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Telecom ExpenseManagementState of the MarketThe Telecom Expense Management (TEM) market has undergone significant changes in the recent pastdue to the proliferation of mobile devices, including smartphones and tablets. This report highlightsthose changes and provides targeted profiles of Tangoe and SOTI/eMOBUS, Mobile Device Managementvendors who distinguish themselves among a crowded field of MDM players due to their integratedTEM/MDM offerings.October 2012Galvin Consulting, LLCEXECUTIVE SUMMARY
TABLE OF CONTENTSExecutive Summary.2Telecom Expense Management Market: Overview.3TEM Market Structure .4Independent TEM Providers .4Telcos .4System Integrators .5Large System Management Vendors .6Mobile Device Management (MDM) Vendors .6Key TEM Trends .7Company Profiles of MDM-based TEM Vendors .8Tangoe.8Tangoe’s Real-Time TEM .9Tangoe’s M&As. 10Tangoe’s Competitive Differentiators . 12Tangoe’s Competitive Threats . 15Tangoe Company Background. 15SOTI and eMOBUS. 16eMOBUS Platform . 16eMOBUS Focus and TEM Strategy . 17SOTI and eMOBUS Competitive Differentiators . 18SOTI and eMOBUS Competitive Threats . 19SOTI and eMOBUS Company Backgrounds . 19About Galvin Consulting . 21October 2012Copyright Galvin Consulting, LLCPage 1
Executive SummaryAlthough initially devised to handle fixed telecom costs, Telecom Expense Management (TEM)has gained momentum in the recent past due to the explosive growth in mobile device usage.As more employees bring their personal mobile devices to work, IT managers want to ensurethat telecom costs, including roaming charges, remain under control.TEM entails the management of voice, data and wireless costs, allowing organizations tominimize and avoid overages by ensuring users are on the right plan and, if not, move them tothe right plan, sometimes in real-time. Real-time TEM, or “rTEM,” is increasingly utilized bycustomers who want to understand their employees’ usage patterns instantly, instead ofwaiting until the end of every month to retroactively view and correct overages.Key players in the TEM market include independent TEM providers, telcos, system integrators,large system management vendors, and select mobile device management vendors.Consolidation is taking place among smaller, independent TEM players, while global telcos aresharpening their TEM focus, either through organic offerings or through acquisitions, such asVodafone’s acquisition of Quickcomm and TnT Expense Management.Mobile Device Management vendors who also play in the TEM market are a small and selectgroup. While several MDM vendors attempted to offer TEM solutions in the past, most haveabandoned the market or are partnering with knowledgeable TEM vendors, discovering thatTEM is far more complex than simply providing users with roaming alerts. Invoice processing,interacting with carrier billing formats, and charge back for bill-back and expense recovery aresome of the more complex requirements of deeply embedded TEM offerings.Tangoe and SOTI (through its partnership with eMOBUS) are two MDM vendors that havesuccessfully launched TEM offerings. Tangoe foresees MDM and TEM as increasinglyintertwined, and company executives believe they are uniquely positioned in theCommunications Lifecycle Management space to offer customers comprehensive TEM services,particularly given Tangoe’s strong relationships with global carriers and its recent series ofacquisitions.SOTI, through a strategic partnership it signed with eMOBUS in May 2012, is utilizing itsMobiControl MDM platform and eMOBUS’ telecom expense platform in a single console,providing customers with a centralized, holistic interface to manage the mobility lifecycles oftheir devices. SOTI and eMOBUS executives state that they are working toward a tighter, moreseamless integration of their offerings.October 2012Copyright Galvin Consulting, LLCPage 2
METHODOLOGYGalvin Consulting relied on primary and secondary information sources for this study, includingin-depth interviews with senior executives at Tangoe, SOTI, eMOBUS, and LANDesk (Wavelink),along with an evaluation of recent industry articles, industry studies, social media, online blogsand user communities centered around the Telecom Expense Management market. Interviewswere completed during July – October 2012, and secondary research took place during June –October 2012.Galvin Consulting also relied upon the ongoing and extensive research it has collected for indepth studies on the mobility market during the past 18 months, including reports on theMobile Device Management market, the Mobile Security market, and the mHealth market.PRICING INFORMATIONIndividual License: 1,250 for 1 designated internal user with no rights of distribution toadditional internal users or third parties.Team License: 1,500 for 2-5 designated internal users with no rights of distribution toadditional internal users or third parties.Enterprise License:employees. 1,750 for unlimited usage and distribution rights for all internalReport Briefing: 750 for a 45-minute briefing, including an explanation of key findings and thefielding of questions.October 2012Copyright Galvin Consulting, LLCPage 3
ABOUT GALVIN CONSULTINGGalvin Consulting publishes syndicated research on mobile technology, including Smartphonesin the US Enterprise, Transforming Healthcare through mHealth Solutions, Mobile DeviceManagement: Key Considerations in Evaluating & Selecting a MDM Solution, MDM VendorProfiles, and US Mobile Security: State of the Industry.Additionally, Galvin Consulting has supported direct clients and mid-tier research firms oncustom market intelligence and primary research projects. Analyst expertise extends frommature hardware and software technology to emerging markets.For more information, please contact:Carolyn Galvin206.347.7552info@galvinconsulting.netOctober 2012Copyright Galvin Consulting, LLCPage 4
The Telecom Expense Management (TEM) market has undergone significant changes in the recent past due to the proliferation of mobile devices, including smartphones and tablets. This report highlights those changes and provides targeted profiles of Tangoe and SOTI/eMOBUS, Mobile Device Management
