Security Vendors: Think Of Mobile As A Lifestyle, Not Just A Platform

There’s been a minor flurry of activity in the mobile security space lately. On the vendor side we have McAfee’s acquisitions of tenCube and Trust Digital and Symantec’s investment in Mocana (Symantec’s acquisition of VeriSign’s security business has mobile implications as well). In other developments, we have the new ruling that it’s legal to jailbreak your (i)phone and AT&T’s breach of iPad owners’ personal data, and you can see that the mobile security space is getting interesting.

Many of the vendor moves in this area – including, but beyond, the acquisition and investment activity mentioned above – are merely extending anti-malware to the smartphone. We’re still in the early days for mobile malware, and it’s premature to expect much traction by providing malware protection on the smartphone (as I blogged about here).

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ShoreTel Champions Conference – Brilliant Simplicity

I’ve just returned from ShoreTel’s Partner Conference in San Diego, and while the weather was uncharacteristically gray, the executives were exceedingly bright. ShoreTel continues to capitalize on its SMB momentum with its “Brilliant Simplicity” tagline, emphasizing the ease of deployment of its solution for IT administrators, users, and buyers alike. ShoreTel executives were exuberant about their five straight quarters of revenue growth and committed to investing heavily in R&D and sales, highlighting current products (including the announcement of ShoreTel 11) and future directions for the company. Here are several significant items that ShoreTel stressed:


ShoreTel for IBM Lotus Foundations. Already available on the market for four months, this self-healing UCC appliance is easy to deploy, configure, and maintain. IBM has had problems developing market momentum with other partners — Mitel, NEC, and Nortel — but current CEO John Combs stressed that the value of the solution combined with the strength of ShoreTel’s partners would set it apart. I believe this appliance will be a winner.


ShoreTel Virtualization. Ed Basart, chief technology officer spoke about future ShoreTel deployments having the ability to be centralized or distributed depending on the customer’s unique communication patterns and needs as the software for server and switch components is ported to run on VMware. I think ShoreTel will do well to capitalize on the market interest in virtualization, and that capability will provide a calling card for ShoreTel at potential enterprise accounts as it continues to increase the potential scale of its solution.


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The partner opportunity in cloud computing - Microsoft WPC

What is the opportunity for Microsoft partners (or other VARs, SIs, ISVs and technologists) in the emerging cloud computing space? Don't think of cloud as a threat but as an opportunity to ratchet up your value to the business my evangelizing and encouraging their transition to the cloud. How? At the recent Microsoft Worldwide Partner Conference I addressed this issue in an Expo Theater presentation. Missed it? Now you haven't:

Watch the video here.

Share your thoughts here by commenting below.

- James

NTT Aims To Be An ICT Superpower

NTT is set to buy Dimension Data (DiData) for US$3.2 billion. For decades, customers have lamented their traditional telco service providers’ lack of IT integration depth — today, NTT appears to be putting its money where its customers want. Following in the footsteps of more focused deals like BT’s acquisition of Wire One or AT&T’s acquisition of VeriSign’s Global Security Consulting Business, the acquisition of Dimension Data signals NTT’s intent to be a superpower in worldwide information and communications technology (ICT) solutions delivery. But, make no mistake, it is still only a small acquisition for NTT — as one of only three telcos in the world with more than US$100 billion in revenues, the US$3.2 billion acquisition price will have only incremental effect on the firm’s balance sheet.

Other than the right to say NTT owns a highly respected global ICT integrator, what’s in the deal for NTT?

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Forrester Forrsights For Business Technology: Launch Of Enhanced Global Data Set On Cloud, M2M, Services, Mobility And More

Every day, I chat with tech strategists about how they can stay ahead of a market that is shifting under their feet. We see from recent economic news that tech companies are leading the way through this recovery. In particular we are discussing the new models of delivery (cloud), the shifting buyer/influencer (business, IT AND the employee) and new technologies (new compute models, etc.). The buyer is the key to knowing what will happen in the next 5 years — not rearview shipment results. 

We have just launched Forrester’s Forrsights for Business Technology — our new global business data offering providing a 360-degree view of all buyers/influencers at firms (from 2 employees to global multi-nationals). Forrsights replaces and enhances our previous Business Data Services offering and is designed to help you predict and quantify tech industry growth and disruption.  

We made this change to orient our data insights around the questions that strategists need to answer:

  • “What is the global adoption rate of disruptive technologies like cloud computing, M2M, and virtualization?” . . . “How will this change over time?” . . . and “How do adoption rates vary by industry and around the world?”
  • “Who are the key influencers of major tech buying decisions?” . . . and “What are their priorities?”

You will see Forrester’s Forrsights data pop up in this blog from time-to-time, but if you’d like some more info right now, check out the Forrester Forrsights portion of our Web site. Let us know what data you need to help make your decisions!

Selling The Cloud

Many cloud computing services in the consumer space are per se for free. Even sophisticated platform-as-a-service (PaaS) environments are coming from most vendors with a free sandbox environment and start charging finally the productive use. The obvious question I hear from many vendors today is how to monetize platforms and applications in the cloud. The situation for established ISVs of business applications can be even worse: The cloud might significantly cannibalize existing license revenue streams. Thus a transformation of existing business models and vendor strategy is anything but easy.

Addressing this challenge, I'd like to point you to a Forrester workshop Selling The Cloud” on 30th September in London.

The workshop will focus on a evaluating your “cloud readiness” and consequently help develop your cloud strategy through the use of a self assessment tool. This is a great opportunity to learn an effective method for improving the business results of any migration to a cloud-based service. You can actually predict which, if any, of your products will be successful in a cloud deployment.

The workshop will be hosted by Stefan Ried, Senior Analyst at Forrester and in case you’re interested, here’s a Web page with an agenda: View Workshop Details.

You can register right on the site or, if you’d like more information, you can contact an Event Sales Representative at +1 888/343-6786 or

You can also simply leave a comment to this blog, asking any question to the event agenda and value.

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Forrester's Cloud Computing Taxonomy

We just published a new report entitled "The Evolution Of Cloud Computing Markets". It recaps many of the cloud computing market observations from the last two years and categorizes the business models in a consistent taxonomy. Basically all current offerings from pure Infrastructure as a Service, in the upper left, via virtualization tools up to SaaS applications can be categorized by this. We explain the key characteristics of each business model and give vendors guidance to position and communicate their cloud service.

Forrester's Cloud Computing Taxonomy

Beyond the preview on this blog, the full document predicts the future market momentum around:

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Informatica's Cloud Service Is Flying Under The Radar Especially For European Customers

Informatica is one of the traditional leaders when it comes to data quality and data integration. More than 4,000 customers trust Informatica's software products globally and drive more than half a billion dollars in revenue. Informatica solves many of the traditional data integration challenges, for example, between custom developed apps and packaged ERP solutions. As a result, IT operations professionals and enterprise architects are well aware of Informatica’s solutions. However, what has gone under the radar so far is Informatica's cloud computing approach. For about two years now, Informatica has provided, a cloud-based integration offering, for customers. Informatica recently announced a new version of this service, and Forrester had the chance to talk to the vendor prior to the launch. The new solution offers an improved service for data quality, B2B data transformations, and a number of continuous improvements. But what really caught my attention is Informatica's well-kept secret of a sophisticated agent technology.

Back-office managers and European customers have ignored the message — until now

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