Business Case for Fixed/Mobile Convergence &

Unified Communications

White Paper

Business Case for Fixed/Mobile

Convergence & Unified
Communications

Prepared by

Berge Ayvazian
Senior Consultant, Heavy Reading
Director, 4G Consulting Practice

www.heavyreading.com

On behalf of

www.rim.com

February 2011
 Business Case for Fixed/Mobile Convergence &
Unified Communications

TABLE OF CONTENTS Page

I. EXECUTIVE SUMMARY 3

II. THE ENTERPRISE MOBILITY PARADOX 4

III. BLACKBERRY MVS 5.0 SOLUTIONS 6

IV. ENTERPRISE IMPLEMENTATION SCENARIOS 8

V. BUSINESS CASE: COSTS, BENEFITS & ROI ANALYSIS 10

VI. BUSINESS CASE: COST SAVINGS & LOW TCO DRIVE ROI 14

ABOUT THE AUTHOR 15

LIST OF FIGURES
Figure 1: Growth of Mobile, Nomadic & Tele-Workers in the U.S. 4

Figure 2: BlackBerry MVS 5.0 Supports Wi-Fi-Enabled Smartphones 6

Figure 3: BlackBerry MVS 5.0 Direct SIP Solution 8

Figure 4: BlackBerry MVS 5.0 via a SIP Gateway Solution 9

Figure 5: Use Case Scenarios by Business Type 10

Figure 6: BlackBerry MVS Breakeven for Large Multinational Corporation 11

Figure 7: BlackBerry MVS Breakeven for Midsized Professional Services Firm 12

Figure 8: BlackBerry MVS Breakeven for Small Regional Company 13

Figure 9: BlackBerry MVS vs. Traditional FMC Solutions 14

Figure 10: BlackBerry MVS 5.0 Supports Tablets, Netbooks & Laptops 14

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I. Executive Summary
Mobility is redefining the workplace as the boundaries between personal and professional life, home and office, business travel and in-
office productivity are rapidly disappearing. Users want a seamless mobility experience that allows them to work anytime and anywhere,
with the same productivity and performance they would get in a traditional corporate office. Management wants to minimize the cost
of office space, increase employee productivity, allow flexibility to work from home and keep people in the field, where they can close
sales and stay close to the customer.

However, with more than 100 million mobile, home office and nomadic workers in the U.S. workforce, more than 70 percent of calls are
being forwarded to voice mail, and many of the at-tractive productivity gains and cost savings of mobility are offset by excessive phone
tag, high mobile phone costs and skyrocketing cellular roaming charges. We call this phenomenon the “en-terprise mobility paradox.”

With more than 40 million users worldwide, RIM’s BlackBerry smartphone is a key part of many corporate communications
environments. BlackBerry Mobile Voice System (MVS) is intended to address the enterprise mobility paradox by integrating traditional
desk phone systems with BlackBerry smartphones, offering users a seamless mobility experience with single business phone number,
one caller ID, integrated voice mailbox and access to all of their office phone sys-tem features, such as extension dialing, call transfer,
access to conference bridges, and direct-to-voice-mail functionality. BlackBerry MVS 5.0 supports the SIP protocol to enable Voice over
Wi-Fi technology, offering a common platform for unified communications (UC) and fixed/mobile con-vergence (FMC), to help mobile
enterprises truly “cut the cord.”

The latest release – BlackBerry MVS 5.0 – allows enterprise BlackBerry users to make and field calls to their office numbers from
anywhere in the world over Wi-Fi, in addition to regular cellular networks. By connecting BlackBerry MVS to an existing IP PBXs and
BlackBerry Enterprise Server (BES), all mobile voice communications can be secured, all users can be located and authenticated and all
mobile calls can be logged to ensure compliance.

BlackBerry MVS offers CIOs and enterprise IT departments a way to control their long distance and international mobile phone roaming
charges. Overall, the potential economic benefits of BlackBerry MVS include low startup cost and TCO for certain environments,
producing mobile phone cost savings for international roamers and domestic road warriors, as well as mobile and nomadic workers
frequently away from their desk at their workplace. Any companies with an ex-isting IP PBX and BES are primary candidates for
implementing BlackBerry MVS 5.0 to increase mobile worker productivity, secure mobile voice communications and reduce cellular
roaming bills for international travelers.

In this white paper, Heavy Reading presents three business-case scenarios for implementing BlackBerry MVS 5.0 with an existing IP PBX
and BES in enterprises that vary by size, industry and mobile worker characteristics. Each business case explores potential cost saving
per user, productivity enhancements and near-term return on investment (ROI).

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II. The Enterprise Mobility Paradox

Mobile and home office workforces exist today in every industry and companies of every size. As indicated in Figure 1, more than 50
million mobile workers spend more than 10 hours per week, or 20 percent of their time, away from their primary workplace on business
trips, traveling or on clients’ premises. Of these, 15 million are considered true “road warriors,” who travel more than 50 percent of
the time. Approximately 20 million to 30 million employees are tele-workers or tele-commuters that regularly work from home, coffee
shops, Wi-Fi hotspots or other remote locations at least one day a week. Another 15 million to 20 million nomadic workers spend more
than 50 percent of the time away from their desk, even at their workplace. By the end of 2011, nearly 75 percent of the U.S. workforce is
predicted be mobile, home office or nomadic – yielding more than 100 million mobile workers in the U.S. alone.

Figure 1: Growth of Mobile, Nomadic & Tele-Workers in the U.S.

2010 2011
Road Road
Warriors Warriors
17% 16%
Mobile Mobile
Nomadic Workers Workers
Nomadic
Workers 39% 37%
Workers
16% 19%

Tele- Tele-
Workers Workers
28% 28%

90 million 100 million

Source: Heavy Reading, IDC Worldwide Mobile Worker Population 2009-2013 Forecast

Enterprise mobility is redefining the workplace, as the boundaries between home and office, per-sonal and professional life, business
travel and in-office productivity are rapidly disappearing. Mobile workers want a seamless experience that allows them to work anytime
and anywhere, with the same productivity and performance they would get in a traditional corporate office.

Management wants to minimize the cost of office space, increase employee productivity, allow the flexibility to work from home and
keep people in the field where they can close sales and stay close to the customer. Enterprise IT has long been struggling to meet the
needs of mobile work-ers, drive productivity from road warriors and derive the appropriate cost savings associated with nomadic and
tele-workers.

The right mobile workforce strategy can bring strong ROI, determined by three factors:

• Decreased costs of office space, equipment, communications and furnishings

• Increased customer satisfaction, retention and revenue due to enhanced customer support
• Increased employee empowerment, productivity, collaboration, effectiveness and efficiency

Many of the attractive productivity gains and cost-savings associated with enterprise mobility are being offset by excessive phone tag,
high mobile phone costs and skyrocketing cellular roaming charges. We call this the “enterprise mobility paradox,” where due to a
poor alignment of priorities for productivity, cost and security:

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• Most business phone calls ring on in-office desk phones

• More than 70 percent of these calls are forwarded to voice mail
• Phone tag caused by failed attempts to return calls
• Calls are often returned from mobile phones while workers are on the go
• No access to office phone system features from mobile phones
• Mobile calls are not secure, authenticated or logged
• High cellular costs, especially from international roaming charges

U.S. businesses recognize the high cost of mobile phone roaming fees when their employees are traveling for business internationally.
Mobile smartphones are fast becoming the most popular means of communications during business travel and are heavily used by
international business travelers to stay connected from multiple countries worldwide. A recent study conducted by Harris Interactive
found that four out of five companies cited smartphones as the primary communication tool used when executives travel internationally,
and that 57 percent of all calls made on a trip are made on these devices. Approximately half of these international calls are made
back to the U.S., and many of these are linked to checking voice mail and returning business phone calls for-warded to voice mail. This
research survey also revealed that international roaming fees can cost U.S. businesses $693.50 per trip for each international traveler –
12 times more than their aver-age monthly wireless bill. Even with this knowledge, surprisingly few U.S. businesses report plans to look
for more affordable international cellular roaming options.

Many enterprise CIOs are also grappling with the growing influx of personal smartphones and other mobile devices on the job.
Employees across the corporate hierarchy look to use these tools for a range of activities, from staying connected and accessing work
e-mail to the ability to tap into corporate data and applications on the go. Although many of these same corporations offer most
of their valued employees a BlackBerry smartphone that is supported by a BES, some employees resist having to carry a separate,
“secure” handset. Corporate IT departments large and small are being asked to adopt policies that embrace a broader variety of
personal mobile devices, and CIOs now find themselves with a new challenge – balancing enterprise security and the uncontrolled
roaming costs often associated with the personal smartphones, tablets and other bring-your-own gadgets that are becoming an
inseparable part of the lives of mobile workers.

IT managers need help to cope with the reality of personal smartphones in the enterprise work-space, and they are taking an array
of approaches to managing and securing their employees’ personal mobile devices. Some, such as Wells Fargo and other banks,
strictly enforce a policy of not allowing personal mobile devices to be used at work or on business travel, driven in part by the heavy
regulations placed on the financial industry. Others are trying to encourage compliance by offering mobile workers a portfolio of
personal productivity, feature, economic and enterprise benefits that are linked to the use of a secure, enterprise smartphone.

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III. BlackBerry MVS 5.0 Solutions

BlackBerry Mobile Voice System (MVS) was developed to integrate traditional office phone sys-tems with Black-Berry mobile
smartphones through the native user interface over both cellular and wireless LAN Wi-Fi networks. BlackBerry MVS is designed to
extend all desk phone calling features to BlackBerry smartphones, offering users a UC solution with a single business phone number,
one caller ID, one voice mailbox and access to their office phone system features. Using menu commands on BlackBerry smartphones,
mobile workers can access many of the same voice features they use on their desk phones, such as quick extension dialing, call transfer,
con-ference call initiation, access to conference bridges, reduced long distance charges, enhanced voice quality and direct-to-voice-
mail functionality.

BlackBerry MVS also offers single number availability and simultaneous ringing of fixed and mo-bile phones, so mobile workers can
field calls to their office numbers and be more accessible and responsive to colleagues and customers. Using situational call control,
incoming business calls will ring on the mobile worker’s BlackBerry smartphone, increasing the likelihood that the call is answered
promptly.

BlackBerry MVS is intended to enable mobile workers to better manage their real-time voice communication and messaging to process
requests faster, minimize phone tag and make smarter decisions. This ability translates to enhanced mobile workforce accessibility,
integration, and faster response times because employees can better collaborate with their team to serve cus-tomer needs. In addition,
the resulting personal productivity improvements have been shown to decrease costs by reducing workflow volumes and streamlining
business processes.

The latest release – BlackBerry MVS 5.0 – supports the SIP protocol to enable voice over Wi-Fi technology, offering a unique platform
for FMC to help mobile enterprises “cut the cord.” With MVS 5.0 linked to an IP-based PBX system, enterprises can improve
productivity while managing their investment in desk phones, as well as mobile phone and international roaming costs. Such a product
rounds out the enterprise mobile communications, collaboration and messaging suite and extends it to meet the demands of mobile
workers without compromise. These capabilities are becoming a strong incentive for mobile workers to treat their smartphones as their
primary hand-set whenever they are away from their desk.

BlackBerry MVS 5.0 allows enterprise BlackBerry users to initiate calls over Wi-Fi in addition to the regular cell phone network from a
wide range of Wi-Fi-enabled BlackBerry smartphones shown in Figure 2, including the Curve and Bold with full keyboards, the touch-
screen Storm2, the Pearl and the new Torch slider and Style clamshell models. Wi-Fi access is already a highly utilized feature of these
smartphones and is available at an ever-increasing range of locations worldwide, including many workplaces and campuses, hotels,
airports, trains and stations, public hotspots, home offices and enterprise wireless LANs.

Figure 2: BlackBerry MVS 5.0 Supports Wi-Fi-Enabled Smartphones

Enterprise Touch WiFi Personal Slide

Smartphones Screen Access Smartphones Keyboard

Many large enterprises already use BlackBerry smartphones and BES, and are conversant with the software used to configure these
systems. Adding BlackBerry MVS utilizes an existing vendor and familiar look and feel. Central management and configuration control
for smartphones is a must for large-scale corporate adoption. BlackBerry MVS is designed to integrate an existing BES with a variety of
telecom environments, using the same BlackBerry Client Access Licenses and BlackBerry Device Software, so that setup, IT training and
support can be streamlined.

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The use of MVS to route calls from the BlackBerry smartphone via the corporate IP PBX ensures that all voice signaling is encrypted,
callers are authenticated and calls can be logged. This is an important compliance function for many financial institutions, when an
audit trail of calls is re-quired to verify transactions. Black-Berry MVS also offers centralized policy management of smartphone activities
to help IT regulate usage costs, implement mobile security and promote employee productivity.

The feature and personal productivity benefits that BlackBerry MVS is intended to enable for mo-bile and nomadic workers include:
• Unified communications: Provides simultaneous ringing of desk phone and BlackBerry smartphone, resulting in fewer missed calls
and greater accessibility.
• Fixed/mobile convergence: A menu displayed on the smartphone enables users to ac-cess desk phone functionality and identifies
calls from a BlackBerry smartphone as origi-nating from an office desk phone.
• Single business phone number: Having one corporate phone number where employees can be reached can help retain customers,
close deals, and make sales; a consistent caller ID can help employees manage business calls easily.
• Single voice mailbox: A single office voice mailbox, accessible from both desk phone and smartphone, can reduce phone tag and
help employees stay organized, productive and responsive.
• Desk phone feature access: Unification of desk and mobile phone functionality offers call transfers, call filtering, and mid-call
switching between desk phone and smartphone.

For a company with an existing IP PBX and BES, MVS offers a relatively low startup cost. Addi-tional cost savings are driven by the
corporate policies and mobile worker adoption of voice over Wi-Fi IP calling from the smartphone around the workplace, on business
travel and working at home or at a customer location. MVS 5.0 also provides cost benefits associated with mobile Wi-Fi calling,
international calling and most of all from international roaming by overseas business trav-elers. But even within office environments, a
large percentage of employees’ phone calls are al-ready made on mobile phones, and many enterprise IT managers are considering
whether mo-bile workers need both a desk phone and a mobile smartphone as they plan to reduce unneces-sary expenses. Significant
cost savings are possible, as complex desk phones cost several hun-dred dollars per unit and the growth of mobile and nomadic
workers, hot-desking and other busi-ness practices unlink mobile and nomadic workers from a fixed location.

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IV. Enterprise Implementation Scenarios

BlackBerry MVS is based on an enterprise-centric, IP PBX-adjunct architecture. The BlackBerry MVS Server interfaces between the BES
and the corporate PBX system, to mobilize desk phone features on BlackBerry smartphones. This seamless integration provides secure
authentication and allows for easy administration of BlackBerry MVS functionality.

As shown in Figure 3, the BlackBerry MVS Server works in conjunction with the corporate IP PBX to route calls to and from the
BlackBerry MVS Client. This ensures that all calls are anchored in the enterprise network, enabling single-number capability and
switching of calls between cellu-lar and Wi-Fi networks, as well as to IP PBX extension phones. The BlackBerry MVS Server sits behind
the corporate firewall and uses the SIP protocol for integration with the IP PBX and the BES. On the IP PBX side, this is configured
as a SIP endpoint per client, and the BlackBerry MVS Server acts as a proxy for the BlackBerry MVS Client on the smartphone. The
BlackBerry MVS Server converts the compressed signaling used on the MVS link to “standard” SIP used to communicate with the IP
PBX.

Figure 3: BlackBerry MVS 5.0 Direct SIP Solution

Figure 3 shows various means by which the BlackBerry smartphone can connect to its anchoring MVS Server in the corporate data
center. Campus locations are served by a corporate WLAN with access points, which can provide fully authenticated and encrypted
Wi-Fi connectivity. To provide the same level of secure corporate access, access points in branch offices and home offices can be
connected to the central site via secure encrypted tunnels. In public Wi-Fi hot-spots, a VPN connection may be used to support the
BlackBerry MVS solution.

The BlackBerry MVS Client software adds desk phone features to BlackBerry smartphones. It integrates directly with the native phone
application to allow the user to receive or place calls from the mobile line or the enterprise line. Each supported smartphone has an
extension config-ured respectively on the BlackBerry MVS Server and the IP PBX. When making an outgoing call, the BlackBerry MVS
Client offers mobile workers the option of using the PBX business number and to select the mobile line when making a personal call.

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BlackBerry MVS is designed to interoperate with a variety of IP-based PBX systems from multiple telecom vendors. For example,
BlackBerry MVS 5.0 may be integrated with Cisco Unified Com-munications Manager to support a rich set of features to enable fixed
and mobile voice communi-cations. BlackBerry MVS 5.0 is also supported by Mitel Mobility to enable voice over Wi-Fi calling and
extend Mitel’s unified business communications features securely to BlackBerry smartphone workers over cellular and Wi-Fi networks.
Calls made through BlackBerry MVS are routed through Mitel Communications Director, which helps with adherence to company
policies and enables savings on long-distance and international roaming charges. The most recent release of BlackBerry MVS adds
support for Avaya PBXs through the use of a SIP gateway, as shown in Figure 4.

Figure 4: BlackBerry MVS 5.0 via a SIP Gateway Solution

The following PBXs are supported by BlackBerry MVS:

• Cisco Unified Communications Manager v6.1 or later
• Cisco Unified Communications Manager Express v8.1 or later
• Mitel Communications Director v4.2 or later
• Virtual Mitel Communications Director v4.2 or later
• Avaya Communication Manager v3.1.x, v4.0.x, and v5.2.1 (requires AudioCodes Mediant 1000/2000 SIP Gateway)

BlackBerry smartphones already offer access to corporate e-mail and directory services as well as integration with many enterprise
applications, such as those from Microsoft, Cisco, IBM, Ora-cle, Salesforce and SAP. BlackBerry MVS extends this functionality, allowing
the corporate IP PBX to become the hub for all voice communications, bringing campus communications capabili-ties to remote
employees. For enterprise and mobile workers, whether originating or answering calls, voice services are seamless and comprehensive.

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V. Business Case: Costs, Benefits & ROI Analysis

This white paper identifies three business cases for implementing BlackBerry MVS 5.0 for enter-prises with an existing IP PBX and BES
to reveal the ROI benefits of this solution for UC and FMC. Common classifications for mobile workers, as defined in Section II, were
used to develop business cases for three different company types, representing a range of implementation sce-narios varying by size,
industry and mix of mobile/nomadic workers.

• Nomadic home and campus workers include telecommuters that regularly work from home, coffee shops, Wi-Fi hotspots or other
remote locations at least one day a week and nomadic workers that spend more than 50 percent of the time away from their desk,
even at their workplace. We estimate these nomadic campus and tele-workers will use MVS to route 50 percent of their long distance
and international calls over Wi-Fi.
• Road warriors are business travelers who frequently travel away from their primary workplace on business trips, traveling or on clients’
premises more than 50 percent of the time, but almost always remain within the U.S. We estimate that road warriors will use MVS to
route 20 percent of their long distance and international calls over Wi-Fi.
• International business travelers also spend more than 50 percent of their time away from their primary workplace on business trips,
but travel internationally at least six times per year. We estimate that international business travelers will use MVS to route 10 per-cent
of their international roaming calls over Wi-Fi.

Different assumptions regarding the mix of these mobile workers were used to develop three use case scenarios, based on different
sizes and types of business by industry. These three business cases are used to examine the cost of implementing of implementing
BlackBerry MVS 5.0 and the cost savings associated with different usage assumptions.

1. Large multinational corporation: U.S.–based manufacturing or financial services com-pany with a high percentage of road warriors
and international business travelers gener-ating high domestic and international roaming costs, making the ROI very attractive.
2. Midsized professional services firm: Law insurance or engineering firm in which 30 percent of the senior workers already have
BlackBerrys, road warriors travel domestically and nomadic home and campus workers that are often away from their desk phone get
a large volume of voice mail messages.
3. Regional medical center, hospital, or university: Fewer business domestic or interna-tional travelers, but many nomadic home and
campus workers that frequently use smart-phones when away from their desk phone and generate a large volume of voice mails.

Figure 5: Use Case Scenarios by Business Type

BUSINESS CASE TOTAL USERS NOMADIC HOME ROAD INTERNATIONAL

& CAMPUS WARRIORS BUSINESS
WORKERS TRAVELERS

Percent of MVS Wi-Fi Calls – 50 percent 20 percent 10 percent

Large Multinational Corporation 10,000 6,000 3.500 500

Midsized Professional Services Firm 3,000 1,470 1,470 60

Regional Medical Center/University 500 400 95 5

In each case, Heavy Reading worked with independent consulting firm Wireless 20/20 to conduct a breakeven and ROI analysis without
considering any of the productivity benefits that are difficult to quantify. Using the WiROI business planning tool, we estimated the
cost of implementing BlackBerry MVS based on the standard RIM pricing for software license fees, per-user pricing and ongoing
maintenance costs. We plotted these as annualized costs, against which we applied annual estimated cost savings to derive the
monthly and annual cost saving per user, estimate the number of months to breakeven and calculate the ROI. The easy-to-use “sliders”
built into the WiROI tool allowed us to run difference cases based on the number and type of users in each category, and the graphical
user interface makes it easy to interpret each resulting business case.

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The largest potential source of cost savings is tied to the use of BlackBerry MVS 5.0 and voice over Wi-Fi calling to route outgoing calls
through the IP PBX using the appropriate least-cost rout-ing, and at landline carrier rates that are still significantly lower than cellular
rates, especially for international calls. International roaming costs have become increasingly difficult to manage as companies extend
mobile calling privileges to international travelers, with some bills reaching $1,000 during a one-week business trip. Through 2010, we
estimate that 10 percent of users that travel internationally on average make up 35 percent of the total mobile service costs for compa-
nies that support business travel.

Although there are no “magic” solutions for reducing international roaming costs, with BlackBerry MVS 5.0, when the caller is away from
the office, particularly on international trips, the use of Wi-Fi access avoids international roaming charges. Since calls made over Wi-Fi
are diverted from the cellular network, cellular contracts can often be significantly reduced (e.g. from 1,000 to 500 minutes/month), for
additional corporate cost savings.

The first business case, for implementing BlackBerry MVS in a large multinational corporation, is shown in Figure 6. This business case
was developed based on a total of 10,000 users, with 10 percent that frequently travel internationally, 30 percent that travel frequently
and the balance of nomadic campus and tele-workers that are frequently away from their desk, even at the office.

Figure 6: BlackBerry MVS Breakeven for Large Multinational Corporation

Source: Wireless 20/20 and Heavy Reading; Sponsor: RIM BlackBerry

One of the largest users of BlackBerry smartphones is Wells Fargo Bank, in which the majority of the 50,000 mobile devices deployed
are BlackBerry smartphones. Wells Fargo views enterprise mobility as an enablement tool for its 280,000-member workforce spread
throughout the U.S. and around the world. The Chubb Group of Insurance Companies is another large company in which approximately
half of its 7,000 U.S.-based workers stay connected using 3,000 corporate-owned and managed smartphones. Once again, the primary
mobile devices deployed are BlackBerry smartphones, as noted in a recent feature article “Mobility’s Rise in the Enterprise” in CIO
Insight. Such large-scale users of BlackBerry smartphones are potential candidates for MVS.

Data and analysis suggest BlackBerry MVS will achieve breakeven very quickly in large compa-nies in which many team members
are already BlackBerry users that are not tied to their desks and use their smartphones to stay connected with the enterprise. For
companies that operate in highly regulated industries, regulatory compliance and information security are also a major con-cern, as two
of the key metrics that help gauge whether a solution provides business value. Fea-tures of BlackBerry MVS 5.0 are intended to satisfy
those requirements, as described earlier.

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The second business case was for implementing BlackBerry MVS in a midsized professional services, law, insurance or engineering firm,
as shown in Figure 7. The business case was de-veloped based on a total of 3,000 MVS users, with 30 percent of the senior workers
already hav-ing BlackBerry smartphones. Of these, we assume only 60 are frequent international travelers, with the remaining users
equally divided between road warriors and nomadic campus and tele-workers those that regularly work from home or are often away
from their desk phones.

The law firm Loeb & Loeb has implemented BlackBerry MVS to mobilize targeted users and pro-vide single number identity and mobile
UC for its attorneys spread out in five U.S. offices. Accord-ing to Loeb & Loeb, BlackBerry MVS was relatively inexpensive to implement,
as it leveraged existing PBX and BlackBerry infrastructure, and it added significant capability without a full UC upgrade of the PBX
infrastructure. Many law firms need to control and manage call details re-corded in the PBX (call type, incoming/outgoing number,
length, etc.) to charge their clients for phone calls. Although they have an automatic billing system in their PBX for all calls by exten-
sion, revenue can leak out when calls are made using mobile phones. When BlackBerry MVS is used to route smartphone calls through
the corporate PBX, call data is captured and the billing process is automated.

Figure 7: BlackBerry MVS Breakeven for Midsized Professional Services Firm

Source: Wireless 20/20 and Heavy Reading; Sponsor: RIM BlackBerry

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The third business case, shown in Figure 8, was for implementing BlackBerry MVS in a relatively smaller organization operating on a
single campus or office complex. This business case was developed based on a total of 500 users with only five international travelers
and 95 domestic business travelers, but 400 nomadic home and campus workers that frequently use their smart-phones when away
from their desk phone and generate a large volume of voice mail messages. In this case, we found that a relatively small company,
regional medical center, hospital or small college or university on a single campus can generate a positive return within two years.

Figure 8: BlackBerry MVS Breakeven for Small Regional Company

Source: Wireless 20/20 and Heavy Reading; Sponsor: RIM BlackBerry

BlackBerry MVS can help facilitate communication within a wide range of healthcare organiza-tions. The combination of MVS and voice
over Wi-Fi enable UC and promise better quality at the point of patient care. BlackBerry MVS can eliminate the need for overhead
paging and help insti-tutions achieve greater efficiency in staff communications, improved collaboration and faster de-cision making.
With BlackBerry MVS, healthcare providers can return calls wherever they have a wireless signal without giving out personal phone
numbers. UC on a converged smartphone de-vice is rapidly changing clinical workflow at the point of care.

Fayetteville State University (FSU) in North Carolina serves a growing student body of more than 6,300, and as its enrollment has rapidly
increased a $45.5 million campus construction and reno-vation campaign is underway to accommodate additional students. FSU is
housed on a 100-acre campus, where the IT support services unit is responsible for supporting the information technol-ogy needs of
students, faculty and many departments. This department has also driven the rapid deployment of wireless access points throughout
the major buildings in the university.

The university support staff and faculty are constantly moving throughout the campus, and the IT department is managing an initial
BlackBerry MVS deployment for about 100 BlackBerry smart-phones used by university administration and other support employees.
FSU has been using BlackBerry MVS for two years and has realized proven cost savings and productivity gains. The solution has
provided the flexibility to adapt and control how employees work, whether they are remote or mobile on campus. According to FSU,
BlackBerry MVS helps control and deliver time-sensitive and critical communications virtually anytime, anywhere, and the volume of
voice mes-sages has gone down dramatically. Based on the success of this initial implementation, FSU is now expanding the use of
BlackBerry MVS to optimize the experience for all BlackBerry smart-phone users.

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VI. Business Case: Cost Savings & Low TCO Drive ROI
Any companies with an existing IP PBX and BlackBerry Enterprise Server are primary candidates for implementing BlackBerry MVS 5.0
to increase mobile worker productivity, secure mobile voice communications and reduce cellular roaming bills for international travelers.
Some of the key fea-tures and benefits identified in this white paper include:
• Voice over Wi-Fi IP calling
• Manage desk phone, mobile/international calling and international roaming costs
• Reduced phone tag, better response times
• Productivity enhancements and mobile worker empowerment
• Security and compliance

When compared with traditional solutions for UC and FMC, BlackBerry MVS offers the following potential advantages:

Figure 9: BlackBerry MVS vs. Traditional FMC Solutions

TRADITIONAL FMC SOLUTION BLACKBERRY MVS

IT/management-centric Centralized policies

Depends on laptop access Single number/mailbox

No phone system integration Access to desk phone features

Minimal security/quality High quality/reliability/security

National/local coverage International Wi-Fi calling

High startup cost and TCO Global roaming cost saving

Poor visibility into ROI Low TCO and near-term ROI

BlackBerry MVS offers CIOs and enterprise IT departments a way to control their long distance and international mobile phone roaming
charges. Overall, the potential economic benefits of BlackBerry MVS include low startup cost and TCO for certain environments,
producing mobile phone cost savings for international roamers and domestic road warriors, as well as mobile and nomadic workers
frequently away from their desk at their workplace. The ROI and productivity benefits of the BlackBerry MVS solution can extend to a
wide range of large multinational corpo-rations, midsized companies, and relatively small, regional companies on a single campus:

• Large multinational corporations: $588/user/year savings yields 3-month breakeven

• Midsized companies: $538/user/year savings yields 5-month breakeven
• Small regional companies: $365/user/year savings yields 22-month breakeven

Figure 10: BlackBerry MVS 5.0 Supports Tablets, Netbooks & Laptops

Enterprise Consumer Tablets Netbooks Laptops

Smartphones Smartphones

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About the Author

BERGE AYVAZIAN | SENIOR CONSULTANT, Heavy Reading
Berge Ayvazian is conducting research and consulting projects on the convergence of broadband and mobility and the business
strategies of mobile enterprises, broadband technology and serv-ice providers. He is a frequent contributor to Light Reading, host of
custom webinars and speaker at telecom industry events.

Ayvazian is now leading a new integrated research and consulting practice on 4G network and mobile Internet evolution. Developed in
partnership with specialty consulting group Wireless 20/20, this consulting practice helps global operators and their vendors to develop
a complete mobile Internet business case leveraging the WiROI planning tool and regional mobile Internet demand analysis from
Pyramid Research, and plan their 4G technology roadmaps by building on Heavy Reading research in packet core, service platforms
and mobile backhaul.

Ayvazian joined Heavy Reading as a Senior Consultant, following more than 20 years as a senior telecom industry analyst and strategy
consultant with Yankee Group. He recently served as the co-chairman of Yankee Group’s 4G World, WiMAX World and Mobile Internet
World conference programs. Ayvazian has served as Yankee Group’s Chief Executive Officer from 1999 through 2001, and later served
as strategy director for the Reuters Research and Advisory Unit.

Ayvazian graduated with a B.A. from Bucknell University and has an M.A. from the Annenberg School of Communications at the
University of Pennsylvania. He now resides in Massachusetts and can be reached at ayvazian@heavyreading.com.

About Heavy Reading and Pyramid Research

As the research arms of the Light Reading Communications Network, Heavy Reading and Pyra-mid Research provide the most
comprehensive communications research, technology analysis and market data for more than 100 markets worldwide. Heavy Reading
(www.heavyreading.com) is recognized for its ability to clearly analyze complex networking and technology issues. Pyramid Research’s
(www.pyr.com) analysis is positioned at the intersection of emerging markets, tech-nologies, and business models, powered by the
bottom-up methodology of its market forecasts. Founded in 2000, Light Reading (www.lightreading.com) is the leading online media,
research and event company serving the $3 trillion worldwide communications market. Light Reading was acquired by United Business
Media in August 2005 and operates as a unit of UBM TechWeb.

About the 4G Business Plan Consulting Service

Heavy Reading and Pyramid Research have joined with Wireless 20/20 (www.wireless2020.com), a specialty consulting group supporting
the mobile broadband industry, to offer custom research and consulting services for global operators and their vendors planning 4G
wireless networks and mobile broadband services. These business planning and consulting services are designed to help 4G network
operators address the challenge of developing a bankable business case essen-tial to raising equity, debt and vendor financing. To
learn more about the 4G Business Plan Consulting Service, contact Berge Ayvazian at ayvazian@heavyreading.com.

Sources Used in the Production of This White Paper

IDC. (2009). Worldwide Mobile Worker Population 2009-2013 Forecast.

Nunziata, Susan. (January 4, 2011). Mobility’s Rise in the Enterprise. CIO Insight.
Nunziata, Susan. (January 4, 2011). Wells Fargo Mobility Strategy: Close Every Gap. CIO Insight.
Nunziata, Susan. (January 4, 2011). Chubb Group’s Any Time, Any Place Computing. CIO Insight.

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