Market Leadership Enterprise Premises-based FMC Solutions (Independent Vendors) Global, 2011 Frost & Sullivan s Global Research Platform Frost & Sullivan is in its 50th year in business with a global research organization of 1,800 analysts and consultants who monitor more than 300 industries and 250,000 companies. The company s research philosophy originates with the CEO s 360 Degree Perspective, which serves as the foundation of its TEAM Research methodology. This unique approach enables us to determine how best-in-class companies worldwide manage growth, innovation and leadership. Based on the findings of this Best Practices research, Frost & Sullivan is proud to present the 2011 Global Market Leadership Award in the Enterprise Premises-based FMC Solutions Markets for Independent Vendors to Comdasys. Key Industry Challenges The bad economic conditions over the past couple of years have caused many businesses to implement a general reduction in new technology investment. Tight technology budgets across the globe significantly impacted the enterprise telephony market including demand for advanced communications technologies such as premises-based FMC solutions. On the other hand, the influx of consumer mobility solutions into the enterprise has forced many FMC vendors to re-think their solutions and develop new architectural designs, service delivery methods, and marketing messages. Many vendors have been considerably challenged to move from solution-centric strategies to a more people-centric philosophy which, in some cases, is more difficult achieve. Furthermore, competition has intensified, expanding the array of solution offerings and complicating business decision making. Today, most enterprises acknowledge that they need to implement an enterprise mobility solution in order to stay competitive. However, there are so many mobility choices that it is difficult for an enterprise customer to decide what solution best fits its needs. Frost & Sullivan s research shows that at times of economic hardship and technological complexity, having a market share leadership position in a growing market provides a vendor with a competitive advantage in terms of visibility, company positioning and overall ability to thrive. It is a validation that the market leader has adapted its offerings and market strategies to address challenging market conditions. Customers evaluating advanced communications solutions frequently choose the market leader as they perceive it as the most reliable and trustworthy partner. Increased visibility builds company awareness and helps position solution portfolios more successfully among decision makers and end users. Likewise, a market share leader is often more capable of handling the competitive pressures of the market due to greater resources, accumulated experience and better developed partner support strategies. 2011 Frost & Sullivan 1 We Accelerate Growth
Impact of the Market Leadership Award on Key Stakeholders The Market Leadership Award is a prestigious recognition of Comdasys accomplishments in the Global Enterprise Premises-based FMC Solutions Markets. An unbiased, third-party recognition can provide a profound impact in enhancing the brand value and accelerating Comdasys growth. As captured in Chart 1 below, by researching, ranking, and recognizing those who deliver excellence and best practices in their respective endeavors, Frost & Sullivan hopes to inspire, influence, and impact three specific constituencies: Investors Investors and shareholders always welcome unbiased and impartial third-party recognition. Similarly, prospective investors and shareholders are drawn to companies with a well-established reputation for excellence. Unbiased validation is the best and most credible way to showcase an organization worthy of investment. Customers Third-party industry recognition has been proven to be the most effective way to assure customers that they are partnering with an organization that is leading in its field. Employees This Award represents the creativity and dedication of Comdasys executive team and employees. Such public recognition can boost morale and inspire your team to continue its best-in-class pursuit of a market leadership position for Comdasys. Chart 1: Best Practices Leverage for Growth Acceleration 2011 Frost & Sullivan 2 We Accelerate Growth
Best Practice Award Analysis for Comdasys The Frost & Sullivan Award for Market Leadership is presented to the company that has demonstrated excellence in capturing the highest market share within its industry. The Award recognizes the company's leadership position within the industry in terms of revenues or units, as specified. Comdasys Performance in the World Enterprise Premises-based FMC Solutions Markets Frost & Sullivan is pleased to recognize Comdasys as the recipient of this Award for the company s continuing success in the advanced premises-based FMC solutions market and its leadership position in terms of total advanced premises-based FMC clients shipped among the independent FMC vendors. This category comprises independent FMC firms such as Agito Networks, Counterpath, DiVitas, Tango Networks, Varaha Systems, and a few others. In 2010, German-based Comdasys accounted for 38.2 percent of total clients shipped in this category. Comdasys has seen client deployments increase during the past two years of well over 650%. Frost & Sullivan firmly believes that Comdasys has achieved this leadership position due to a robust enterprise FMC/Mobile UC solution, strong partner relationships, multi-platform/multi-device support and the availability of multiple deployment options. Frost & Sullivan defines advanced FMC solutions as all fixed-mobile convergence solutions that were created to work with advanced smartphones to go beyond the typical touchtone interface and the access number prefixing of a basic PBX-to-mobile extension. The solutions usually consist of advanced client software provisioned to the mobile device and a mobility network element such as a server/controller/router/appliance/gateway that connects the corporate platform with the mobile client. Key Performance Drivers for Comdasys A Robust Enterprise FMC/Mobile UC Solution Comdasys offers a complete enterprise FMC/Mobile UC solution. The Comdasys Mobile Convergence Solution consists of two main components: the Mobile Convergence (MC) Controller and the MC Client. The MC Controller is a Linux-based appliance available in multiple scalable models that provide connection between the business PBX and the MC client. The MC Client, on the other hand is available in different versions, including a dualmode solution, a GSM single-mode solution and a GSM/GPRS single-mode solution. Provisioned to a wide range of mobile devices, the Comdasys MC client delivers a broad set of features and capabilities desired by the mobility market today, including traditional IP PBX integration features (single-number service, singe voicemail, extension dialing, incall features, and out-call features), advanced mobile UC capabilities (unified messaging, 2011 Frost & Sullivan 3 We Accelerate Growth
integrated SMS messaging, IM/presence, and corporate and Exchange directory integration), network roaming capabilities (Vo-Wi-Fi and Vo-3G), and different costoptimization options (mobile least-cost routing, SIM switch and automatic call routing). The Comdasys Mobile Convergence Solution goes beyond the typical PBX-to-mobile functionalities by enabling the use of a full suite of UC functionalities on mobile phones. For instance, Comdasys offers corporate instant messaging and rich presence information from a wide range of systems including Microsoft OCS, IBM Sametime, XMPP-based servers, and others. Users can not only exchange instant messages with other MC Client users, but also with office-bound colleagues. Frost & Sullivan feels that this is certainly a competitive advantage when compared to other advanced FMC solutions in the market that only offer a limited set of presence/im capabilities. Access to corporate directory is also available with bidirectional feature signaling (e.g Calling Name Display, Conference Moderation, etc.) in both Wi-Fi and GSM/GPRS networks through the use of data connection. Finally, Exchange integration is, yet, another option with the possibility of synchronizing mails, contacts and calendars onto the mobile device. Besides unified communications capabilities, the Comdasys Mobile Convergence Solution also enables the use of advanced roaming functionalities such as leveraging 3G and Wi-Fi infrastructure. Calls can be seamlessly handed between a circuit-switched domain (GSM, CDMA, 3G/UMTS) and VoIP over WLAN and 3G (SIP VoIP) and vice versa. This range of roaming capabilities is matched by few alternatives on the market today. Finally, the company offers different security and reliability features with its solution. Calls from mobile devices are authenticated by the MC Controller eliminating risks of caller ID spoofing. VoIP calls could be encrypted over WLAN and 3G/UMTS. The solution provides support of TLS/SRTP for VoIP over 3G and Wi-Fi. Signaling is encrypted over TLS and voice is encrypted over SRTP. Device authentication and other security capabilities are also available. MC Controllers can also be deployed in 1+1 and N+1 configuration for redundancy is also available with its virtualized Controller (Software version) that can be deployed on any VMware based server. Strong Partner Relationships Comdasys has achieved a comprehensive PBX interoperability list which now includes: Aastra, Alcatel-Lucent, Avaya, BroadSoft, Cisco, Mitel, NEC-Unified, Seltatel, ShoreTel, Siemens, Teles and various open-source PBXs. One of the reasons why the company s name has not been very well-known in the enterprise communications space is because the solution has been mostly sold through different enterprise communications vendors via OEM agreements. 2011 Frost & Sullivan 4 We Accelerate Growth
Although the Comdasys solution is also sold through a number of resellers, Comdasys mainly sells through OEM partners - both Tier 1 and Tier 2 communications manufacturers as well as an increasing number of service providers. In fact, Comdasys is, today, shipping 12 branded versions of its clients which are sold around the world. While these types of arrangements have kept Comdasys under the radar, Frost & Sullivan notes that the company has managed to grow its client deployments well over 650 percent over the past two years. Multi-platform/Multi-device Support Comdasys supports all major mobile platforms including Android, BlackBerry, Symbian, iphone, ipad and various other tablets in both Wi-Fi and cellular networks. Frost & Sullivan s research reveals that in a market where an increasing number of businesses are supporting greater device choices for their employees, multiplatform/multi-device support becomes an important factor when selecting an FMC solution. In that sense, Comdasys is very competitively positioned by supporting the latest mobile operating systems and smartphone models in the market. In fact, Comdasys was one of the first FMC vendors to support the Android mobile operating systems, which is quickly gaining acceptance in the enterprise space. Certainly, the ability of the company s R&D to quickly produce marketable solutions, helps to position Comdasys as an attractive FMC technology company to partner with. Availability of Multiple Deployment Options Comdasys backs up its solid product offerings with multiple deployment options. The Comdasys MC Solution scales from a few users up to tens of thousands of users. This is achieved by deploying either the standard MC Controller appliances or virtualized MC Controller supporting VMware/HyperV systems. The MC Controller range of appliances includes: MC Controller 1800, for seven and 15 registered users; MC Controller 2800, for up to 50 registered users; MC 3800 for up to 250 users; and MC Controller 4800 for up to 1,500 registered users. The MC Enterprise Server can also be deployed as a software installed on high-end servers such as Blade Servers or available in VMWare for integration in general servers and VMWare environments. In such scenarios, the Comdasys solution could scale up to 25,000 registered users per blade server. Frost & Sullivan s analysis shows that scalability is very important in a market where businesses are increasingly growing their mobile workforce. Therefore, the broad range of Comdasys MC Controllers makes it very competitive in the enterprise premises-based FMC marketplace. 2011 Frost & Sullivan 5 We Accelerate Growth
Conclusion Comdasys continuous focus on the enterprise FMC market is validated by the 2011 Market Leadership Award for the Global Enterprise Premises-based FMC Solutions Markets, which recognizes its leadership in terms of advanced enterprise premises-based FMC clients shipped in 2010 among independent FMC vendors. The company s robust enterprise FMC/Mobile UC solution, strong partner relationships, multi-platform/multi-device support and the availability of multiple deployment options have created a leading and competitive name for enterprise FMC solutions. Frost & Sullivan is pleased to recognize Comdasys as the recipient of this Award. The CEO 360 Degree Perspective TM - Visionary Platform for Growth Strategies The CEO 360 Degree Perspective model provides a clear illustration of the complex business universe in which CEOs and their management teams live today. It represents the foundation of Frost & Sullivan's global research organization and provides the basis on which companies can gain a visionary and strategic understanding of the market. The CEO 360 Degree Perspective is also a must-have requirement for the identification and analysis of best-practice performance by industry leaders. The CEO 360 Degree Perspective model enables our clients to gain a comprehensive, action-oriented understanding of market evolution and its implications for their companies growth strategies. As illustrated in Chart 5 below, the following six-step process outlines how our researchers and consultants embed the CEO 360 Degree Perspective into their analyses and recommendations. 2011 Frost & Sullivan 6 We Accelerate Growth
Chart 2: CEO's 360 Degree Perspective Model Critical Importance of TEAM Research Frost & Sullivan s TEAM Research methodology represents the analytical rigor of our research process. It offers a 360 degree view of industry challenges, trends, and issues by integrating all seven of Frost & Sullivan's research methodologies. Our experience has shown over the years that companies too often make important growth decisions based on a narrow understanding of their environment, leading to errors of both omission and commission. Frost & Sullivan contends that successful growth strategies are founded on a thorough understanding of market, technical, economic, financial, customer, best practices, and demographic analyses. In that vein, the letters T, E, A and M reflect our core technical, economic, applied (financial and best practices) and market analyses. The integration of these research disciplines into the TEAM Research methodology provides an evaluation platform for benchmarking industry players and for creating high-potential growth strategies for our clients. 2011 Frost & Sullivan 7 We Accelerate Growth
Chart 3: Benchmarking Performance with TEAM Research About Comdasys Privately held, Comdasys is a German-based independent FMC provider that develops secure VoIP, Ethernet and fixed-to-mobile convergence networking appliances for enterprises and service providers. The company s Mobile Convergence Solution portfolio of enterprise FMC offerings was debuted in 2006. It is sold internationally through a network of system integrators, service providers and OEM partners. About Frost & Sullivan Frost & Sullivan, the Growth Partnership Company, enables clients to accelerate growth and achieve best-in-class positions in growth, innovation and leadership. The company's Growth Partnership Service provides the CEO and the CEO's Growth Team with disciplined research and best-practice models to drive the generation, evaluation and implementation of powerful growth strategies. Frost & Sullivan leverages 50 years of experience in partnering with Global 1000 companies, emerging businesses and the investment community from more than 40 offices on six continents. To join our Growth Partnership, please visit http://www.frost.com. 2011 Frost & Sullivan 8 We Accelerate Growth