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Mobile:
BWCS
Market Study July 2004
Converting technological promise into revenue streams for operators and vendors
The technological barriers for mobile VPN adoption are coming down. With the increasing availability of 3G, the long-awaited emergence of GPRS Service Level Agreements, roaming between cellular and Wifi networks using uniform log-on procedures, and secure technologies such as SSL, mobile VPN vendors are now able to make a compelling case for their solutions. And yet, enterprise customers are unconvinced. Take-up of mobile VPNs to date has been disappointing. GPRS data cards have failed to capture the imagination of the enterprise community.
If your company has invested in the development of mobile VPN technology, where do you go from here? Do you write off your investment as a pipe dream that failed to make it in the real world? Do you resign yourself to the fact that MVPNs will remain a niche solution adored by a few and ignored by everyone else?
Or do you plough on in the hope that one day corporate IT managers will see the light? After all, the feedback from companies which have implemented innovative solutions such as Field Force or Sales Force Automation suggests that the benefits are convincing. Word will get round, eventually.
BWCS believes that either choice might be a costly mistake. The report argues that operators and vendors need to take a proactive role in bridging the education gap between suppliers and customers. Enterprise users have legitimate concerns about ROIs and productivity gains from mobile VPNs, about security, cost of ownership and compatibility with existing fixed-line VPN equipment. While it would be unfair to say that mobile operators and their vendor and system integrator partners are unaware of these concerns, their efforts to address them have had only limited success. So far the message has failed to come across.
In-depth research
In researching Mobile VPNs, BWCS has spoken to key operators, technology providers and users involved in this sector to gain an in-depth insight into what is holding back the market. It highlights areas of concern to users and gives real-life examples of successful approaches in addressing them. The report also includes a clear guide to the different VPN solutions available to date and their pros and cons from the perspective of both the mobile operator and the enterprise end-user.
Mobile VPNs addresses key questions such as:
What do enterprises want from a mobile VPN implementation?
What are the main factors which have hindered the adoption of mobile VPNs to date?
What mobile VPN solutions are currently available in the marketplace, and how do they compare?
How do network-based VPNs differ from end-to-end VPNs?
What are the respective pros and cons of SSL and IPSec?
How can operators make their GPRS offering more attractive to corporate IT and network managers?
How can operators and their vendor and SI partners demonstrate the benefits of mobile VPNs to sceptical enterprise users?
What strategies have been adopted by leading operators and vendors to build up the market for mobile VPNs?
For full details, please email jeremyk@cmsinfo.com
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