1. 1
Reasons to Implement
A Multi-Channel Approach
Dipesh Mukerji,
Sr. Director of Product Strategy & Marketing
Stephen D. Drake,
Program Vice President, Mobility and Telecom

2. Precursor to Mobile App Enablement:
Mobile Enterprise Management & Security

3. © Copyright 6/19/2013 Kony, Inc3
2013: In the Enterprise Apps & Content are King
 Design firms spending
increasing resources on UI
 App management takes
shape
 App enablement is
growing market cutting
across key B2C, B2B and
B2E
 Moving from a device-
centric world to a content-
centric world

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The Growing Irrelevancy of the Black Rectangle

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Yet, Complexity Continues Across Mobile Platforms &
Environments
0% 50% 100%
Symbian Phones (n= 1638)
webOS Phones (i.e. Palm Pre/Pixi) (n = 1626)
webOS Tablets (n =1631)
BlackBerry PlayBook (tablet) (n = 1636)
non-tablet smartphone, or pc type devices (n…
BlackBerry Phones (n=1694)
Ultrabooks (n = 1621)
Nokia Lumia (n = 1627)
Nook or Kindle Fire (n =1664)
Windows Phone 7 Phones (n = 1713)
Windows 8 Tablets (n 1700)
Ice Cream sandwich tablets (n = 1694)
Android Tablets (not including Nook & Kindle…
HTML5 Mobile Web Apps (n=1766)
Android Phone (n =1850)
iPad Tablets (iOS) (n =1820)
iPhone (iOS) (n =1844)
Very interested Somewhat interested Not at all interested
“Samsung Plans Multiple
Tizen Smartphones for 2013”
January 3, 2013
Mobile Enterprise Developers
Writing to 2-3 Environments
HTML5 Interest Soars

6. © Copyright 6/19/2013 Kony, Inc6
Mobile Enterprise Management & Security Explode with
Onset of BYOD
© IDC Visit us at IDC.com and follow us on Twitter: @IDC
0 1000 2000 3000 4000 5000
2017
2013
2007
Mobile Enterprise Management & Mobile Enterprise
Security Revenue
$M

7. © Copyright 6/19/2013 Kony, Inc7
Expanding Opportunities in MEM
Mobile Device
Management
Mobile Application
Management
Mobile Enterprise App
Store
App
Wrapping/Containerization
Mobile Content
Management
Machine to Machine
 MDM: still viable, key for corporate-liable
 MAM: Granular management, security and corporate policy
control of apps
 MAM larger future growth
 Cloud provides fast, lower risk and better support

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Mobile Enterprise Security CAGR by Category 2013-2017 (%)
0.0%
5.0%
10.0%
15.0%
20.0%
25.0%
30.0%
Mobile Security &
Vulnerability
Management
Mobile Identity &
Access Management
Mobile Gateway Access
& Protection
Mobile Information
Protection & Control
Mobile Threat
Management
Total Mobile Security CAGR for 2013-2017 is 22.3%
Source: Worldwide Mobile Enterprise Security Software 2013–2017 Forecast and Analysis
IDC # 240014, March 2013

9. © Copyright 6/19/2013 Kony, Inc9
Android Dominance Grows – New Threats to the Enterprise
 Android’s presence in enterprise will
grow
 Samsung, for example making huge
efforts to succeed
 In 2016, IDC predicts Android will
represent more than 60% of all
employee-liable smartphone shipments
and 1/3 of corporate worldwide
 User behavior is difficult to change or
control
 Downloading outside of app store
represents large segment globally
 Personal downloading of trojanized
apps has direct effect on corporate
assets
0
5,000
10,000
15,000
20,000
25,000
30,000
35,000
40,000
Samples of Malicious Code
on Smartphones
Source: Kaspersky Lab, 2013
98.6% of all mobile
malware stems
from Android

10. © Copyright 6/19/2013 Kony, Inc10
Conclusions
 World moves toward content-centric environment
 Typically organizations consider MEM before mobile app
enablement
 MDM for Corporate-Liable
 MAM for Employee-Liable
 New security threats reach the app level – coming
to an enterprise near you
 Multi-platform will continue to
be the norm for some time

11. Dipesh Mukerji,
Sr. Director of Product Strategy & Marketing
Reasons to Implement
A Multi-Channel Approach

12. © Copyright 6/19/2013 Kony, Inc12
Landscape
“Every app running in your
organization on desktops today will
run on every device within 2 years”
How are you prepared
to support that?

13. 13
Feb-2007
BlackBerr
y 8800
May-2007
BlackBerr
y Curve
Jun-2007
iPhone
2007
Windows
Mobile 6
Sep-2007
iPod
Touch
Nov-2007
BlackBerr
y Pearl 2
Jul-2008
3G iPhone
Mar-2008
iPhone
SDK
Jul-2008
BlackBerr
y Storm
Sep-2008
BlackBerr
y 4.5
2008
Nokia S60
5th ed.
Symbian
Feb-2008
16GB
iPhone
Nov-2008
BlackBerr
y Bold
9000
Jun-2009
3GS
iPhone
Jun-2009
Firmware
3.0
May-2009
BlackBerr
y 5.0
Jul-2009
BlackBerr
y Tour
Sep-2009
Android
1.6
Oct-2009
Android
2.0
Droid
2009
Symbian 2
Oct-2009
Windows
Mobile
6.5
Jan-2010
Android
2.1
NexusOne
Dec-2010
Android
2.3
Jun-2010
Android
2.2
Apr-2010
iPad
TBD-2010
Symbian 4
Feb-2010
Symbian 3
Nov-2010
Windows
Phone 7
Apr-2010
BlackBerr
y 6.0
Aug-2011
BlackBerr
y Torch
Aug-2011
BlackBerr
y Bold
Mar-2011
iPad 2.0
Jul-2011
Android
3.0
Nov-2012
Windows
Phone 8
2.3
3.0
3.0
4.0
4.0
4.1
4.1
4.1
4.0
4.0
4.0
4.0
3.0
1G
3G
3GS
4
4S
5
1G
2G
3G
4G
5G
Mini
1.6
2.1
2.1
2.1
2.1
2.1
2.2
2.2
2.2
2.2
2.2
2.2
2.3
2.3
2.3
2.3
2.3

14. © Copyright 6/19/2013 Kony, Inc14
Market Dynamics Overview
Mobile V1
 Mobile Web
 New iPhone App
TCO
 LOB decision
 No IT resource or mobile
experience
Mobile V2
 Mobile Web
 iPhone App
 Android App
 Perhaps WM, BB
Mobile V3
 HTML5
 iPhone App
 Android App
 Tablet App (likely)
Multi-Channel
 B2C
 B2E (BYOD)
 Smartphone
 Tablets
 Web
2010 2011 2012 2013
Tactical Must Have Mobile Strategic Enterprise Strategic
TCO TCO TCO
 LOB decision
 Multiple LOBs acting
independently
 IT vetted tech
 IT didn’t control
 LOB Need
 IT Decision
 Tech Selection
 HTML5 / Inhouse
 Enterprise App Need
 CIO decision
 In-house use
 HTML5/tools vs MEAP

15. © Copyright 6/19/2013 Kony, Inc15
Points of Engagement Evolution
TIME
Single Channel Multi-Channel Cross-Channel Omni-Channel

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A day-in-the-life of an app in a multi-channel world
Consistent view and experience in every interaction
While visiting
customer, inputs new data
on iPad
11:00 AM – iPad
User wakes up and checks
a notification on Blackberry
device.
8:00 AM – Blackberry
Requests new services on
Windows 8 tablet - touch
device inside the office
3:00 PM – Tablet
Outside firewall at
work, quickly accesses app
via Mobile Web
9:00 AM – Mobile Web
Reviews and approves
changes at home via
Android phone.
6:00 PM – Android
Completes review, approval
inside corporate firewall
pre PC mouse interface app
1:00 PM – Desktop

17. © Copyright 6/19/2013 Kony, Inc17
The Multi-Channel Iceberg
Production Services Mobile
Ecosystem Changes
Device Detection
Data Synchronization
Security Frameworks
Offline Storage
Data Integration
SAP / IBM / Oracle Integration
Application Upgrades
New Devices
New OS & OS Updates
New Browsers and Updates

18. © Copyright 6/19/2013 Kony, Inc18
Development Teams Channels
Most companies approach this complexity tactically
Tablets
Mobile
Desktop
Kiosk
NEW
App
X 1.0
NEW
App
X 1.0
NEW
App
X 1.0
NEW
App
X 1.0
Scanner stdIn = new Scanner(System.in double speed; // User
entered valuedouble tailGatingDistance; // user entered
valudouble stoppingDistance;System.out.print("Enter your speed
(mph): ");speed = stdIn.nextDouble();
System.out.print("Enter your tailgate distance:
");tailGatingDistance = stdIn.nextDouble();stoppingDistance =
speed * (2.25 + speed/21); // number
stoppingDistanc
e
;speed =
stdIn.nextDouble
Security
Scanner stdIn = new Scanner(System.in double speed; // User
entered valuedouble tailGatingDistance; // user entered
valudouble stoppingDistance;System.out.print("Enter your speed
(mph): ");speed = stdIn.nextDouble();
System.out.print("Enter your tailgate distance:
");tailGatingDistance = stdIn.nextDouble();stoppingDistance =
speed * (2.25 + speed/21); // number
stoppingDistanc
e
;speed =
stdIn.nextDouble
synchronization
Features
Scanner stdIn = new Scanner(System.in double speed; // User
entered valuedouble tailGatingDistance; // user entered
valudouble stoppingDistance;System.out.print("Enter your speed
(mph): ");speed = stdIn.nextDouble();
System.out.print("Enter your tailgate distance:
");tailGatingDistance = stdIn.nextDouble();stoppingDistance =
speed * (2.25 + speed/21); // number
stoppingDistanc
e
;speed =
stdIn.nextDouble
New OS upgrades
Security Patches
Scanner stdIn = new Scanner(System.in double speed; // User
entered valuedouble tailGatingDistance; // user entered
valudouble stoppingDistance;System.out.print("Enter your speed
(mph): ");speed = stdIn.nextDouble();
System.out.print("Enter your tailgate distance:
");tailGatingDistance = stdIn.nextDouble();stoppingDistance =
speed * (2.25 + speed/21); // number
stoppingDistanc
e
;speed =
stdIn.nextDouble
New OS upgrades
New UIs
Compatability
Multiple
Codebases
Same
Features
Multiple
Channels
+
+
=
Time & $$

19. © Copyright 6/19/2013 Kony, Inc19
Development Teams Channels
The multi-channel approach reduces the complexity
Tablets
Mobile
Desktop
Kiosk
NEW
App
X 1.0
NEW
App
X 1.0
NEW
App
X 1.0
NEW
App
X 1.0
Scanner stdIn = new Scanner(System.in double speed; // User
entered valuedouble tailGatingDistance; // user entered
valudouble stoppingDistance;System.out.print("Enter your speed
(mph): ");speed = stdIn.nextDouble();
System.out.print("Enter your tailgate distance:
");tailGatingDistance = stdIn.nextDouble();stoppingDistance =
speed * (2.25 + speed/21); // number
stoppingDistanc
e
;speed =
stdIn.nextDouble
Security
Scanner stdIn = new Scanner(System.in double speed; // User
entered valuedouble tailGatingDistance; // user entered
valudouble stoppingDistance;System.out.print("Enter your speed
(mph): ");speed = stdIn.nextDouble();
System.out.print("Enter your tailgate distance:
");tailGatingDistance = stdIn.nextDouble();stoppingDistance =
speed * (2.25 + speed/21); // number
stoppingDistanc
e
;speed =
stdIn.nextDouble
synchronization
Features
Scanner stdIn = new Scanner(System.in double speed; // User
entered valuedouble tailGatingDistance; // user entered
valudouble stoppingDistance;System.out.print("Enter your speed
(mph): ");speed = stdIn.nextDouble();
System.out.print("Enter your tailgate distance:
");tailGatingDistance = stdIn.nextDouble();stoppingDistance =
speed * (2.25 + speed/21); // number
stoppingDistanc
e
;speed =
stdIn.nextDouble
New OS upgrades
Security Patches
Scanner stdIn = new Scanner(System.in double speed; // User
entered valuedouble tailGatingDistance; // user entered
valudouble stoppingDistance;System.out.print("Enter your speed
(mph): ");speed = stdIn.nextDouble();
System.out.print("Enter your tailgate distance:
");tailGatingDistance = stdIn.nextDouble();stoppingDistance =
speed * (2.25 + speed/21); // number
stoppingDistanc
e
;speed =
stdIn.nextDouble
New OS upgrades
New UIs
Compatability
Multiple
Codebases
Same
Features
Multiple
Channels
+
+
=
Time & $$
NEW
App
X 1.0

20. © Copyright 6/19/2013 Kony, Inc20
Cost of a Multichannel Strategy
Number of Apps
Cost/Time
Multi-Channel Approach
Silo Approach

21. © Copyright 6/19/2013 Kony, Inc21
5 Reasons to Implement a Multi-Channel Approach
1. Reduce Complexity
2. Increased Efficiency
3. User satisfaction
4. Security
5. Cost Savings

22. © Copyright 6/19/2013 Kony, Inc22
What Does The Future Hold?

23. © Copyright 6/19/2013 Kony, Inc23
Will the Enterprise keep up with the market?
 Consumer consumption will drive enterprise adoption of
new channels
 Security/Accessibility capabilities will be at a premium in
determining enterprise adoption
 Easy and fast development platforms, tools and
communities will drive growth
 Must work off the cloud
 Must seamlessly integrate with existing products
 Must have the best yet different user experience
 Needs to be energy efficient
DON’T MISS THE BOAT!

24. © Copyright 6/19/2013 Kony, Inc24
Multi-Channel Strategy – What To Consider
 How large is your user base?
 What do your users want?
 What devices are your users on?
 What are your operational and maintenance
cost requirements?
 What UX and/or UI experience do your
users require?
 Are you looking to be in the app store?
 How do your users access and
consume content?
 Does your business need to evolve as fast as technology?

25. © Copyright 6/19/2013 Kony, Inc25 © Copyright 6/19/2013 Kony, Inc25