Mr. ADNON DOW is a renowned Mobility subject matter expert. His deep industry knowledge encompasses the broad spectrum of Converging Technologies, including Communications Infrastructures, Enterprise Computing, as well as the Mobility Ecosystem (i.e. mobile apps and services on diverse platforms, devices, and networks for enterprises and end consumers).   Mr. Dow is a 23 year Hi-Tech veteran with extensive international management experience. He is presently a Vice President at Avaya, Inc. where his responsibilities include implementing Avaya's Global Go-To-Market Strategy for Small, Medium and Large Enterprises, whilst navigating through enigmatic regulatory environments to ensure long-range revenue lift, market share gains, and margin expansion via customers, channel partners, and emerging industry verticals. Mr. Dow’s unique breadth of experience encompasses leadership roles in key geographic regions, such as: North America (NA), the Asia Pacific region (APAC), Central and Latin America (CALAM), as well as Europe, The Middle East and Africa (EMEA). Mr. Dow’s previous employers have included heavyweight multinationals, such as: CISCO, MOTOROLA and SYMBOL. His experiences include roles in sales, solutions marketing, business development, product marketing, as well as executive management leading global cross-functional teams, driving corporate initiatives across multiple geographic regions, and positioning networking equipment, wireless products, plus other complex mobility solutions and services for domestic and international carrier operators and strategic alliance partners. Mr. Dow previously served as eHealth Vice Chairman Elect for The United Nations World Health Organization (WHO) in Geneva, Switzerland.

1. Mobility Transformation, Trends and
Innovations
Presented by
Adnon Dow, AVAYA Vice President
for
Executive Women in High Tech
June 2011 EWHT ExecuTALK | info@nagiliti.com

2. About ADNON DOW
Mr. Adnon Dow is a renowned Mobility subject matter expert. His deep industry knowledge
encompasses the broad spectrum of Converging Technologies, including Communications
Infrastructures, Enterprise Computing, as well as the Mobility Ecosystem (i.e. mobile apps and
services on diverse platforms, devices, and networks for enterprises and end consumers).
Mr. Dow is a 23 year Hi-Tech veteran with extensive international management experience. He is
presently a Vice President at AVAYA, Inc. where his responsibilities include implementing AVAYA's
Global Go-To-Market Strategy for Small, Medium and Large Enterprises, whilst navigating through
enigmatic regulatory environments to ensure long-range revenue lift, market share gains, and
margin expansion via customers, channel partners, and emerging industry verticals. Mr. Dow’s
unique breadth of experience encompasses leadership roles in key geographic regions, such as:
North America (NA), the Asia Pacific region (APAC), Central and Latin America (CALAM), as well
as Europe, The Middle East and Africa (EMEA). Mr. Dow’s previous employers have included
heavyweight multinationals, such as: CISCO, MOTOROLA and SYMBOL. His experiences include
roles in sales, solutions marketing, business development, product marketing, as well as executive
management leading global cross-functional teams, driving corporate initiatives across multiple
geographic regions, and positioning networking equipment, wireless products, plus other complex
mobility solutions and services for domestic and international carrier operators and strategic
alliance partners. Mr. Dow previously served as eHealth Vice Chairman Elect for The United
Nations World Health Organization (WHO) in Geneva, Switzerland.
June 2011 EWHT ExecuTALK | info@nagiliti.com

3. Agenda
Market Dynamics and Overview
Networks in Transition and Mobility Evolution
Innovations and Trends in Today’s Enterprise
Market Opportunity and Strategies
Closing Thoughts
June 2011 EWHT ExecuTalk | info@nagiliti.com

4. Mobility Adoption and Evolution – Frost & Sullivan
CAGR 76%
mobile enterprise smart phone
users accessing mobile data will be…
CAGR 89%
enterprise adoption
wireless enterprise users will be
CAGR 64.2%
Mobile enterprise data
revenue will be CAGR 66.3%
Source: IDC
2011 Moving Toward an All-Wireless Enterprise 2013

5. Total Product and Services Market Demand by Theater
Product Market Demand by Theater Services Market Demand by Theater
3.9% CAGR 6.0% CAGR
25 50
45
22 21 45 42
-18.3% 20 40
20 19 40 38 36 37 6.7%
7 18 18 2.8% 6.6% 14 14
5.3% 6 6 35
8.0%
2.6% ’09-’13 CAGR -5.3% 2.9% 13
’09-’13 CAGR
US $ (in Billions)
5.0% 6
US $ (in Billions)
12 12
15 6 6 30 12
US 3.1% US 5.7%
25
15
8 7 7 EMEA 2.2% 14 EMEA 3.3%
10 6 20 13
6 6 14 13 13
Asia Pacific 6.3% Asia Pacific 9.3%
15
Americas Int'l 6.2% Americas Int'l 9.0%
5 10 11 11
5 5 6 6 10
5 5 8 8 8
5
2 1 1 2 2 2 3 3 3 4 4 4
0 Source: EIU, Feb 2010 0
2008 2009 2010 2011 2012 2013 2008 2009 2010 2011 2012 2013
 EMEA has largest demand but lowest growth at 2.2% product growth and 3.3% services growth
– Slow economic recovery limits growth, especially 2010-2011
– Use of outsourcing, hosted/managed services drives future growth in services
 U.S. product 3.1% CAGR 2009-2013 limited by high unemployment, excess capacity: services growth driven
by managed, hosted and professional services
 Long-term growth for products and services highest in APAC and Americas theaters
– Already nearing pre-crisis economic growth
– Business investment growth flows into communications, cloud, virtualization, mobility
– Broad-based growth across all service segments, especially professional services

6. Factors Driving Enterprise Mobility Investment
Worker, Enterprise, and Channel Tangible Benefits
Virtual Worker Capabilities Requirements Enterprise Managed Services by Type Margin Pressure Across All Offerings
Managed routers/other
network gear 49%
Video Conf 13.10%
IP Telephony Mgmt 22% VoIP/Telephony 7.5%
4.8%
Web Apps 25% Implementation 18%
Routing/Switching 19.8%
Access to Central Break Fix Truck rolls 11% 11.2%
Database 32.80%
Desktop/Help Desk 9% 2010
Smartphones 14.6%
Access to BizApps 40.60% 5.6%
Collaborative Apps 7% 2009
Firewall/VPN 7% Tablets 8.8%
Email 57.80% 4.7%
Fully Managed Network 4%
Telephony 84.40% Data Cetner 2% Notebooks 13.3%
5.3%
0.0% 20.0% 40.0% 60.0% 80.0% 100.0% 0.0% 10.0% 20.0% 30.0% 40.0% 50.0% 60.0% 0.0% 5.0% 10.0% 15.0% 20.0% 25.0%
Source: VDC Research, Mobile and Wireless Practice 2010 Report
A Telephone is no longer just a telephone – it is an integrated MOBILITY
device that extends to anyone’s PC and Enterprise servers as a means
of universal access among resources in the Enterprise…

7. Total Market Demand: Country, Vertical and Size Perspectives
Geographic Vertical
Opportunity Total Opportunity
Market Demand  Several large verticals—Finance,
 APAC and America’s International
drive global growth: 8%+ through Government, Manufacturing,
2013 $66B by 2013 Information & Communication—also
among fastest-growing
 ―CIBA‖ countries (China, India, @ 6.3% CAGR
Brazil, Australia) offer mix of large  Identifying specific sub-verticals allows
market opportunity and high for targeted segment needs
growth  Targeted industries address growing
 Top 4 countries account for 57% sectors and opportunity
of global market size: drive $5B
in new spending by 2013
 Geographic size and growth
mutually exclusive – balanced Customer Size
strategy required to address each
Opportunity
 Enterprise (firms >250 employees) almost 75% of overall product
spending
 75% of the total demand is multi-site firms, grows faster than single site
 88% of the multi-site opportunity comes from Enterprises, with faster
growth than SMB

8. IMAGINE A WORLD WHERE
FROM TO
Cross-Company Decisions Accelerated
Teamwork is Slow and by Anywhere / Anytime
Unproductive Collaboration
People Define the
Documents, Devices
Collaboration Experience,
and Networks Rule
Not the Technology
Communication Immersive
is Avoided Collaboration

9. The World Is Changing…
Applications
Collaboration
Social
Cloud Platforms Networking
Computing
Audio, Video, & Web
Collaboration
Mobility
Client Access
Virtual Worlds and
Communities
9

10. Communications & Collaboration Drivers
- COLLABORATION is THE
KEY future segment for
communication activities.
- People will become more and
more full or part time MOBILE
- ACCESSIBILITY to information
has to be available everywhere
of US workforce will be mobile by 2013.
at any time.
Mobile workers by 2013. of SMBs work virtually or away from HQ…
Source: IDC, Worldwide Mobile Worker Population 2009-2013 Forecast Source: VDC Research, Market Update & 2010 Outlook

11. So, Why Mobility Matters…
 Mobility is where the big money is going in Enterprise
Communications and UC
 Delivers enterprise resources and applications to the user’s mobile
device
 IP PBX and low cost extends the edge of the network via the
mobile phone
 Communications becomes integrated with business applications and
processes
of MOBILE PHONES
shipped in 2011 will
cost under $75…
Communications Convergence Initiatives Translate into Revenue
Source: Wired May 2011, Why Android Beat the iPhone

12. Business Users Want…
The right APPLICATIONS
needed to perform their job at
any point in their day..
PSTN
…while SECURLY WiFI
CONNECTED to any LAN
network.. Wireless
.. and ACCESS them
from any device or
location.
In most cases, they can’t.

13. Consumerization
MARKET TRENDS
Patterns
IN TODAY’S of Work
ENTERPRISE
Market Transformation

14. Device and Application Proliferation
Location Independence
Collaboration & Convergence

15. 3.2 billion mobile phone subs
in 2010
(The world's population is over 6 billion)
Source: The Mobile World

16. 1.7 billion mobile handsets
sold in 2010
Source: Gartner

17. Enterprise
Mobility =
This all sounds very
consumer-oriented – not
enterprise-like?

18. That’s the point!
Consumer Business
Things are getting blurry…

19. Opportunistic Drivers…
Consumerization accelerating adoption
Why do they care about mobile?
(Hint: There are more mobile devices than PCs.)
In 2010, Android’s share of smartphone
sales exceeded Apple’s for the first time.
25%
Smartphone market share
20%
15% IPhone
10%
5%
Android
0%
2007 2008 2009 2010
Source: Wired 2011, Why Android beat the iPhone

20. Carriers See This Too…
Mobile Devices Increase Stickiness
In its deal with Verizon, Android agreed to give the carrier 30% of apps sales.
AT&T gets 0% from Apple….
Why do they care about mobile apps?
(Hint: Want to repeat the success of mobile email.)
In 2010, revenue distribution in
the Android market was 70%
from open developers while
Apple was 30% driven by
iTunes App Store...
Source: Wired May 2011, Why Android Beat the iPhone

21. Different Market Approaches
Apple and Android have divergent strategies for the booming device market
This is not just about
phones…Mobile Devices are
quickly becoming our preferred
& Primary Collaboration
Device.
In Q4CY2010, sales of smartphone devices
topped sales of PCs and laptops…
Number of devices on the market that
run the Android OS.
Number of devices on the market that # of Android devices activated every day, by
run Apple’s OS (IPhone 3GS, IPhone 4, comparison, combined iPhone, iPad, and
IPad, IPad 2, IPod Touch). iPod touch 275,000 daily activations.
Source: Wired May 2011, Why Android Beat the iPhone

22. Carriers SI/ISV
 Oracle  Microsoft
 AT&T  T-Mobile  Siebel  Netsuite
 Verizon  Orange  SAP  Amdocs
 Sprint  Vodafone  Salesforce.com  Remedy
 AllTel  02  Cap Gemini  HP
 IBM  Accenture
Protect core revenues…or Pure Plays
 Nokia
 Sony/Ericsson  Cisco  Toshiba
 Motorola
 LG  ShoreTel  NEC
 RIM
 HTC  Mitel  Siemens
 Samsung
Device Hardware

23. Market Observations
Inconsistent
Little or no
communication
collaboration or
capabilities frequently
mobility services for
tied to location, platform
knowledge workers
or device
Business functions
New applications or
operate in process
upgrades cause major
isolation within, across
expense and security
and outside the
risks
company

24. Cloud Value Propositions
 Old code in new clouds
– API stack on Amazon’s virtual servers
– Python code in Google’s sandbox
 Leveraged code in enterprise framework
– Force.com code from salesforce.com
– Java-like, but coupled with database for integrity
– Governed by environment for safety and performance
 Distributed code
– Combine and connect
multiple cloud models
for competitive advantage

25. It’s the services delivered that are important…
Contact
Marketing Sales Center Finance Manufacturing
Knowledge
1 Workers
Communication
2 Devices
Dedicated Video Desktop Phone Smart Phone PC’s Web Site
Communication
3
Services
Connection Dial Tone All Phone Services E-mail Chat
Recording Studio Voice Mail Basic Desktop Web browsing Web mail
Scheduling Conferencing Conferencing Instant Messaging Posting
Digital Voice Apps CID Digital Voice Apps CID Calendar / Scheduling Instant Messaging
Unified Messaging Unified Messaging Web Conferencing Document sharing
Web Browsing Video Conferencing

26. Enterprise Voice & Data Convergence Solutions
Communication Enabled Vertical Solutions
Hospitality Education Health Care Real Estate Restaurant & Professional
Mobile Manager Staff Comms Staff/Nurse Call Work Order Process Entertainment Services
& Admin Office Worker
Check-in Distance Learning Point-of-care POS/Ordering
/Concierge Facilities
Campus-wide Guest Svcs Voice Portal Tele-Worker
Management
Svc Staff Comms Comms
HealthCare QA Food Safety Mobile Worker
Scheduling
Reservations Notification & workflow
Work Force Comms Power User
Tracking Tenant Voice & Data
Voice Portal Health Notification
Customer Service Agent/Receptions
Mobility Work Force Comms
OPEN
COMMUNICATION ENABLED
BUSINESS PROCESS
Communications Infrastructure Data Infrastructure
Video Speech Desktop
Mobility
integration

27. Convergence and Market Opportunity
SIP
Data & Mobile
Applications Devices
Multi-Model
Access

28. It’s Not if – But, when…
 Mobility is here (to stay)
 Innovation & change being
A Mobility
driven by consumers
 True acceptance of open
Enterprise
source applications within
enterprise IT departments Application Platform
 Companies will be expected
to raise the bar on all facets
of the user experience
is critical to ensure
 Market is complex and mobility is strategic
fragmented providing partner
to the business…
opportunity
 Enterprises are leveraging
Partner capabilities

29. Contact
info@nagiliti.com
Executive Women in High-Tech
http://tinyurl.com/69ezarl