0%
  • 17. 17<N9B3-74> External Challenges: Drivers and Restraints— Total Mobile VPN Products Market
  • 18. 18<N9B3-74> Drivers and Restraints MarketDriversMarketRestraints 1-2 years 3-5 years 6-10 yearsIncrease in advanced and complex threats drives demand for Mobile VPN solutions in order to address security on wireless devices Compliance regulations require organizations to implement additional security Budget Concerns because of the current economic situation slows the purchase of mobile VPN solutions Explosion of mobile and wireless devices within organizations drives the demand for Mobile VPN solutions Need to support multiple operating systems slows down mobile VPN development and sales Need for remote accessibility drives the need for secure and continuous access to critical data Costumer confusion about importance of mobile security solutions delays spending on products, such as mobile VPNs Impact: High Medium Low Total Mobile VPN Products Market: Key Market Drivers and Restraints: Global, 2011-2020 Source: Frost & Sullivan analysis.
  • 19. 19<N9B3-74> Drivers Explained • Increase in advanced and complex threats drives demand for Mobile VPN solutions in order to address security on wireless devices o The Internet has become a universal platform for conducting business. As a result, attackers have zeroed in on the Internet for conducting theft and fraud. Mobile devices are not immune from this trend and both consumers and organizations are looking for products to secure transactions conducted on Internet from outside the organization. o Even though mobility allows workers to demonstrate improved productivity, organizations have become increasingly concerned with hackers accessing corporate networks by posing as remote employees. Cybercriminals have shown they can easily take advantage of users connecting through hot spots or through unsecured connections, and organizations have little defense against these kinds of attacks. o Hackers are constantly looking for new vulnerabilities to exploit, and enterprises need to be prepared for these zero-day attacks. Using encrypted sessions and enforcing organizational policies on the mobile endpoint will help to prevent these attacks. Source: Frost & Sullivan analysis.
  • 20. 20<N9B3-74> Drivers Explained (continued) • Explosion of mobile and wireless devices within organizations drives the demand for mobile VPN solutions o Lowered prices and higher speeds for mobile Internet drive mobile devices into the hands of businesses and consumers. o Organizations are leveraging the use of personal mobile devices in the workplace. Today, most employees can access any business application and can connect to their corporate networks from anywhere through mobile applications, such as smartphones, laptops, tablets, and netbooks. o Because more and more work transactions are processed through mobile devices, security is a heighted concern. Mobile VPN technology and other mobile security products will be a crucial component as more mobile devices enter the workplace. Source: Frost & Sullivan analysis.
  • 21. 21<N9B3-74> Drivers Explained (continued) • Compliance regulations require organizations to implement additional security o The instances of data breaches continue to rise, and organizations are required to comply with government regulations that help secure customer data and company financial information. o As mobile devices become more prevalent and more cyber threats specifically targeting mobile devices are discovered, the security for mobile devices must improve. o Regulation and compliance is a strong driver for all information security markets, including the mobile VPN market. Verticals and industries continue to release specific guidance and regulations for information security. Influential legislation effecting mobile VPN market include: the Payment Card Industry Data Security Standard (PCI DSS), the Health Insurance Portability and Accountability Act (HIPAA), the Health Information Technology for Economic and Clinical Health Act (HITECH), the Gramm-Leach Bliley Act (GLB) and Sarbanes Oxley (SOX). Source: Frost & Sullivan analysis.
  • 22. 22<N9B3-74> Drivers Explained (continued) • Need for remote accessibility drives the need for secure and continuous access to critical data o For remote employees, the ability to access data at all times is critical. Businesses now expect their employees to be able to log on from any location. The ability to access the Internet through enhanced wireless technologies has allowed for applications to be downloaded onto mobile devices. Employees are using more applications than originally intended. As more applications are available for mobile or wireless devices, enterprises are utilizing these applications to increase efficiency and to enhance productivity. o Furthermore, falling prices for consumer devices and data plans have driven organizations to adopt more mobile devices into the workplace. Because businesses financially benefit from constant employee mobility, keeping connections secure and persistent is a necessity. Source: Frost & Sullivan analysis.
  • 23. 23<N9B3-74> Restraints Explained (continued) • Budget concerns because of the current economic situation slows the purchase of mobile VPN solutions o Since 2008, the global economy has experienced slow growth, causing many businesses to cut spending. In a majority of organizations, IT has bee hit hard by spending cuts. As a result, sales cycles have slowed, which has slowed growth in the overall information security market and for new security products, specifically. o Starting in 2010, the economy started to recover, but IT administrators remain cautious about spending on new security technologies. Frost & Sullivan believes that the need for mobile device security will outpace the current hesitation and this market will show steady growth through the forecast period. Source: Frost & Sullivan analysis.
  • 24. 24<N9B3-74> Restraints Explained (continued) • Need to support multiple operating systems slows down mobile VPN development and sales o Mobile devices of the past were Windows laptops and personal digital assistants (PDAs), but the recent mobile-device market explosion has resulted in an array of mobile devices. Employees are no longer limited to Windows devices, but are using Macs, iPhones, Androids, Blackberries, and Symbian devices to connect to corporate networks. o Mobile VPN vendors are now scurrying to offer solutions for these broad- based platforms. This restraint will decrease as mobile VPN vendors offer a larger portfolio for these diverse operating systems. Many mobile VPN vendors have support on the roadmap or in development for these platforms, and this restraint will lessen over the next 18 months as development and product releases catch up with demand. Source: Frost & Sullivan analysis.
  • 25. 25<N9B3-74> Restraints Explained • Costumer confusion about importance of mobile security solutions delays spending on products, such as mobile VPNs o Enterprise architects are still discovering more security measures are needed as they adapt to more wireless devices connecting to their networks. These security issues have perplexed information (IT) administrators on how to implement proper security measures for wireless devices. o Many organizations attempting solve mobile security challenges look to traditional VPN solutions, such as SSL or IPSec VPN. Mobile VPN vendors have to educate IT buyers before they can influence their buying decisions. o Despite high adoption by many organizations, many organizations remain reluctant to adopt mobile devices because of the potential security risks associated with allowing remote employees to access corporate networks. Source: Frost & Sullivan analysis.
  • 26. 26<N9B3-74> Forecasts and Trends—Total Mobile VPN Products Market
  • 27. 27<N9B3-74> MEASUREMENT NAME MEASUREMENT TREND Market Stage (Nascent, Growth, Mature) Growth — Market revenue(2010) $160.0 M ▲ Market Units/Volume (2010) 83.9 (000) ▲ Average Price Per Unit $192.1 ▼ Market Size at End of Forecast Period (2015) $382.0 M ▲ Base Year Market Growth Rate 21.2% ▼ Compound Annual Growth Rate (CAGR) 18.4% — Customer Price Sensitivity (scale of 1 to 10, Low to High) 5 ● Degree of Technical Change (scale of 1 to 10, Low to High) 7 ▲ Market Concentration (% of base year market controlled by top 3 competitors) 38.5% ▼ Market Engineering Measurements Note: All figures are rounded. The base year is 2010. Source: Frost & Sullivan analysis. TREND Decreasing Stable Increasing ▼ ● ▲ Market Overview Total Mobile VPN Products Market: Global, 2010
  • 28. 28<N9B3-74> Replacement Rate (average period of unit replacement) 18 Months ● Attachment Rate (current number of units per user - 2010) 1 ● Maximum Attachment Rate (maximum potential number of units per user - 2010) 2 ● Base Year 2010 (Potential Users or Addressable Market) 3.1 M ● MEASUREMENT NAME MEASUREMENT TREND Number of Competitors (active market competitors in base year) 19 ● Number of Companies that Exited in Base Year* 0 ● Number of Companies that Entered in Base Year* 0 ● Market Engineering Measurements (continued) Competitor Overview Total Addressable Market Note: All figures are rounded. The base year is 2010. Source: Frost & Sullivan analysis.* Companies with >$1M revenue. TREND Decreasing Stable Increasing ▼ ● ▲
  • 29. 29<N9B3-74> MEASUREMENT NAME MEASUREMENT TREND Average Product Development Time 15 Months ● Average R&D Spend by Product $5.5 M ▲ Marketing Spend as a Percent of Market Revenue 5.5% ● Market Engineering Measurements (continued) TREND Decreasing Stable Increasing ▼ ● ▲ Industry Advancement Note: All figures are rounded; base year is 2010. Source: Frost & Sullivan analysis.
  • 30. 30<N9B3-74> Forecast Assumptions The forecast for mobile VPN market revenue and unit shipment prices are based on numerous assumptions, including the following factors: • New cyber security requirements and legislation to be released in 2012 and 2013 • Continued product development and new features expected between 2010 and 2013 • Continued cyber terrorism and data-security breaches throughout the forecast period • A significant increase in number mobile devices entering organizations through 2015 • Continued concerns around unsecure mobile devices entering enterprise space • Increased competition from traditional VPN security solutions from 2011 to 2015 • The integration and consolidation of VPN clients onto new mobile devices Source: Frost & Sullivan analysis.
  • 31. 31<N9B3-74> Note: All figures are rounded; the base year is 2010. Source: Frost & Sullivan analysis. Total Mobile VPN Market Unit Shipment and Revenue Forecast Key Takeaway: An increase in using wireless devices will fuel revenue growth through 2015. 2007 2008 2009 2010 2011 2012 2013 2014 2015 Revenue 90.0 110.0 132.0 160.0 193.0 230.0 275.0 325.0 382.0 Units 441.4 550.3 673.6 832.9 1025.1 1246.6 1520.9 1834.2 2199.9 0.0 500.0 1000.0 1500.0 2000.0 2500.0 0.0 50.0 100.0 150.0 200.0 250.0 300.0 350.0 400.0 450.0 Units(000s) Revenue($Million) Year Total Mobile VPN Products Market Unit Shipment and Revenue Forecast, Global, 2007-2015 CAGR = 18.4%
  • 32. 32<N9B3-74> Unit Shipment and Revenue Forecast Discussion • The global mobile VPN market was in a growth stage in 2010, with an estimated $160 million in revenue. The market is expected to grow at a CAGR of 18.4 percent throughout the forecast period. The base year growth was 21.2 percent in 2010. The market is expected to generate $382 million in revenue by 2015. • High growth was expected for the mobile VPN market in a 2008 study; however, actual growth was slower than forecasted because of the competition increase and the popularity of a variety of operating systems in the device market. Most mobile VPN vendors have been slow in offering broader platforms and have focused on the Windows platform. As a result, growth during the forecast period is expected to be approximately 18.4 percent healthy but lower than many other security markets. • The number of units represents the number of users purchasing mobile VPN solutions. In 2010, the number of units was estimated at 832.9 thousand and was predicted to reach 3.1 million users by 2015. The average sales price used to determine the number of units was estimated to be $192.1 per user. The price is expected to reach $173.60 per user by 2015 and is expected to decline as more competitors begin offering similar solutions and the demand increases because of the number of various endpoints entering the business market. Source: Frost & Sullivan analysis.
  • 33. 33<N9B3-74> Note: All figures are rounded; the base year is 2010. Source: Frost & Sullivan analysis. Total Mobile VPN Products Market Pricing Trends and Forecast Key Takeaway: Prices are expected to decline slightly at a -2.0 percent CAGR during the next five years. 2007 2008 2009 2010 2011 2012 2013 2014 2015 Average Price 203.9 199.9 195.9 192.1 188.3 184.5 180.8 177.2 173.2 155.0 160.0 165.0 170.0 175.0 180.0 185.0 190.0 195.0 200.0 205.0 210.0 AveragePrice($) Year Average Price for Mobile VPN Products Total Mobile VPN Products Market: Global, 2007-2015 CAGR=-2.0%
  • 34. 34<N9B3-74> Pricing Trends and Forecast Discussion • The pricing for the mobile VPN market differs somewhat from the traditional SSL or IPSec VPN vendors who charge for the number of deployed users. Mobile VPN vendors have a variety of sales models. Some vendors may sell a clients to a company and then include the server for free. Other vendors may place the client for free within the device and make up the revenue from hardware or support services. • The average sales price in 2010 was $192.1 per user. The average sales price is expected to reach $173.2 per user by 2015. Prices are expected to decline as more competitors begin offering similar solutions increasing competition. Not included in this pricing are annual maintenance fees that range from 20 to 30 percent of the cost. • Mobile VPN pricing can vary, depending on the featured set or solution and the contract size. The pricing can also change, depending on the service or the maintenance model the client chooses. Dedicated mobile VPN vendors are experiencing increased competition from traditional network equipment vendors, such as Juniper and Cisco. Cisco, for example, has a solution that includes many of the benefits of a mobile VPN, such as seamless roaming and application persistence. Stand-alone mobile VPN vendors continue to add separate modules into the mobile VPN solution as a means to differentiate themselves from other traditional SSL VPN vendors. Source: Frost & Sullivan analysis.
  • 35. 35<N9B3-74> Note: All figures are rounded; the base year is 2010. Source: Frost & Sullivan analysis. Total Mobile VPN Market Percent Revenue Forecast by Region Key Takeaway: The North American market will remain the key adopter for newer technologies. 0.0% 20.0% 40.0% 60.0% 80.0% 100.0% 2007 2008 2009 2010 2011 2012 2013 2014 2015 Latin America 5.0 4.9 5.0 5.0 5.1 5.2 5.3 5.5 5.7 APAC 5.0 5.2 5.4 5.5 5.6 5.8 6.0 6.1 6.2 EMEA 9.9 10.2 10.1 10.2 10.3 10.4 10.6 10.8 11.1 North America 80.1 79.7 79.5 79.3 79.0 78.6 78.1 77.6 77.0 %Revenue Year Total Mobile VPN Products Market Percent Revenue Forecast by Region, 2007–2015
  • 36. 36<N9B3-74> Revenue Forecast by Region Total Mobile VPN Products Market: Revenue Forecast by Region, 2007-2015 Year North America ($ Million) EMEA ($ Million) APAC ($ Million) Latin America ($ Million) 2007 72.1 8.9 4.5 4.5 2008 87.7 11.2 5.7 5.4 2009 104.9 13.3 7.1 6.6 2010 126.9 16.3 8.8 8.0 2011 152.5 19.9 10.8 9.8 2012 180.8 23.9 13.3 12.0 2013 214.8 29.2 16.5 14.6 2014 252.2 35.1 19.8 17.9 2015 294.1 42.4 23.7 21.8 CAGR 17.6% 20.3% 25.3% 21.8% Source: Frost & Sullivan analysis.
  • 37. 37<N9B3-74> Regional Revenue Forecast Discussion • North America remained the leading geographic market for mobile VPN products, with approximately $126.9 million in revenue and 79.3 percent of the market in 2010. North America provides solid market opportunity because of its heavily regulated business environment and early adopter mentality for security solutions. • In 2010, EMEA generated $16.3 million in revenue, representing 10.2 percent of the global mobile VPN market. Mobile VPN products are beginning to gain more traction in EMEA. The small revenue amount represents the nascent nature of this market combined with the broader acceptance of mobile technologies in EMEA lead Frost & Sullivan to believe the potential for high levels of competition in EMEA. • In 2010, the APAC and Latin America markets combined totaled $16.8 million in revenue. For the APAC region, the market represented a CAGR of 25.3 percent and represented 5.6 percent of the Global VPN market. Latin America regions had a CAGR of 21.8 percent and represented 5.1 percent of the global mobile VPN market. Source: Frost & Sullivan analysis.
  • 38. 38<N9B3-74> Product and Technology Trends Management tools: analytics/policy tools • Businesses today are looking for solutions that offer more than just secure tunnels— they are also looking for better management tools. The increase in multiple devices and remote employees has driven the need for better visibility in managing these devices. In addition, the remote user can now log in to many different networks, making it difficult for IT management to centrally manage these devices. In addition to managing these devices, businesses want to view mobile workers’ activities on wireless connections. Network Access Control (NAC) • Companies such as NetMotion Wireless and Birdstep have implemented NAC solutions into their portfolios. The NAC feature allows users to connect to the corporate network only if it complies with security policies. Although this functionality has appeared as important in the past, its adaption has been slow. Control in policies and management is becoming increasingly more important than the NAC feature. Source: Frost & Sullivan analysis.
  • 39. 39<N9B3-74> Product and Technology Trends (continued) Increasing number and types of mobile devices and operating systems • As the number of remote workers increases, the multitude of new wireless devices and operating systems is also causing challenges for businesses. In the past few years, the market has experienced an influx in new operating systems besides Windows. Many traditional mobile VPN participants only support Windows and Symbian, and the addition of support for new platforms is a critical competitive factor moving forward. Integration/consolidation • Organizations continue to demand a one-stop-shop for security products to reduce complexity and the amount of support contracts. In the information security market, integration and consolidation of vendors continues to rise. Vendors, such as Cisco and Juniper, are partnering with other mobile vendors to increase the value proposition of their solutions. It is likely that pure-play mobile VPN vendors will need to create tighter integration and partnerships with other mobile vendors, or they will be acquired by larger, more comprehensive security providers. Source: Frost & Sullivan analysis.
  • 40. 40<N9B3-74> Legislative Trends Payment Card Industry (PCI) Data Security Standard (DSS) • The PCI DSS set a minimum baseline in the marketplace to protect a cardholder’s sensitive account and transaction information. On 1 October 2008, PCI DSS 1.2 was implemented. The main purpose for the update was to clarify existing requirements and provide flexibility in the standard’s interpretation. Within the mobile VPN market, legislation has stirred the retail market and businesses that have access to remote credit card transactions. The need for encryption and protecting data in motion continues to drive the market for mobile security. HIPAA and HITECH • The Health Insurance Portability and Accountability Act (HIPAA) was signed into law on August 21, 1996, causing a host of security solutions to be evaluated and implemented by hospitals, doctors, pharmacies, and insurance companies. The Health Information Technology for Economic and Clinical Health Act (HITECH) responds to the criticisms of HIPAA and builds on HIPAA and broadens HIPPA’s scope by increasing the rigor for compliance. As the healthcare market adopts wireless technologies, the need for remote access will increase. In addition, organizations will need to secure any mobile or wireless device that is accessing the corporate network to reduce the possibility of threats. Source: Frost & Sullivan analysis.
  • 41. 41<N9B3-74> Legislative Trends (continued) Gramm-Leach-Bliley Act • The Gramm-Leach-Bliley Act (GLB) targets the financial markets, banks, securities firms, and insurance companies. This act addresses the privacy of consumer data and its exchange. Given the sensitivity of financial information, the financial sector required little convincing of the need for securing their communications. Financial institutions were early adopters of security technologies because of the size of their networks and budgets and the sensitivity of their data. Sarbanes-Oxley Act • The Sarbanes-Oxley Act (SOX) set and enforced standards for corporate financial accountability. Intended to reduce fraud and conflicts of interest, SOX mandates that CEOs, CFOs, and auditing firms attest to the validity of financial records and audits. It establishes management's responsibility for internal control and financial reporting; it also requires organizations to report material changes in financial conditions or operations on a rapid and current basis. Source: Frost & Sullivan analysis.
  • 42. 42<N9B3-74> Total Mobile VPN Products Market Percent of Revenue Distribution by Vertical Market Telecommunications 30.0% Government 20.0%Healthcare 10.0% Utilities 10.0% Financial 7.0% *Other 23.0% Percent Sales Breakdown Total Mobile VPN Products Market: Global, 2010 Note: All figures are rounded; the base year is 2010. Source: Frost & Sullivan analysis. *Other Verticals include: Retail, Media, Transportation, Hospitality, Manufacturing , and Entertainment
  • 43. 43<N9B3-74> Note: All figures are rounded; the base year is 2010. Source: Frost & Sullivan analysis. Total Mobile VPN Products Market Revenue Forecast by Vertical Market (continued) y Key Takeaway: Telecommunications will provide strong growth opportunities during next 5 years. *Other Verticals include: Retail, Media, Transportation, Hospitality, Manufacturing , and Entertainment 2007 2008 2009 2010 2011 2012 2013 2014 2015 Other 24.5 28.2 32.0 36.8 42.1 48.2 53.8 60.6 65.7 Utilities 8.3 10.5 12.9 16.0 19.9 24.2 30.0 35.8 43.5 Financial 5.7 7.2 8.8 11.2 13.7 16.8 20.6 24.7 29.8 Healthcare 7.9 10.0 12.5 16.0 20.1 24.4 30.3 37.4 45.5 Telecommunications 26.5 32.6 39.3 48.0 58.3 69.7 83.9 99.5 117.7 Government 17.2 21.5 26.1 32.0 39.0 46.7 56.4 67.0 79.8 Revenue Growth Rate (%) 22.2 20.0 21.2 20.6 19.2 19.6 18.2 17.5 0.0 5.0 10.0 15.0 20.0 25.0 0.0 50.0 100.0 150.0 200.0 250.0 300.0 350.0 400.0 450.0 GrowthRate(%) Revenue($Million) Year Total Mobile VPN Products Market Revenue Forecast by Vertical Market , 2007-2015, Global
  • 44. 44<N9B3-74> Note: All figures are rounded; the base year is 2010. Source: Frost & Sullivan analysis. Total Mobile VPN Products Market Unit Shipment and Revenue Forecast for Telecommunications Vertical Key Takeaway: Wireless carriers and other telecom carriers will continue to drive the sales of mobile VPNs from integrated devices 2007 2008 2009 2010 2011 2012 2013 2014 2015 Revenue 26.5 32.6 39.3 48.0 58.3 69.7 83.9 99.5 117.7 Units 129.7 162.9 200.7 249.8 309.6 377.7 463.9 561.2 677.5 0.0 100.0 200.0 300.0 400.0 500.0 600.0 700.0 800.0 0.0 20.0 40.0 60.0 80.0 100.0 120.0 140.0 Units(1000s) Revenue($Million) Year Total Mobile VPN Products Market, Unit Shipment and Revenue Forecast for Telecommunications Vertical Global, 2007–2015 CAGR = 19.1%
  • 45. 45<N9B3-74> Note: All figures are rounded; the base year is 2010. Source: Frost & Sullivan analysis. Total Mobile VPN Products Market Unit Shipment and Revenue Forecast for Government Vertical Key Takeaway: State and emergency response workers will drive the government market. 2007 2008 2009 2010 2011 2012 2013 2014 2015 Revenue 17.2 21.5 26.1 32.0 39.0 46.7 56.4 67.0 79.8 Units 84.2 107.3 133.3 166.5 207.0 253.0 311.8 377.8 459.7 0.0 50.0 100.0 150.0 200.0 250.0 300.0 350.0 400.0 450.0 500.0 0.0 10.0 20.0 30.0 40.0 50.0 60.0 70.0 80.0 90.0 Units(1000s) Revenue($Million) Year Total Mobile VPN Products Market Unit Shipment and Revenue Forecast for Government Vertical Global, 2007–2015 CAGR = 19.4%
  • 46. 46<N9B3-74> Note: All figures are rounded; the base year is 2010. Source: Frost & Sullivan analysis. Total Mobile VPN Products Market Unit Shipment and Revenue Forecast for Utilities Vertical Key Takeaway: Field utility workers will continue to fuel revenue growth. 2007 2008 2009 2010 2011 2012 2013 2014 2015 Revenue 8.3 10.5 12.9 16.0 19.9 24.2 30.0 35.8 43.5 Units 40.6 52.2 66.0 83.2 105.5 130.8 165.7 201.7 250.7 0.0 50.0 100.0 150.0 200.0 250.0 300.0 0.0 5.0 10.0 15.0 20.0 25.0 30.0 35.0 40.0 45.0 50.0 Units(1000s) Revenue($Million) Year Total Mobile VPN Products Market Unit Shipment and Revenue Forecast for Utilities Vertical Global, 2007-2015 CAGR = 21.5%
  • 47. 47<N9B3-74> Note: All figures are rounded; the base year is 2010. Source: Frost & Sullivan analysis. Total Mobile VPN Products Market Unit Shipment and Revenue Forecast for Healthcare Vertical Key Takeaway: Field workers in the healthcare market will fuel revenue growth 2007 2008 2009 2010 2011 2012 2013 2014 2015 Revenue 7.9 10.0 12.5 16.0 20.1 24.4 30.3 37.4 45.5 Units 38.8 50.0 63.9 83.2 106.6 132.1 167.3 210.9 261.7 0.0 50.0 100.0 150.0 200.0 250.0 300.0 0.0 5.0 10.0 15.0 20.0 25.0 30.0 35.0 40.0 45.0 50.0 Units(1000s) Revenue($Million) Year Total Mobile VPN Products Market Unit Shipment and Revenue Forecast for Healthcare Vertical Global, 2007-2015 CAGR = 22.6%
  • 48. 48<N9B3-74> Note: All figures are rounded; the base year is 2010. Source: Frost & Sullivan analysis. Total Mobile VPN Products Market Unit Shipment and Revenue Forecast for Financial Vertical Key Takeaway: The financial market is more inclined to purchase traditional SSL VPN solutions, but will be inclined to try new technologies. 2007 2008 2009 2010 2011 2012 2013 2014 2015 Revenue 5.7 7.2 8.8 11.2 13.7 16.8 20.6 24.7 29.8 Units 27.8 35.7 45.1 58.3 72.7 91.0 114.0 139.4 171.5 0.0 20.0 40.0 60.0 80.0 100.0 120.0 140.0 160.0 180.0 200.0 0.0 5.0 10.0 15.0 20.0 25.0 30.0 35.0 Units(1000s) Revenue($Million) Year Total Mobile VPN Products Market Unit Shipment and Revenue Forecast for Financial Vertical Global, 2007–2015 CAGR = 21.1%
  • 49. 49<N9B3-74> Vertical Market Revenue Forecast Discussion • Telecommunications and the government were the largest verticals for mobile VPN products in 2010. The telecommunications vertical represented 30 percent of the global mobile VPN market and generated $48 million in revenue. The government vertical represented 20 percent of the global VPN market by generating $32 million in revenue. The telecommunications vertical includes vendors, such as communication carriers and service providers. Telecommunications companies usually provide services to their own clients; therefore, this market is expected to experience growth through the increasing demand of mobile and wireless devices. • The government vertical remains a leading vertical in information security products. Furthermore, the mobile VPN market is in high demand for public safety, emergency, federal, local, and state agencies. The early adopters for this solution were providers for public safety and emergencies. Devices typically purchased in this sector consist of integrated mobile VPN clients because the demand for seamless security is increasing for this sector. • To remain in compliance, several key security standards are required before approving wireless devices for government employees. The key required security standards include strong authentication, non-repudiation, and secure personal identification devices and network levels. While these stringent requirements are more difficult for vendors to meet, the government is less price sensitive than other verticals. Source: Frost & Sullivan analysis.
  • 50. 50<N9B3-74> Vertical Market Revenue Forecast Discussion (continued) . • The healthcare vertical generated $16 million in revenue in the total global mobile VPN market. In 2010, this segment represented 10 percent of the global mobile VPN market. The healthcare vertical is made of hospitals and other healthcare facilities. • The healthcare vertical has been a key adopter of SSL VPNs and Virtual Desktop Infrastructure (VDI). Meeting HIPAA compliance has increased the need to secure data on mobile devices—the effort to meet these compliance regulations will create strong traction for this market globally. • Field workers, physicians, and medical staff are being given more access to confidential medical records and other healthcare applications through wireless networks; therefore, the need to protect this data in transit will help spur the growth of the healthcare vertical. Home healthcare and telemedicine is driving the addition of more wireless devices and with required compliance legislations, such as HIPAA and HITech, mobile-device security be at the forefront of deployments. • The utilities vertical is comprised of gas, electric, and energy companies. The utilities segment has adopted mobile VPN solutions in order to provide continuous application sessions and seamless roaming capabilities to field service workers. Field service workers within the utilities vertical are also utilizing this solution to process orders and respond to service inquires more efficiently and effectively. Source: Frost & Sullivan analysis.
  • 51. 51<N9B3-74> Note: All figures are rounded; the base year is 2010. Source: Frost & Sullivan analysis. Total Mobile VPN Products Market Percent Revenue Forecast by Distribution Channel Key Takeaway: Partner channels will remain the most influential channel in 2011; the VARs channel will also continue to grow throughout 2015. 0.0% 20.0% 40.0% 60.0% 80.0% 100.0% 2007 2008 2009 2010 2011 2012 2013 2014 2015 Web 3.1 3.5 3.6 3.0 2.9 2.7 2.5 2.4 2.1 Partners 43.6 44.1 44.5 45.0 45.3 45.7 46.0 46.2 46.4 Direct Sales 12.0 11.0 10.1 10.0 9.5 9.1 8.7 8.3 7.8 VARS 41.3 41.4 41.8 42.0 42.3 42.5 42.8 43.1 43.7 %Revenue Year Total Mobile VPN Products Market Percent Revenue Forecast by Distribution Channel Global, 2007-2015
  • 52. 52<N9B3-74> Distribution Channel Revenue Forecast Discussion • Key distribution channels for mobile VPN products include: partnerships with telecom companies, integrators, and handset manufacturers. VARs are also an important distribution channel for mobile VPN products. In 2010, partnerships accounted for $72 million in revenue and 45 percent of mobile VPN market. Partnerships are expected to continue to be a key driver in the future, generating $177.2 million in revenue or 46.3 percent of the market by 2015. Carriers such as AT&T, Sprint, and Verizon Wireless have been instrumental in selling mobile VPN solutions to their customers. Adding security to the wireless portfolio has been important in the sales process for wireless solutions. • VARs generated $67.2 million in revenue in 2010. VARs remains a key channel distributer for mobile VPN vendors. VARs are expected to remain a top distribution point for mobile VPN providers and are expected to contribute $166.9 million in revenue by 2015. • Managed security service providers are also hosting mobile VPN services. Enterprises have found that mobile deployments may be confusing and complex; therefore, enterprises are turning to MSSPs to host this service. MSSPs are expected to become a more important channel in the next 3 to 5 years. Source: Frost & Sullivan analysis.
  • 53. 53<N9B3-74> Market Share and Competitive Analysis— Total Mobile VPN Products Market
  • 54. 54<N9B3-74> Competitive Analysis—Market Share Note: All figures are rounded. The base year is 2010. Source: Frost & Sullivan analysis. Key Takeaway: Consolidation and acquisition is expected as Tier I network security companies broaden their mobile security portfolio NetMotion Wireless 16.5% Columbitech 6.7% Radio IP 4.7% SmithMicro Software 6.7% Birdstep Technology 2.7% Cisco 15.3% IBM 6.7% Others 40.7% Percent of Sales Total Mobile VPN Products Market: Global, 2010 Other vendors include: Anthasoft, Broadbeam (A Mobileaware Company), Check Point Software, Cryptzone, Fortinet, Good Technology, Juniper Networks, NCP Secure Communications, NetSeal Mobility, RIM, The Green Bow, WatchGuard n = 19
  • 55. 55<N9B3-74> Market Share Analysis The top five mobile participants contributed 55.1 percent of total market revenue. NetMotion Wireless leads the competition in 2010 with 16.5 percent of revenue. NetMotion Wireless developed relationships with wireless carriers early in the market, and these relationships have proven to be favorable for the company. In addition to existing partnerships, NetMotion’s early market entrance has also enabled the company’s success in the mobile VPN market. Cisco is a top integrator in the market, and its always on approach for remote access has enabled the company to gain a strong market entrance in the enterprise market. Cisco ranked second next to NetMotion with $23 million in revenue for 2010. Companies Revenue (%) NetMotion Wireless 16.5 Cisco 15.3 Columbitech 6.7 SmithMicro Software 6.7 IBM. 6.7 Radio IP 4.7 Birdstep Technology 2.7 Others 40.7 Total 100.0 * A list of “Other” companies can be found at link to slide in appendix. Note: All figures are rounded. The base year is 2010. Source: Frost & Sullivan analysis. Mobile VPN Products Market: Company Market Share Analysis of Top Participants Global, 2010
  • 56. 56<N9B3-74> Competitive Environment Source: Frost & Sullivan analysis. Total Mobile VPN Products Market: Competitive Structure, Global, 2010 Number of Companies in the Market 19 with revenue greater than $1M USD Competitive Factors Price, performance, partnership relationships, technology, security features, ease of use, easy end-user experience Key End-user Groups Government, healthcare, utility, financial, and retail industries Major Market Participants NetMotion Wireless, Cisco Market Share of Top 10 Competitors 59.3% Other Notable Market Participants Green Bow, MobileAware, Cryptozone, Check Point Software, NCP Engineering Distribution Structure VARSs, D Wireless Carriers, integrators, OEMs, direct sales Notable Acquisitions and Mergers Radio IP purchased ipUnplugged in 2009, Cryptzone acquired AppGate in 2009
  • 57. 57<N9B3-74> Top Competitors Company Strengths Weaknesses Opportunities Threats NetMotion Wireless Proven and solid solution, strong relationships with partners Limited product line within the information security market, platform for devices is not broad Government and healthcare markets, solid reputation for local and state government entities Slower growth than expected in the market, Needs diverse platforms to support growing customer demand Cisco Product and service diversity, strong reputation and brand name Leverages other mobile VPN vendors for a complete solution, focused more on the enterprise market Solid penetration in the enterprise market, utilizes its existing customers Cost, more of an all-in-one solution SmithMicro Software Strong partnerships and diverse software product Primarily focused on the Windows Platform Has solid partnerships with various carriers and hardware vendors Integrators, such as Cisco and Juniper, are offering lucrative enterprise deals IBM Strong reputation and brand name The mobile VPN solution is an extension to its Lotus Notes product line Leverage its existing enterprise customers and offer a holistic secure connectivity solution Product is primarily a value-added solution for Lotus customers, lacks broader market appeal Source: Frost & Sullivan analysis.
  • 58. 58<N9B3-74> Top Competitors (continued) Company Strengths Weaknesses Opportunities Threats Columbitech Solid mobile VPN product, works well for integration, supports Android platform Low penetration in North America Wireless carriers, value- added resellers in North America Slow growth because of economic restraints, focuses less on enterprise markets Radio IP Product and service diversity Limited market penetration globally Government and global expansion markets The need to remarket brand name after purchase of ipUnplugged Birdstep Technologies Solid product offering and relationships Small penetration in the enterprise market, low brand awareness North America penetration, building more partnerships Low growth due to economic issues Cryptzone Solid security portfolio and SSL VPN provider Building reputation in mobile VPN market North America and building strong distribution channels Low brand name and reputation in VPN market NCP Engineering Solid SSL VPN solution and hybrid offering, strong relationships Strong brand name outside Germany, offering is for large enterprises North America penetration, offers a managed service for penetrating SMB markets Competitive market from large networking companies such as Cisco Source: Frost & Sullivan analysis.
  • 59. 59<N9B3-74> Competitor Growth AnalysisGrowthrate2009-2010 NetMotion Wireless Revenue ($ Million) Cisco Birdstep Technologies Smith Micro Software Columbitech > 10% growth 10-20% Growth > 20% Growth Key Takeaway: The highest penetration rates are expected to come from Cisco, Juniper, and NetMotion Wireless Competitor Growth Analysis Total Mobile VPN Products Market: Global, 2010 IBM Check Point Software Technologies Radio IP Juniper Networks Note: Bubble size represents relative capitalization. The base year is 2010. Source: Frost & Sullivan analysis.
  • 60. 60<N9B3-74> Competitive Factors and Assessment Source: Frost & Sullivan analysis. Tier Analysis Birdstep Technologies, Radio IP, NCP Engineering, Cryptzone Columbitech, Smith Micro, IBM, Check Point Software NetMotion Wireless, Cisco Tier III Tier II Tier I Company Tier AnalysisCompany Tier Analysis • There are three tiers of competitors in the global mobile VPN security market. • NetMotion Wireless and Cisco were the Tier I market competitors that dominated the market, with a combined share of 42.5 percent in 2010. • Tier II companies, including Columbitech , IBM, Check Point Software were considered challengers or contenders, with a strong presence in the market. • Tier III companies had a smaller presence in the market, primarily niche markets.
  • 61. 61<N9B3-74> Innovation Strategy Implementation Check Point Columbitech Source: Frost & Sullivan analysis. Cisco NetMotion Wireless Juniper Networks Total Mobile VPN Products Market: Strategy Implementation and Innovation by Vendor Global, 2010 Competitive Analysis (continued)Competitive Factors and Assessment (continued) RadioIP Birdstep Technologies IBM Cryptzone NCP Engineering
  • 62. 62<N9B3-74> Competitive Factors and Assessment (continued) Source: Frost & Sullivan analysis. Company Partnerships NetMotion Wireless AT&T, Verizon Wireless, Microsoft, T-Mobile, Sprint, Sybase iAnywhere, Sierra Wireless Columbitech Motorola Symbol, Ericsson, Tella, Verizon Business, HP Invent Birdstep Technology Nokia, Ericsson, Cisco, Microsoft Radio IP Bell Canada, Comintel, Rogers, Motorola NCP Engineering WatchGuard, T-Mobile, Verizon Wireless Smith Micro Software AT&T, Bell Canada, Sprint, T-Mobile USA, Verizon Wireless, Vodafone MobileAware AT&T, RIM, Certicom, Motorola, Ericsson, Sprint, Sierra Wireless, Verizon Wireless Total Mobile VPN Products Market: Notable Key Partnerships by Vendor Global, 2010
  • 63. 63<N9B3-74> Competitive Factors and Assessment (continued) Source: Frost & Sullivan analysis. Company Current Client Operating Systems Supported NetMotion Wireless Windows 7, Windows Vista, Windows XP, Windows Mobile, Windows CE Columbitech Windows 2000 Professional, Windows XP, Windows Vista and 7 32/64 bit, Windows Mobile 2002, 2003 , 5.0, 6.X, Windows CE, Symbian 9.1, Android Birdstep Technology Windows XP, Vista 7, Windows WM6.1,6.5, Nokia S60 3.1, 3.2, Android 1.6, 2.1,2.2 Radio IP Windows, Windows XP, Windows 7 64 bit NCP Engineering Windows 7, Windows Vista, Windows XP, Windows Mobile 5.0,6.x, Linux , Mac OSX, Symbian OS S60 3rd edition Smith Micro Software Windows XP 32 bit, Vista 32 bit, 7 32 bit IBM Windows, Windows Mobile, Symbian and Linux Cisco Symbian, OS/ iOS and Windows Total Mobile VPN Products Market: Notable Key Partnerships by Vendor, Global, 2010
  • 64. 64<N9B3-74> NetMotion Wireless Profile Product/Service Profile Pricing Structure Key Features Market Strategy • Mobility XE 9.0: a software-based mobile VPN • Policy Managment Module: admins can create specific policies to manage. • Network Access Control Module: allows devices to access the corporate network if specific security policies are met. • Analytics Module: allows for better visability. • The average cost per license for Mobility XE is estimated to be $175 to $200, which includes one year maintenance. • Total Investment Upfront: o 100 users : $20,000 o 500 users: $100,000 o 1000 users: $180,000 • Key features for the mobile VPN solutions include: User-transparent security, two-factor authentication, device authentication advanced encryption standard (AES ) encryption, Network Access Control (NAC). • Data compression for real-time applications, streaming video and packet-loss recovery • Netmotion Wireless was one of the first companies to specialize in the public safety/ emergency medical vertical. The company has also sold through strong partnerships, such as AT&T and other wireless carriers. As a result, these partnerships have enabled NetMotion to gain strong traction in the market. Source: Frost & Sullivan research.
  • 65. 65<N9B3-74> Competitor Opportunities • NetMotion is a solid competitor, but it lacks visibility into other geographic areas. • NetMotion is a strong competitor in the government sector, but it does not have a large presence in the enterprise market. • The company’s product is restricted to the Windows operating system; therefore, the company needs to focus on expanding to support more operating systems, such as the Android and Apple platforms. NetMotion Wireless Strengths • NetMotion Wireless already has a strong presence in the North American market and is making an entrance into the European market. • NetMotion Wireless has expanded its product line to include a detailed policy management and network access control (NAC) module. • Frost & Sullivan believes that NetMotion Wireless will continue to have a strong position in the mobile VPN market. NetMotion Wireless Profile (continued) Source: Frost & Sullivan analysis.
  • 66. 66<N9B3-74> Cisco Profile Product/Service Profile Pricing Structure Key Features Market Strategy • Cisco’s mobile VPN includes the Cisco Secure Mobility “ always on” or “on demand” connectivity • Components include client software, and devices can be managed through Cisco Adaptive Security Appliance (ASA) • Pricing varies, depending on the number of users and requirements • Estimated initial investment for 500 users: • Price includes ASA 5520 VPN edition, with 500 SSL user license, AnyConnect Mobile license and support for one year • The solution offers an “always on “ experience • In addition, the VPN offers an optimized gateway selection Other additional features include: • Web secuirty • Granular control • Cisco focuses more on the enterprise market, focusing on 500 plus users • The company leverages its SSLVPN footprint and its enterprise market to offer a holistic VPN solution; Cisco’s global distribution allows the company to have a larger geographic footprint Source: Frost & Sullivan research. • An “always on “ experience • Optimized Gateway Selection • Network roaming • Web security • Granular control
  • 67. 67<N9B3-74> Cisco Strengths • Cisco is a well-known established information security vendor and integrator. The company is a strong participant in the SSL VPN market with an established presence in the North American, EMEA, and APAC. • Cisco has a strong presence within the enterprise market, and it leverages its partnerships and its reputation to maintain its market presence. • The company has support for a broad platform of devices, such as Symbian, Apple, and Windows. Cisco Profile (continued) Source: Frost & Sullivan analysis. Competitor Opportunities • Cisco only offers the connection manager for Windows laptops. • Cisco relies on a homogeneous network, which is not always the best fit for all customers • Cisco has a larger presence in the enterprise segment and only a small presence in the small business market.
  • 68. 68<N9B3-74> SmithMicro Software Profile Product/Service Profile Pricing Structure Key Features Market Strategy • SmithMicro offers QuickLink Mobility, a secure mobile VPN and network management solution. • Other solutions within the company’s connection and security portfolio include: QuickLink Mobile, SODA, and QuickLink Hotspot Manager • Pricing varies, depending on the number of users and requirements. • Estimated initial investment for 500 users: • $23,000 equipment and software • One Year Maintenance cost, estimated at $31,000 Key features included: • Session persistance • Access Control and remediation • Software and device managment • Integrated diagnostics and reporting • Centralized policy management and client customization • The company has strong partnerships with Wireless carriers and believes this will remain a strong distrubution channel in the future. • The company also strategically offers a breadth of other software solutions to the enterprise market, so it leverages the enterrpise to expand its products Source: Frost & Sullivan research.
  • 69. 69<N9B3-74> SmithMicro Strengths • SmithMicro offers a broad portfolio of software solutions for the enterprise market. • SmithMicro continues to expand its footprint through developing strong partnerships, such as its current relationship with Telecom New Zealand, the largest telecommunication service provider in New Zealand. • SmithMicro’s ability to offer solid security services and advanced applications enables the company to remain competitive in the market. SmithMicro Software Profile (continued) Source: Frost & Sullivan analysis. Competitor Opportunities • SmithMicro has a smaller presence geographically compared to other vendors. • SmithMicro’s QuickLink only supports the Windows platform. Broader device support is needed as more enterprises chose other platforms such as Android and Apple. • SmithMicro focuses more on management and connectivity rather than security.
  • 70. 70<N9B3-74> Columbitech Profile Product/Service Profile Pricing Structure Key Features Market Strategy • Columbitech offers Columbitech mobile VPN, a secure mobile VPN solution for laptops and mobile devices. • Other solutions include: CT Connect, ability to access the Internet anywhere. • Pricing varies, depending on the number of users and requirements. • Estimated initial investment for 500 users: o $20,0000 equipment, software, licenses and one-year maintenance support Key features include: • FIPS 140-2 certified mobile VPN • Multifactor authenitaction with up to 256-bit AES encryption • Session persistence • Advanced data compression • Seamless roaming • Columbitech has gained a strong market presence in the retail and government markets. • Columbitech continues to build its business though partnerships with Verizon, and other telecom companies. Columbitech has also been a strong partner with Symbol for providing a mobile VPN for its Symbol devices. Source: Frost & Sullivan research.
  • 71. 71<N9B3-74> Columbitech Strengths • Columbitech offers an innovative mobile VPN product and diverse platform support. • The Columbitech solution offers other advanced features such as time stamping, geographic IP addresses and geo-location capabilities. • Columbitech is working diligently to provide cloud services and to offer better management tools. • Columbitech has built strong partnerships to enable future growth in the market. Columbitech Profile (continued) Source: Frost & Sullivan analysis. Competitor Opportunities • Columbitech has experienced slower growth due to economic conditions. • Columbitech has limited distribution and growth in North America • Columbitech remains a smaller participant in the market, with little growth outside the mobile VPN market.
  • 72. 72<N9B3-74> IBM Profile Product/Service Profile Pricing Structure Key Features Market Strategy • IBM offers its IBM Lotus Mobile Connect solution. • IBM’s Lotus Mobile Connect works in conjuction with its other products, such as IBM Lotus Sametime software, Web Conferencing, IBM WebSphere Portal, IBM Lotus Notes, and IBM Lotus Expeditor. • Pricing varies, depending on the number of users, feature sets and deal sizes. • The pricing for the Lotus Mobile Connect is part of a total solution for IBM’s collaboration a solution. A server is typically $5,700 for 100 users. Client access is typically $100 per user. • IBM includes its mobile connect solution as a feature to its other IBM Lotus products. • IBM is a well-known security, software, and hardware solutions vendor that focuses on the enterprise segment, with more than 5,000 plus employees. Source: Frost & Sullivan research. Key features include: • Session Persistence • Data Optimization • Anytime, anywhere access to collaboration and enterrpise applications • FIPS 140-2
  • 73. 73<N9B3-74> IBM Strengths • IBM has a broad product portfolio in the software, hardware, and security market. IBM is a well-known brand that is respected in the security market. • IBM leverages its enterprise customer base to add additional security solutions, such as Lotus Mobile Connect. IBM Profile (continued) Source: Frost & Sullivan analysis. Competitor Opportunities • IBM only offers its Lotus Mobile Connect within its IBM Lotus Sametime software, Web conferencing, IBM WebShere Portal, IBM Lotus Notes, and IBM Lotus Expeditor. • IBM’s mobile connections are limited to Windows, Windows Mobile, Symbian, and Linux platforms.
  • 74. 74<N9B3-74> Radio IP Profile Product/Service Profile Pricing Structure Key Features Market Strategy • Radio IP offers two types of mobile VPN solutions, Radio IP MTG, ipUnplugged, and Mult IP. • Radio IP MTG is tailored for the public safety (government) and utility sectors. • Mult IP is focused other enterprises, such as the healthcare and financial sectors. • Pricing varies, depending on the number of users , feature sets, and deal sizes. • Estimated initial investment for 500 users: o $100,000 software licenses and one-year maintenance support o $200 per-user license • Constant connectivity across multiple-IP and non-IP wireless networks • Bandwidth Optimization • FIPS 140-2 compliant • Single sign on authentication • Two-factor authentication • Access Defender • Secure Guest Access • Radio IP has focused on governement and utilites segments. The company purchased ipUnplugged in 2009 and is now slowly gaining traction in the enterprise market. • Radio IP plans to strengthen its position by offering support to a broader number of mobile device platforms. Source: Frost & Sullivan research.
  • 75. 75<N9B3-74> Radio IP Strengths • Radio IP has experienced large deployments in verticals, such as in the government and utilities segments. • Radio IP’s solution offers seamless connectivity to legacy networks that may not be supported by other mobile VPN providers. In addition, the solutions have a solid group-policy management control system. • Radio IP can work on Windows platforms, but plans exist for expanding to Windows Mobile and Android devices. Radio IP Profile (continued) Source: Frost & Sullivan analysis. Competitor Opportunities • Radio IP is heavily distributed in North America and has limited international presence. • Radio IP acquired ipUnplugged to compliment Radio IP’s existing solution and to penetrate European markets, but the company lacks a strong brand name and reputation in the enterprise market.
  • 76. 76<N9B3-74> Birdstep Technology Profile Product/Service Profile Pricing Structure Key Features Market Strategy • Birdstep offers, SafeMove, a mobile VPN software • Other software solutions within its profolio include: o EasyConnect o SmartConnect • Pricing varies, depending on the number of users, feature sets, and deal size • Estimated initial investment for 500 users: o $100,000 software licenses and one-year maintenance support o $200.00 per-user license Key features include: • Network Access Control-like feature • FIPS 140-2 Encryption • Session persistence • Seamless roaming • Zero- Click connectivity • Data and VOIP optimization • Birdstep has a strong direct channel though its partnerships.The company maintains strong partnerships with other companies, such as Ericsson and Cisco. • Birstep continues to provide a strong innovative solution, along with a mulitude of platforms to support. Source: Frost & Sullivan research.
  • 77. 77<N9B3-74> Birdstep Strengths • Birdstep has experienced large deployments in verticals, such as the government and healthcare segments. • Birdstep has a solid position within its domestic market, Finland, and it continues to grow in the public segment. • The BirdStep product can work on various devices, making the solution cross platforms for all computers, tablets and smartphone operating systems. Birdstep Technology Profile (continued) Source: Frost & Sullivan analysis. Competitor Opportunities • Birdstep has experienced marginal growth due to economic and conditions and the restructuring of the Birdstep Group. • Primary growth was largely from international territories because other markets were slowed due to budget issues. • Birdstep has a limited presence in North America and within the government enterprise market.
  • 78. 78<N9B3-74> Cryptzone Profile Product/Service Profile Pricing Structure Key Features Market Strategy • Cryptzone offers various security products: Content Security, endpoint security, policy compliance, and secure access. • The Appgate security server enables secure access from mobile, desktop, and laptop devices. The Appgate Client is a security application that works on various devices. • Pricing varies and depends on the number of users , feature sets, and deal size • Estimated initial investment for 500 users: o $150,000 software licenses and one-year maintenance support o $300.00 per-user license • Cryptzone offers security solutions and OEM technologies with various partners and offers security and professional services • Cryptzone focuses on the EMEA and APAC regions. Source: Frost & Sullivan research. • Authentication, authorization, encryption • Access control, client control • Monitoring and reporting • Add on module Offers IP-tunneling for full IP connetivity and unlimited applcation access • Seamless roaming between networks and operators
  • 79. 79<N9B3-74> Crtyptzone Strengths • Cryptzone has a broad product portfolio in the network security market, offering more than just mobile VPN solutions. • Cryptzone has a number of partners OEMing their technologies within the European market. • The Cryptzone Appgate client includes a mobile VPN that will log the user on automatically when switching networks, and supports the Windows and Symbian platform. Cryptzone Profile (continued) Source: Frost & Sullivan analysis. Competitor Opportunities • Cryptzone has a limited presence in the North American market. • Cryptzone is not as well known as other security companies, such as Cisco or Juniper. • The Cryptzone Appgate client needs to add support for Apple and Android devices in order to remain competitve.
  • 80. 80<N9B3-74> NCP Profile Product/Service Profile Pricing Structure Key Features Market Strategy • NCP offer a holistic remote access VPN, the NCP Secure Enterprise Solution • The NCP Secure Enterprise Solution includes : o Client o NCP Secure Enterprise Server o NCP Secure Enterrpise Managment System • Pricing varies, depending on the number of users, feature sets, and deal sizes • The typical sales investment model for 100, 500, or 1000 users: o $100–$10,000 o $500–$50,000 o $1000–$100,000 • NCP continues to focus on building relationships with companies, such as T-Mobile, and Juniper Networks, and increasing its platform to include iOS4, OS, Andriod • NCP plans to add its seamless roaming solution to other networks, such as Wi-FI to 4G Source: Frost & Sullivan research. Key features include: • Dynamic personal firewall configuration and management • Network Access Control or endpoint policy enforcement functions • Monitoring and Reporting • Freindly net detection
  • 81. 81<N9B3-74> NCP Strengths • NCP continues grow partnerships with many Tier I carriers and information security providers. • NCP recently partnered with Juniper, a top integrator in the enterprise market to help resell its NCP Enterprise Solution. • NCP continues to expand its presence globally and win large sales, such as American Hospice. NCP Profile (continued) Source: Frost & Sullivan analysis. Competitor Opportunities • NCP is a smaller contender in the global market most of its revenue coming from the European market. • NCP lacks a strong brand name or reputation in the broader information security market. • NCP does not provide seamless roaming for all platforms.
  • 82. 82<N9B3-74> Juniper Profile Product/Service Profile Pricing Structure Key Features Market Strategy • Juniper offers Junos Pulse for mobile devices • Junos mobile solutiions include a mobile VPN and security solution, which is designed to allow an enterrpise to enable users to utilize coportate-manged or personal devices with secure remote access to corporate networks, applications, and data. • Pricing varies depending on the number of users and deal size • The typical sales investment model for 500 users: o 500 users - $30,000 license only • Juniper will focus on moving trends in expanding the platform to enable more secure enterprise mobility on the corporate network and more extensive mobile device management. Juiper will continue to target large service providers, MSSPs, wireless carriers, and enterprises. Source: Frost & Sullivan research. • Antimalware/Personal firewall • Role-based access to certain applications • Loss and theft protection • Device control • Integrated approach to security and secure access to devices.
  • 83. 83<N9B3-74> Competitor Opportunities • Juniper is more focused within the enterprise market, on organizations with 1000 plus users, so they are potentially missing deals with small and mid-sized organizations. • Other security vendors such as Check Point and Cisco are highly competitive against Juniper, meaning lower margins and longer sales cycles. Juniper Strengths • Juniper is the market leader in the SSL VPN market and has a strong reputation in other security products market. • Juniper has a strong presence in the enterprise market and has established various partners, such as service providers, to provide more channels of distribution. • Juniper supports a broad platform of devices, which includes Windows, Apple iOS (iPhone and iPads), Andriod, and RIM. Juniper Profile (continued) Source: Frost & Sullivan analysis.
  • 84. 84<N9B3-74> Check Point Software Technologies Profile Product Profile Pricing Structure Key Features Market Strategy • As part of Check Point’s endpoint security portfolio, Check Point offers Mobile Access Software Blade • The solution offers mobile VPN access to the corporate netwok email, and business applications • Pricing varies, depending on the number of users and deal size • The typical sales investment model for 1000 users: o 1000 users is $40,000 license • Check Point is 100 percent indirect channel and consists of various OEM partnerships. • Most of the enterprise market is sold through Check Point, standard partners, and endpoint security solution providers. Source: Frost & Sullivan research. Key features include: • Personal firewall • Port control • Seamless roaming accross wireless networks • Managedment through SmartCenter and Provider-1
  • 85. 85<N9B3-74> Check Point Strength • Check Point has a broad portfolio of security solutions; its endpoint umbrella of solutions offers a complete end-to-end solution. • Check Point has a reputable brand name and reputation and has a solid penetration across the global landscape. • The solution supports iOS, Android, Windows XP, Vista, and Windows 7. Check Point Software Technologies Profile (continued) Source: Frost & Sullivan analysis. Competitor Opportunities • Other vendors, Cisco and Juniper in particular, are strong competitors to Cisco, lowering margins and extending sales cycles. • The company recently launched its iOS platform, but the SecureClient Mobile product still only supports Windows Mobile and Android.
  • 87. 87<N9B3-74> North America Breakdown • North America refers to the United States and Canada. • The North American region has the highest mobile VPN market revenue. • Mobile VPN sales in North America accounted for 79.3 percent of the total market revenue. • The higher market penetration of mobile VPN products could also be attributed to the number of large wireless carriers in the market. Source: Frost & Sullivan analysis.
  • 88. 88<N9B3-74> Note: All figures are rounded. The base year is 2010. Source: Frost & Sullivan analysis. 2007 2008 2009 2010 2011 2012 2013 2014 2015 Revenue 72.1 87.7 104.9 126.9 152.5 180.8 214.8 252.2 294.1 Units 353.6 438.6 535.5 660.4 809.8 979.8 1,187.8 1,423.3 1,693.9 0.0 200.0 400.0 600.0 800.0 1,000.0 1,200.0 1,400.0 1,600.0 1,800.0 0.0 50.0 100.0 150.0 200.0 250.0 300.0 350.0 Units(1,000s) Revenue($Million) Year Mobile VPN Products Market Unit Shipment and Revenue Forecast, North America, 2007-2015 CAGR = 17.6% North America Market Unit Shipment and Revenue Forecast Key Takeaway: Revenue growth is fueled by new subscribers from 2009 to 2011.
  • 89. 89<N9B3-74> North America Unit Shipment and Revenue Forecast Discussion • The North American market remains the leading geography for mobile VPN sales. The North American market generated approximately $126.9 million in revenue and accounted for 79.3 percent of total sales in 2010. • North America remains a key market for mobile VPN vendors because of the early adoption of North American organizations. In addition, higher market penetration is attributed to many large wireless carriers in the market. • In 2010, the North American market experienced strong growth with a CAGR of 17.6 percent. North America remains an established IT infrastructure, compared to other emerging markets, and is predicted to maintain its solid growth throughout the forecast period. • Compliance in North America remains a strong driver, and the need to maintain secure connectivity also continues to drive the North American market. The drive to utilize mobile or wireless devices in North America has also been more widely adopted in this area more than other geographical areas. As a result of the increase in remote workers, the North American region has experienced a larger demand for mobile VPN solutions than it has in the past. • The adoption of the mobile devices into the enterprise is expected to continue to stir this market, creating more demand for mobile security solutions. The rise of remote workers in the government and other verticals within the North American market will remain an upward trend throughout the forecasted period. Source: Frost & Sullivan analysis.
  • 90. 90<N9B3-74> Note: All figures are rounded; the base year is 2010. Source: Frost & Sullivan analysis. Key Takeaway: Telecommunications and the Government verticals will continue to experience high growth. North America Market Revenue Forecast by Vertical Market 2007 2008 2009 2010 2011 2012 2013 2014 2015 Other 12.1 13.6 15.8 17.8 20.1 22.8 25.3 28.0 30.0 Utilities 5.6 6.8 8.3 10.2 12.4 14.8 17.8 21.4 25.6 Financial 6.8 8.4 10.3 12.7 15.4 18.4 22.3 26.5 31.2 Healthcare 6.3 8.4 10.0 12.7 15.9 19.2 23.2 27.7 33.2 Telecommunications 20.0 24.4 29.3 35.5 42.8 51.0 60.8 71.6 83.8 Government 21.3 26.0 31.3 38.1 45.9 54.6 65.3 76.9 90.3 Revenue Growth Rate (%) 21.6 19.7 20.9 20.2 18.6 18.8 17.4 16.6 0.0 5.0 10.0 15.0 20.0 25.0 0.0 50.0 100.0 150.0 200.0 250.0 300.0 350.0 GrowthRate(%) Revenue($Million) Year Total Mobile VPN Products Market Revenue Forecast by Vertical Market , 2007-2015 North America
  • 91. 91<N9B3-74> North America Vertical Market Revenue Forecast Discussion • Telecommunications and the government are the top two verticals for the North American mobile VPN market. In 2010, the North American government vertical accounted for 30 percent of the total mobile VPN market. Customers in the government segment invested heavily in mobile VPNs due to the increase in remote workers utilizing wireless capabilities and solutions within the public safety, emergency, federal, local and state agencies. Regulation and compliance are expected to be strong drivers in this market through 2015. • The telecommunications vertical includes vendors such as communication carriers and service providers. The telecommunication companies typically provide services to its own clients; therefore, the telecommunication market is a strong vertical due to the increasing demand of mobile and wireless devices. • Compliance and regulations will remain key drivers for securing mobile devices entering the healthcare and financial segments. Source: Frost & Sullivan analysis.
  • 92. 92<N9B3-74> Europe, Middle East, and Africa (EMEA) Breakdown
  • 93. 93<N9B3-74> EMEA Breakdown Source: Frost & Sullivan analysis. • EMEA includes countries in Europe (including Eastern Europe), as well as countries in Western Asia and in Africa. • The EMEA region is the second largest revenue-generating region, which generated 10.2 percent of the total market revenue in 2010. • EMEA is starting to gain more traction. Smaller market penetration is due to the lack of penetration for security as a whole in this area.
  • 94. 94<N9B3-74> Note: All figures are rounded. The base year is 2010. Source: Frost & Sullivan analysis. 2007 2008 2009 2010 2011 2012 2013 2014 2015 Revenue 8.9 11.2 13.3 16.3 19.9 23.9 29.2 35.1 42.4 Units 43.7 56.1 68.0 84.9 105.5 129.6 161.2 198.0 244.1 0.0 50.0 100.0 150.0 200.0 250.0 300.0 0.0 5.0 10.0 15.0 20.0 25.0 30.0 35.0 40.0 45.0 Units(000s) Revenue($Million) Year Mobile VPN Products Market Unit Shipment and Revenue Forecast, EMEA, 2007-2015 CAGR = 20.3% EMEA Market Unit Shipment and Revenue Forecast Key Takeaway: An increase in remote workers will drive sales in the EMEA market.
  • 95. 95<N9B3-74> EMEA Unit Shipment and Revenue Forecast Discussion • In 2010, EMEA generated $16.3 million in revenue, representing 10.2 percent of the global mobile VPN market. Mobile VPN sales in EMEA are expected to continue solid growth in the future as compliance and mobility continue to drive the market. • In EMEA, the Windows operating system has a smaller presence compared to Symbian, Android, and Linux operating systems; therefore, mobile VPN solutions have been slower to adopt these technologies because most mobile vendors focus on the Windows platform. Although the late adoption of other mobile devices has had a negative effect on the mobile VPN market, this market is expected to experience some growth in the future and should have a CAGR of 20.3 percent. • The EMEA market is still being led by the need for technological improvements. EMEA is also experiencing an economic crisis, resulting in slow growth and penetration for mobile VPN providers. In addition, the EMEA market has been slower to adopt remote workers than the North American market. Source: Frost & Sullivan analysis.
  • 96. 96<N9B3-74> Note: All figures are rounded; the base year is 2010. Source: Frost & Sullivan analysis. EMEA Market Revenue Forecast by Vertical Market Key Takeaway: Government and healthcare segments will have solid growth during the next five years. 2007 2008 2009 2010 2011 2012 2013 2014 2015 Other 1.0 1.1 1.2 1.4 1.7 2.0 2.2 2.5 2.9 Utilities 0.8 1.1 1.3 1.5 1.8 2.1 2.5 3.0 3.5 Financial 1.5 1.9 2.2 2.8 3.4 4.2 5.2 6.3 7.7 Healthcare 1.6 2.2 2.6 3.3 4.0 4.9 6.1 7.4 9.1 Telecommunications 0.9 1.1 1.3 1.6 2.0 2.4 3.0 3.6 4.4 Government 3.1 3.9 4.7 5.7 6.9 8.3 10.2 12.2 14.8 Revenue Growth Rate (%) 28.4 21.2 24.9 24.3 22.8 24.4 22.9 20.8 0.0 5.0 10.0 15.0 20.0 25.0 30.0 0.0 5.0 10.0 15.0 20.0 25.0 30.0 35.0 40.0 45.0 Year GrowthRate(%) Revenue($Million) Mobile VPN Products Market Revenue Forecast by Vertical Market EMEA, 2007-2015
  • 97. 97<N9B3-74> EMEA Vertical Market Unit Shipment and Revenue Forecast Discussion • Regulations and compliance standards compliance to drive government, financial, and healthcare verticals in the EMEA market. The government vertical reached $5.7 million in revenue for 2010 and represented a CAGR of 20.1 percent. • The government segment will remain strong as the number of remote workers increases in the EMEA market. • The healthcare segment represented $3.3 million in revenue of the total EMEA mobile VPN market, representing a CAGR of 21.9 percent. • The financial segment is expected to grow as the EMEA market embraces mobile and wireless devices for remote and mobile workers. Source: Frost & Sullivan analysis.
  • 99. 99<N9B3-74> APAC Breakdown Source: Frost & Sullivan analysis. • APAC refers to countries in East and Southeast Asia and Australia and New Zealand. • The APAC region is much smaller than other global regions and generated only 5.5 percent of the total market revenue in 2010. • The mobile VPN market in APAC is a strong growth market, which will continue increase throughout the forecast period.
  • 100. 100<N9B3-74> Note: All figures are rounded. The base year is 2010. Source: Frost & Sullivan analysis. 2007 2008 2009 2010 2011 2012 2013 2014 2015 Revenue 4.5 5.7 7.1 8.8 10.8 13.3 16.5 19.8 23.7 Units 22.0 28.6 36.3 45.8 57.4 72.3 91.2 111.8 136.3 0.0 20.0 40.0 60.0 80.0 100.0 120.0 140.0 160.0 0.0 5.0 10.0 15.0 20.0 25.0 Units(000s) Revenue($Million) Year Mobile VPN Products Market Unit Shipment and Revenue Forecast, APAC, 2007-2015 CAGR = 21.5% APAC Market Unit Shipment and Revenue Forecast p p Key Takeaway: Mobile VPN sales will experience growth as more mobile and wireless devices are accepted in the workplace.
  • 101. 101<N9B3-74> APAC Unit Shipment and Revenue Forecast Discussion • In 2010, the APAC region totaled $16.8 million in revenue. For the APAC region, the market had a CAGR of 21.5 percent and represented 5.6 percent of the global mobile VPN market. • The wireless networks in certain regions in APAC such as China are also less mature than North America. Although the consumer market has quickly adopted wireless access, the enterprise market has not been as quick to adopt these wireless devices. In addition, the cost for wireless access appears to be a greater concern in these areas than it is in North America. In these regions, the development of the network infrastructure and future economic growth will enable better penetration and growth within the future forecast. Source: Frost & Sullivan analysis.
  • 102. 102<N9B3-74> Note: All figures are rounded; the base year is 2010. Source: Frost & Sullivan analysis. APAC Market Revenue Forecast by Vertical Market g y Key Takeaway: Telecommunication market will provide greatest growth opportunities during the next five years. 2007 2008 2009 2010 2011 2012 2013 2014 2015 Other 1.1 1.4 1.7 2.0 2.4 2.9 3.5 4.1 4.8 Utilities 0.2 0.3 0.3 0.4 0.6 0.7 0.9 1.1 1.3 Financial 0.2 0.3 0.3 0.4 0.6 0.7 0.9 1.1 1.4 Healthcare 0.2 0.3 0.4 0.5 0.7 0.9 1.1 1.4 1.7 Government 1.2 1.5 1.8 2.3 2.8 3.4 4.2 5.1 6.0 Telecommunications 1.5 2.0 2.5 3.1 3.8 4.7 5.8 7.1 8.5 Revenue Growth Rate (%) 27.1 24.6 23.5 22.8 23.4 23.7 20.2 19.5 0.0 5.0 10.0 15.0 20.0 25.0 30.0 0.0 5.0 10.0 15.0 20.0 25.0 GrowthRate(%) Revenue($Million) Year Total Mobile VPN Products Market Revenue Forecast by Vertical Market, 2007-2015, APAC
  • 103. 103<N9B3-74> APAC Vertical Market Unit Shipment and Revenue Forecast Discussion • Meeting regulatory and compliance standards continues to drive the government segment. The increase of mobile and wireless devices into the workforce continues to drive verticals, such as telecommunications, healthcare, and financial markets to implement mobile VPNs. • Within APAC, the government vertical generated $2.3 million in revenue for 2010 and represented a CAGR of 21 percent. Local and federal government entities will continue to increase market growth. • The telecommunications segment generated $3.1 million in revenue for the total EMEA mobile VPN market, representing a CAGR of 22 percent. Creating more strategic alliances will drive growth in the telecommunications industry. Source: Frost & Sullivan analysis.
  • 105. 105<N9B3-74> Latin America Breakdown Source: Frost & Sullivan analysis. • Latin America refers to Mexico, Central and South America. • Latin America is much smaller than other global regions and generated only 5.0 percent of the total market revenue in 2010. • The mobile VPN market in Latin America is a strong growth market because of the acceptance within the network security market, which will continue increase throughout the forecast period.
  • 106. 106<N9B3-74> Note: All figures are rounded. The base year is 2010. Source: Frost & Sullivan analysis. 2007 2008 2009 2010 2011 2012 2013 2014 2015 Revenue 4.5 5.4 6.6 8.0 9.8 12.0 14.6 17.9 21.8 Units 22.0 26.9 33.6 41.6 52.2 64.8 80.6 100.8 125.3 0.0 20.0 40.0 60.0 80.0 100.0 120.0 140.0 0.0 5.0 10.0 15.0 20.0 25.0 Units(000s) Revenue($Million) Year Mobile VPN Products Market Unit Shipment and Revenue Forecast, 2007-2015, Latin America CAGR = 21.8% Latin America Market Unit Shipment and Revenue Forecast p p Key Takeaway: Mobile VPN sales will experience growth as more mobile and wireless devices are accepted in the workplace.
  • 107. 107<N9B3-74> LATAM Unit Shipment and Revenue Forecast Discussion • In 2010, the LATAM region totaled $8.0 million in revenue. LATAM had a CAGR of 21.8 percent and represented 5.1 percent of the global mobile VPN market. • Security has become an important and is no longer an optional investment in this region. Enterprises are making investments to secure corporate networks. Increased awareness in the small and medium business segment has prompted higher investment in these networks. • In these regions, the development of the network infrastructure and future economic growth will enable more penetration and growth within the future forecast. Source: Frost & Sullivan analysis.
  • 108. 108<N9B3-74> Note: All figures are rounded; the base year is 2010. Source: Frost & Sullivan analysis. LATAM Market Revenue Forecast by Vertical Market pp g y Key Takeaway: Telecommunication market will provide the greatest growth opportunities during the next five years. 2007 2008 2009 2010 2011 2012 2013 2014 2015 Other 0.9 1.0 1.2 1.4 1.7 2.0 2.4 2.8 3.4 Utilities 0.5 0.5 0.7 0.8 1.0 1.2 1.4 1.7 2.0 Financial 0.4 0.5 0.7 0.8 1.0 1.2 1.5 1.9 2.4 Healthcare 0.3 0.4 0.4 0.6 0.7 0.9 1.1 1.4 1.7 Telecommunications 1.3 1.6 2.0 2.4 3.0 3.6 4.4 5.5 6.7 Government 1.1 1.3 1.6 2.0 2.5 3.1 3.7 4.6 5.6 Revenue Growth Rate (%) 19.8 22.4 21.2 23.0 21.5 21.9 22.6 21.8 18.0 19.0 20.0 21.0 22.0 23.0 24.0 0.0 5.0 10.0 15.0 20.0 25.0 Year GrowthRate(%) Revenue($Million) Mobile VPN Products Market Revenue Forecast by Vertical Market LATAM, 2007-2015
  • 109. 109<N9B3-74> LATAM Vertical Market Unit Shipment and Revenue Forecast Discussion • Within LATAM, the government vertical generated $2.0 million in revenue for 2010 and 21 percent CAGR. Local and federal government entities will continue to increase market growth. • The telecommunications segment generated $2.4 million in revenue for the total LATAM Mobile VPN market, with a 22 percent CAGR. Creating more strategic alliances will drive growth in the telecommunications industry. Source: Frost & Sullivan analysis.
  • 111. 111<N9B3-74> The Last Word—Three Big Predictions 2 Partnering with integrators, telecom and managed security providers (MSSPs) will enable stronger growth in the mobile VPN market. 3 Support for various platforms for mobile devices will remain crucial as the demand for smartphones and tablets continues to increase. 1 Consolidation and integration is inevitable in the mobile VPN market. Source: Frost & Sullivan analysis.
  • 112. 112<N9B3-74> The Last Word—Conclusions Central Conclusion The increase in using various operating systems in the market will drive the need for mobile VPN providers to broaden product operating systems support. Management and capability of remote devices is increasing in demand, so more functionality and visability will be required in the market. Consolidation and integration should be expected in the market as more security vendors broaden their mobile security portfolio solutions. Partnerships with telecom, MSSPs, and integrators will remain a strong distribution point for mobile VPN vendors. The threat landscape will continue to evolve and grow, which will make securing remote endpoints difficult for enterprises. The increase in cloud computing and virtualization will drive the need for hosted mobile security solutions. Source: Frost & Sullivan analysis.
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  • 115. 115<N9B3-74> Market Engineering Methodology One of Frost & Sullivan’s core deliverables is its Market Engineering studies. They are based on our proprietary Market Engineering Methodology. This approach, developed across the 50 years of experience assessing global markets, applies engineering rigor to the often nebulous art of market forecasting and interpretation. A detailed description of the methodology can be found here. Source: Frost & Sullivan research.
  • 116. 116<N9B3-74> Partial List of Companies Interviewed • Birdstep Technologies • Cisco • Check Point Software • Columbitech • Cryptozone (AppGate) • Fortinet • IBM • Juniper Networks, • NCP Secure Communications, • Radio IP • SmithMicro Software, • WatchGuard Source: Frost & Sullivan research.
  • 117. 117<N9B3-74> Additional Sources of Information on Network Security • Network Security Subscription • Market Engineering Research • eBroadcasts • Events such as Frost & Sullivan Growth Innovation Leadership (GIL) Conference Source: Frost & Sullivan research.
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  • 119. 119<N9B3-74> Table of Acronyms Used APAC Asia-Pacific CAGR Compound annual growth rate EMEA Europe, Middle East, Africa IPSec Internet protocol security IT Information technology LAN Local area network LATAM Latin America Mobile IP Mobile Internet protocol MSSP Managed security service provider NAC Network access control SSL Secure sockets layer VAR Value-added reseller VPN Virtual private network WAN Wide area network Source: Frost & Sullivan research.