1. 1 Webinar Monetizing Mobiles

2. 2 Panellists Ben Custalow Lead Technician/Partner Par3/IT Cees Quirijns CEO and Co-founder of FirmTel

3. 3 Panellists Dan Shapero Chairman of Techvoice, and founder of ClickCloud IT Industry Executive and Activist Chris Martin GFI MAX

4. 4 Agenda » SC: Housekeeping » Introductions: □ Cees Quirijns – FirmTel □ Ben Custalow - Par3/IT □ Dan Shapero – ClikCloud □ Chris Martin – GFI MAX » CM: Mobile Opportunity – GFI MAX Research » Panel Q&A (5 Questions) » Audience: Q & A » CM: GFI MAX Plan for Mobile Device Management » SC: Contact Details » Total (60 mins)

5. 5 Market Backdrop - Mobile Growth versus Desktop Growth Source: IDC

6. 6 Market Backdrop - Consumerization of IT More and more, users tell you ….. the way they want to work …

7. 7 Survey in Apr 2013 of MSP’s using GFI MAX focusing on Mobile Devices … the opportunity for MSPs

8. 8 MSP’s Monetizing Mobile

9. 9 MSP’s Monetizing Mobile (Consolidated)

10. 10 MSP’s Monetizing Mobile (Lifecycle + Consolidated) Had you considered the following Mobile Offers Selling Handsets Selling Airtime Selling Mobile Support Average Yes - but haven't focussed on it15%12%26%17% 19% Yes - offer this and its doing well2% No - started but didn't complete this6%4%13%8% 81% No - too much trouble14%23%6%14% No - margins too small8%2%5% No - hadn't considered this47% 28%40% No - other reason9%11%21%14%

11. 11 Current Device OS’s

12. 12 Future Device OS’s

13. 13 Whose Devices?

14. 14 Mobile tasks MSP’s need help with

15. 15 Pricing for MDM Service (To the End Customer)

16. 16 Conclusions Challenge » Mobile growing FAST & desktops shipments stagnant. » Users ARE telling MSPs the way they want to work and will expect to bring their own devices (BYOD) » MSPs will be working as much with employee owned devices (BYOD) as business owned devices (security will be a challenge) Opportunity » MSPs …. Can make money enabling and securing something customers want (and that’s a “strong” want) » AND, there may well be other services MSPs can provide around Mobile lifecycle, eg: Airtime, Handsets, Insurance, Disposal, etc. (a recurring/reseller revenue opportunity) More Information » GFI MAX Mobile Device Management (& Enablement) – Mid Year 2013 » More Information - Email: Chris.Martin@GFI.COM

17. 17 So …

18. 18 Question 1 » What’s ‘the word on the street’ regarding mobiles? □ Does it match our research? □ Are end customers asking for mobile help? □ What are end customers asking for and why? □ Are MSP’s missing an opportunity here? □ Are MSP’s not monetizing? □ Order of discussion: Ben, Dan, Cees

19. 19 Questions 2 » On packaging and pricing a service? □ Do you think customers are willing to pay a monthly fee to manage mobiles given its not like supporting a server or a workstation? □ What sort of price point would end customers go for? □ Order of Discussion: Dan, Ben, Cees

20. 20 Question 3 » What’s are biggest issues the end customer want to solve? □ Security of their data? □ Access to company information on wide range of devices? □ Access to company systems on wide range of devices? □ To connect their shiny toys? □ What’s the real customer need here □ What’s the best way to strike up a conversation regarding these issues? □ Order of discussion: Dan, Cees, Ben

21. 21 Question 4 » Other opportunities around mobile, beyond support? □ We can see from research that most MSP’s aren’t thinking beyond connection and support □ Are these other opportunities around mobiles that we’re not monetizing? □ Handset/SIM sales? □ Airtime packages (best for them)? □ ‘Securitizing’ line of business applications, eg: via Citrix, TS □ Re-allocation? □ Disposal? □ Order of Discussion: Cees, Ben, Dan

22. 22 Question 5 » So, this is now, what's this going to look like in 3 years time? □ Where is the day to day work going to occur? □ Will more content creation work be possible on mobile devices? □ How will the mobile rush affect MSP’s □ What will an MSP’s workload look like in 3 years time? □ Order of Discussion: Cees, Dan, Ben

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25. 25 Contact Information » GFI MAX: □ Chris Martin (chris.martin@gfi.com)chris.martin@gfi.com □ On LinkedIn □ Skype: bigchrismartin » Firmtel □ Cees Quirijns (cees@firmtel.com) » Par3/IT □ Ben Custalow (BCustalow@par3it.com)BCustalow@par3it.com » Dan Shapero’s / Over

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