1 G Competitive Landscape: Telecom Expense Management, Independent Providers Published: 10 March 2014 Analyst(s): Tom Eagle Today's worldwide independent telecom expense management providers are innovating and developing platform and service solutions to meet the shifting demands from enterprise buyers. Gartner profiles multiple representative providers in this highly competitive and continually evolving market. Key Findings Market expectations of telecom expense management (TEM) services are expanding beyond the basics of expense management and savings opportunities, to include such wider-value functions as data analytics. The TEM community as a whole struggles to sell the value of its solutions beyond traditional IT cost reduction, and with the addition of procurement officials in the enterprise buying cycle.

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The TEM global market will continue to grow at a double-digit compound annual growth rate through 2016, with managed service and business process outsourcing (BPO) agreements dominating engagement styles. The competitive landscape remains very fragmented, with only limited consolidation in the past year, but there is an ongoing necessity for this consolidation to continue. Recommendations TEM providers should: Proactively align your portfolio with the newer market requirements such as single sign-on access to both TEM and mobile device management (MDM) functionality while continuing to refine foundation TEM services. Re-evaluate sales and marketing approaches to allow for new decision-makers in the enterprise purchasing process, and more effectively sell solutions to business problems not the technology.2 Strengthen managed service capabilities with appropriate staffing choices and service development investments.

Table of Contents Analysis.2 Competitive Situation and Trends. 3 Market Players.5 The Future of Competition. 5 Competitive Profiles.6 Anatole. 7 Asentinel.8 Calero.9 Consotel Global Services.10 Etelesolv Ezwim MDSL Tangoe Telesoft WidePoint Solutions.16 References and Methodology.17 Gartner Recommended Reading List of Tables Table 1.

Summary Table of TEM Vendors.7 List of Figures Figure 1. TEM Services.3 Figure 2. TEM and the Nexus of Forces.6 Analysis TEM services comprise the processes undertaken by IT and finance departments to order, provision and support corporate communications services both fixed and mobile. Gartner's coverage of Page 2 of 18 Gartner, Inc. G3 TEM focuses on a centralized, generally, software-as-a-service (SaaS)-based application, supported by a range of professional services, as illustrated in Figure 1. TEM Services Fixed Mobile Business Intelligence Sourcing Management Ordering and Provisioning Management Invoice Management Inventory Management Usage Management Dispute Management Reporting TEM = telecom expense management Source: Gartner (March 2014) For detailed descriptions of these component services, see 'Critical Capabilities for Telecom Expense Management.'

This report examines the competitive situation and trends for independent, pure-play TEM providers and includes profiles of a representative pool of those vendors. This research document does not include, system integrators that utilize TEM practices, for example.

Competitive Situation and Trends The TEM market continues to accelerate past the early stages of simple application acquisition, with most enterprise clients seeking solutions to control their telecom expenses while also desiring some level of managed service or full outsourcing. The obvious advantage to this engagement approach Gartner, Inc. G Page 3 of 184 is that it not only shifts the inconvenience of managing the function, but also represents an operating expenditure (opex) advantage as opposed to the capital expenditure (capex) burden, imposed by software acquisition. However, as these engagements tend to centralize the procurement and management across both wired and mobile services, TEM providers are now encountering the purchasing department more frequently in addition to IT buyers. The increasing role of the procurement department in sourcing is forcing service providers to justify their value proposition for their fees, more rigorously than before; Gartner now sees more formalized, detailed RFPs used for vendor selection than in previous years. This is a position that smaller, less mature TEM providers are unaccustomed to, since as gatekeepers of the enterprise purchasing policies, the procurement function tends to put vendors through a more stringent process of qualification than their IT colleagues. Therefore, TEM vendors must adapt their bid approach to meet this challenge.

While the global TEM market continues to see steady growth of approximately 16% compound annual growth rate (CAGR) and will reach close to $2 billion by 2016, there are a number of factors influencing this competitive landscape: Pricing stabilized in 2013 for mobile TEM, reflecting the increasingly competitive provider portfolios focused on helping organizations manage the complex mobile estate. The future is mobile, TEM vendors want direct access now to reap the rewards of this expanding revenue segment. With the proliferation of mobile devices in the workplace, enterprise buyers are increasingly open to MDM features attached to traditional TEM services. In fact, for TEM vendors to operate competitively today, especially in the pure-play provider market, they must at least support interoperability with a third-party MDM platform (typically by opening their APIs to those platforms), or actually offering fully-integrated MDM functionality available via a single sign-on with the main TEM application. On the fixed side of TEM, Gartner observes buyers asking vendors to provide ordering and provisioning management of wireline assets, such as circuits. While this service function has proved commonplace with mobile TEM customers, it is only recently (over the last 18 months) that enterprises have engaged TEM vendors to perform the same service function for fixed-line assets.

Vendors are responding to this by incorporating ordering/provisioning capabilities for those assets into their application portals. Large IT outsourcing (ITO) and system integrator (SI) providers are routinely engaging pure-play TEM vendors for service solution fulfillment, often under a private-label arrangement. Partnering with outsourcers and integrators has opened routes to the larger enterprise buying centers that would otherwise have remained inaccessible to the independent TEM community. As witnessed by a rising number of inquiries to Gartner, interest exists in TEM firms' ability to track elements of the corporate networking and telecom estate beyond traditional fixed and mobile telecom expenses (voice circuits, mobile devices and so on). For example, enterprise clients have expressed an increasing interest in the ability to include consumption measures and associated cost reporting for unified communications (UC) and collaboration platforms; they would like this reporting ability to be integrated within the TEM application.

As interest rises in this capability, so will the demand. Page 4 of 18 Gartner, Inc. G5 In the Asia/Pacific region, multinational corporations (MNCs) tend to select a global TEM provider with service delivery capabilities in that region. See 'Market Trends: Support of Multinational Telecom Expense Management Favors Non-Pure-Play Providers.' Although consolidation activity in 2013 was slow compared with the prior two years, there was one notable exception that changed the market dynamics: the formation of Calero (Rochester, New York; with $45 million in annual TEM revenue) through the merger of Veramark Technologies, Pinnacle and Movero.

This has created the second-largest TEM provider by a wide measure (next to Tangoe) reducing the competitive field. This merger represents a note of caution regarding TEM industry complacency for those vendors who have failed to invest in R&D and innovation, since the new company now has an appealing portfolio combining communications expense management, managed mobility services and mobile device management products and services under one roof. If Calero can execute effectively on the promise of this expansive portfolio and fully integrate it, then the rest of the independent TEM market will need to respond by significantly stepping up their own differentiated value positions in order to compete successfully.

Market Players Three TEM providers comprise an estimated 25% of the overall TEM market: Tangoe, IBM and Calero. Beyond that, it is a highly-fragmented environment, with small independent players, system integrators and outsourcers and even carriers all participating. It is, therefore, a market ripe for further consolidation. For the purposes of this report, Gartner has selected 10 independent providers to profile; this is a nonexhaustive list. These are all stand-alone businesses dedicated to TEM (and not part of a larger organization). Use these representative profiles to see how providers from different backgrounds are building and promoting their services and positioning themselves in the market.

The Future of Competition TEM has historically been viewed as a quick and tactical path to cost reductions in the IT budget. However, a more strategic role for TEM is being formed through what Gartner refers to as the Nexus of Forces those forces being social, mobile, cloud and information.

The convergence of these four forces will be central to the future of IT through this decade and TEM plays a role in all four (see Figure 2): Mobile devices are a platform for effective social networking and new ways of working. TEM supports this strategic imperative through greater cost efficiencies for mobile (voice and data) communications. Cloud transforms the way enterprises buy technology; TEM bears witness to this through the current prevailing software as a service (SaaS) delivery model of TEM application platforms. Information, a force common to the other three, that changes how organizations collect, analyze, utilize and store information. Gartner, Inc. G Page 5 of 186 Figure 2.

TEM and the Nexus of Forces TEM = telecom expense management Source: Gartner (March 2014) To benefit from this new strategic IT paradigm, TEM providers will need to emphasize the enabling relationship that their TEM functional solutions have with the four nexus forces. For example, advanced reporting capabilities will enable business intelligence and analytical benefits, not typically associated with TEM platforms today. Enterprise clients looking for valuable trending information on their corporatewide telecom spending will be able to spot anomalous spending events and patterns, then take appropriate action. Additionally, as the TEM market matures and adoption of TEM services broadens globally, competition will intensify as vendors vie for both 'greenfield' opportunities, as well as for the renewals open for competitive bidding.

As enterprise buyers become more sophisticated and discriminating, they will expect not only higher-value functionality (such as the aforementioned tracking of nontraditional TEM assets and sourcing/provisioning of fixed-line assets), but also assistance with bring your own device (BYOD) policy development and enforcement, interoperability with ERP and human resources information systems. Vendors must be prepared to meet these expectations. Competitive Profiles In the research that follows, Gartner profiles 10 representative TEM providers.

Table 1 summarizes the key facts about these vendors. (This is a nonexhaustive list of TEM providers.) For market share: Page 6 of 18 Gartner, Inc. G7 Small = 2% To relate market share and pricing, see 'How to Handle Rising Prices for Telecom Expense Management Services in 2013.' Summary Table of TEM Vendors Name Location of Headquarters Main Geographic Coverage Market Share Anatole Paris, France Europe Small Asentinel Memphis, Tennessee, U.S. North America Small Calero Rochester, New York, U.S. Global Large Consotel Global Services Paris, France Europe Small Etelesolv Montreal, Canada North America Small Ezwim Amsterdam, The Netherlands Europe, North America Small MDSL London, U.K. Global Medium Tangoe Orange, Connecticut Global Large Telesoft Phoenix, Arizona North America Medium WidePoint Solutions Hampton, Virginia North America Large TEM = telecom expense management Source: Gartner (March 2014) Anatole Headquartered in Paris, France, along with operations in Belgium, Germany and the U.K., Anatole offers an extensive TEM solution portfolio.

Its TEM software platform is deployed typically under a SaaS approach and the company offers accompanying BPO and managed TEM services. Gartner, Inc. G Page 7 of 188 Anatole is a private company and generated approximately $10 million in Channel partners using Anatole's applications to provide TEM services account for nearly 60% of its revenue.

The company has 1.5 billion of telecom spend under management and has 300 customers. Anatole released a major update of its software during 2013, and its capabilities have been extended beyond traditional TEM to include real-time TEM, integration with MDM and enterprise mobility management applications. The improvements to its service platform were focused on enabling service delivery to MNCs as well as the requirements of large IT outsourcers and communications service providers (CSPs) wanting to bring TEM services to market. How This Provider Competes Anatole's business model supports both customer organizations who wish to manage the TEM function (mostly using their own internal resources with the assistance of Anatole's SaaS-based application platform), and those organizations with limited internal resources and expertise who wish to engage Anatole with its managed services or BPO capabilities. Anatole's enterprise mobility management capabilities include BYOD and policy management, mobile governance and compliancy checks, real-time expense monitoring and bill-shock avoidance, end-user portals, and strong integration with MDM and mobile security applications. Anatole focuses on European-based companies through a phased deployment methodology. It allows for progressive and successive implementation of TEM and mobility services to multiple countries, then extends management of telecom assets and associated costs (whether those are fixed or mobile).

Anatole does manage service contracts and mobile devices outside of the EU, but it differentiates itself by its expertise and experience related to the European market. It targets enterprise organizations with telecom spending power of 3 million to 50 million.

Anatole's Channel Partner program provides a flexible engagement model for CSPs and IT outsourcers that are seeking to bring TEM services as a stand-alone or as an integral part of their enterprise mobility management (EMM) solution to their enterprise customers. Partners can resell Anatole's SaaS solution on a white-label basis and wrap their own services around it, or resell it up to the complete set of Anatole's capabilities and services in a pass-through model.

Asentinel Headquartered in Memphis, Tennessee, U.S., Asentinel's global TEM solutions are deployed as a self-managed, managed service, or as a BPO offering. The platform and services support life cycle communication management functions for fixed, mobile and equipment assets. Asentinel's approach focuses on the combination of platform, process and people for delivering solutions.

Page 8 of 18 Gartner, Inc. G9 Asentinel's clients range from enterprises with $1 million in yearly telecom spending to global organizations with annual telecom expenditures of more than $500 million. Asentinel's growth is wholly organic; and the total spend under management is more than $2 billion annually. How This Provider Competes Asentinel markets their patented technology and services to enterprises via both a direct and affiliate sales organization. Global support is provided through operational facilities in both the U.S.

The Asentinel portfolio addresses all elements of life cycle management to include: sourcing, ordering and provisioning management; inventory management; invoice, vendor and contract management; mobility management; usage and dispute management; and reporting, analytics and business intelligence. Asentinel is Statement on Standards for Attestation Engagements (SSAE) 16 Type II, International Organization for Standardization (ISO) 9001 and Safe Harbor certified. Asentinel focuses on a number of distinct competences. It has global invoice management (irrespective of carrier, language, currency, or billing medium.) It has one integrated, highly logical platform in support of wireline, mobility, and equipment service types. It offers extensive, flexible and monitored enterprise integrations for real-time knowledge transfer and updates, as well as a specific focus on inventory management to help drive telecom asset visibility and actionable analytics.

Its comprehensive audit and optimization engine helps enable cost reduction and ongoing budget management. Asentinel maintains an above 95% client retention record. Calero Calero was formed in December 2013 through the merger of Veramark Technologies, Pinnacle and Movero three established providers of communications expense management, managed mobility services and mobile device management of products and services. All three companies based in the U.S. And recognized by Gartner as members of the 'Magic Quadrant for Telecom Expense Management.'

The combined annual revenue of these three companies is over $45 million 80% of which is recurring revenue. Calero has thousands of customers in the U.S. And over 40 countries worldwide, including large global corporations, universities and government agencies. Calero's headquarters are in Rochester, New York, with additional offices in Georgia, Ohio and Tennessee. Calero is wholly owned by Clearlake Capital Group. Calero offers software, services and mobility management solutions that enable customers to gain greater financial and operational control over communications systems and budgets by leveraging real-time intelligence, leading to improved and sustainable ROI and efficiency. Calero will continue to sell and support the existing platforms from its predecessor companies, while developing an Gartner, Inc.

G Page 9 of 1810 integrated communications life cycle management (CLM) platform incorporating the best-in-class technologies and services from all three of its constituent organizations. How This Provider Competes By providing global solutions that leverage the combined expertise, technology, and decades of experience contributed by Veramark Technologies, Pinnacle and Movero, Calero addresses the challenges that are faced by multinational enterprises in managing the rapid growth of mobile communications. Calero competes by applying Lean Six Sigma principles to its solution development and service delivery. Calero has staff certified as Lean Six Sigma black belts, as well as a companywide Lean Six Sigma training program. Calero's Value Acceleration Process (VAP) methodology (based on Lean Six Sigma principles), provides a framework and template for consistent, repeatable and measurable process execution and automation.

Calero pursues a multichannel approach to reaching its target markets. The direct sales team leads consultative selling for CLM programs and professional services. The company also has decades of experience selling via value-added resellers (VARs), as well as partnering with carriers and system integrators and also developing other innovative and collaborative marketing and sales programs.

Calero's direct sales team sells to enterprises and government agencies and supports the sales efforts of partners for large opportunities. Calero's business development managers lead the onboarding process, managing incentive programs as well as providing management oversight on issues that arise. An inside sales team works day-to-day with the VARs in support of sales activities, RFP responses, product demonstrations, proposals and configuration of products and services. Calero's customer service organization provides 24/7 support for their fixed and mobile customers, including mobile device procurement, provisioning and management services. Calero analyzes customer satisfaction key performance indicators (KPIs) in conjunction with Net Promoter Score results to monitor and enhance service delivery performance. Quantifiable data is measured from the customer's perception of reliability, cost, accuracy, timeliness, quality, business relations, personnel, customer support and responsiveness.

Calero leverages Infosys and GSG to provide global regional support as it continues to ramp up its organic global delivery capabilities. Consotel Global Services Based in Paris, France with another office in Brussels, Belgium, Consotel Global Services (Consotel) comprises several long-standing telecom businesses: Beyondways (consulting), Consotel's TEM services and TaaS EMM.

In addition, Consotel uses the Saaswedo application platform to deliver a broad range of TEM functionalities, including ordering, provisioning, inventory management, invoice management and reporting. The company offers TEM turnkey solutions via managed services and business process outsourcing engagements. Consotel reported approximately $7 million in 2013 revenue. Page 10 of 18 Gartner, Inc. G11 How This Provider Competes Consotel uses a pan-regional network of professional consulting firms that it calls its 'Consultant Alliance' network, to support the TEM requirements of multinational companies.

The objective of this approach is to use local TEM expertise to address local telecommunications challenges in a coordinated project fashion for these international enterprises. Most of this work takes place in Western Europe. Consotel uses its 14 years of corporate experience to offer core TEM services including telecom policy development, cost optimization and ongoing management of the enterprise telecom estate.

It uses a structured approach to determine expense optimization opportunities and make recommendations for achieving cost avoidance and reduction. The company places emphasis on managing the regional complexities of the European telecommunications market and is able to consolidate the invoicing data of multiple telecommunication suppliers whether operators, distributors or integrators and across several geographic regions. Consotel's target market consists of enterprises with 300,000 to 30 million in fixed and mobile telecommunications spending annually. Etelesolv Based in Montreal QC, Canada, Etelesolv was founded in 2000 and it is privately owned. It is currently focusing its sales and marketing efforts on increased international distribution and partnerships.

Etelesolv has registered a more than 300% increase in revenue growth over the last three years. Since 2011, Etelesolv has been developing service features beyond telecom expense management, to include additional business automation processes such as policy enforcement and IT cost management which it brands under the name 'Cimpl.' The company uses an integrated portal interface to provide visibility into both telecom asset inventory and usage, as well as additional types of IT elements (routers, switches, desktop PCs, among others). The platform provides cost allocation of all these assets/elements by user-defined categories, such as cost centers, departments, and so on.

Complex information is connected and reorganized so that users can clarify their telecom and IT expenses, as well as link services and assets. How This Provider Competes Etelesolv currently manages more than $1 billion in telecom spend, with approximately 10% of that within the ITIL scope of asset management. With IT services, infrastructure services and close to 4 million mobile devices under management in its Telemanager and white-label platforms, Etelesolv maintains a strong presence in the financial, insurance, energy, engineering and government vertical industries. Gartner, Inc. G Page 11 of 1812 Its core TEM services emphasize order handling, IT and telecom inventory management, telecom plan optimization, invoice and contract management, dispute resolution and best practice implementation.

The company holds patented technology for real-time service management and has sustained its growth through the automation of invoice loading and other repetitive processes. Etelesolv has automated the support of more than 50 invoicing formats from more than 125 service providers. In addition, clients can customize their platform and integrate more than 30 data exchanges from third-party API feeds of IT and services systems.

Ezwim Based in Amsterdam, The Netherlands and with U.S. Offices in Denver, Colorado, Ezwim provides TEM services to more than 350 customers in over 45 countries worldwide. It has been providing TEM solutions since With origins in wireless expense management (WEM) services, over the years, Ezwim has supplemented its service capabilities to include a full range of fixed and mobile expense management services. This includes TEM BPO services in addition to consulting; it also offers a zero-risk Quickscan engagement to identify short-term savings opportunities. Ezwim supports both direct and indirect sales models. Over 60% of services are offered through partners who benefit from Ezwim's mature TEM platform and international reach.

Partners include the Deutsche Telekom Group (T-Mobile brands) in Europe and the U.S., a number of U.S.-based TEM providers and other mobile operators. The company emphasizes data privacy and data protection, and is ISO certified for information security. How This Provider Competes Following the 'Lean Operations' principles, Ezwim has developed 'Lean TEM' based on three pillars technology, policy and people to help companies excel in communications life cycle management. Ezwim services both national and multinational customers, which include a number of professional services organizations. Ezwim configures its platform based upon individual customer requirements and uses automated processes to gain operational efficiencies. It goes to market under both a managed service and BPO engagement model. The core of all Ezwim's offerings, whether technology or managed service, is the integrated Ezwim TEM suite, consisting of self-service cost management from company to employee level with ad hoc reporting, policy enforcement, and call allocation.

The suite also includes a workflow application with role-based catalogues for ordering, service requests, ticketing, SLA management and process automation. Also included is a rating engine for automatic invoice validation, what-if Page 12 of 18 Gartner, Inc. G13 analysis, and RFP business case calculation. The platform also has a single, aggregated global spend and SLA management feature with currency conversion. Finally, the suite includes Ezwim's Quaestor (rtem) for on-device real-time rating of mobile data and voice usage.

MDSL With headquarters in London, U.K., MDSL has nearly two decades of experience providing TEM solutions including to some of the world's largest organizations. The company holds ISO 27001, Safe Harbor certification and is a member of the TEM Industry Association (TEMIA). It appears in 'Critical Capabilities for Telecom Expense Management.'

Privately owned, MDSL's international office network provides local support to customers around the world, with 20% of its sales in the Asia/Pacific region and the remaining 80% split equally between the Americas and EMEA. The business currently manages over $2 billion in fixed and mobile telecom expenses annually, and over $4 billion in market data management expenses per annum. MDSL's comprehensive TEM portfolio allows management of the full range of telecom assets (fixed line, wireless, voice over Internet Protocol VoIP, conferencing) from a single portal. It provides a framework for managing the communications life cycle, including inventory management, contract management, invoice processing, auditing, usage analysis, chargebacks, order and provisioning workflow, dispute management, reporting and business intelligence. How This Provider Competes MDSL targets MNCs with an annual telecom spend of $50 million to $100 million and with deployments across 20+ countries. To reflect the changing needs of that market, the company revised its set of products during 2013 reflecting a more modular structure and it continues to invest heavily in R&D. Underpinned by a global SLA, MDSL deployments are designed to work across all geographical regions, with multicurrency and multilingual capability, and a 24/365 'follow the sun' type approach for help desk support with a focus on compliance with the different data protection and privacy regulations in its operations worldwide.

Delivered either as application only (SaaS approach) or a BPO/managed service, MDSL's solutions are sold either directly or via its network of international resellers and system integrators. Sales through the company's partner program currently comprise approximately 50% of new business.

All MDSL solutions are developed in-house, allowing it to respond rapidly, both to general market changes and specific client needs; its geographical-mapping function is an example of this internal development and market response. The MDSL platform's open architecture allows customers to integrate their TEM solution with products from other MDM, mobile application management (MAM) and managed mobility services(mms) vendors to provide a comprehensive communications life Gartner, Inc. G Page 13 of 1814 cycle management proposition, helping to extend their functionality while protecting their existing investment and minimizing implementation times. Tangoe Based in Orange, Connecticut, U.S., Tangoe is a publicly traded company on the Nasdaq under the symbol TNGO, and is the largest of the independent TEM providers.

Tangoe ended the fiscal year 2013 with total revenue of $188.9 million. The company's Connection Life cycle Management technology, Matrix, is an on-demand suite of software and services designed to turn on, manage, secure, and support various connections in an enterprise's communications life cycle, including mobile, fixed, machine, enterprise social networking and collaboration, cloud license and expense, IT asset and expense, and machine-to-machine (M2M) deployments. Additionally, Tangoe maintains a robust partner program that is responsible for significant partner revenues that (even alone) exceed many of its TEM competitors' total revenue. Tangoe maintains a globally structured TEM solution portfolio that includes support for both traditional fixed-line services and enterprise mobility management services.

The solution is composed of configurable software and services oriented around Tangoe's unified business process life cycle that helps ensure the proper controls are in place to reduce risks associated with regulatory, compliance and corporate governance. Tangoe is a global company that can execute locally to meet client needs for in-region resources to do the job within compliance structures whether it happens to be language, culture, handling regional regulatory requirements for tax, data handling and privacy, or import and export of equipment. Tangoe's team of domain experts in fixed-line services helps clients benchmark, plan and execute strategically, to improve the full life cycle of their fixed infrastructure. Within its mobile solution, Tangoe helps its clients navigate the complexities of establishing and creating mobile policies, which include BYOD and a variety of liability models, then supporting their mobile estates with corresponding controls and tools. How This Provider Competes With more than 92 communications invoice receipt centers, 15 offices around the globe and a total telecom spend under management of $26.8 billion, Tangoe helps enterprises manage and optimize their communications environments in every major global region. Tangoe manages a total of $27.5 billion in annual communications expense, of which $6.7 billion is internationally generated and processed throughout global invoice processing centers.

Its solution is implemented worldwide, currently providing service coverage in various countries and territories in over 125 currencies with support for more than 3,100 different communications carriers and approximately 1,800 different billing formats. Tangoe's Matrix solution is translated into nine languages and the solution supports compliance with the requirements of 63 regulatory committees Page 14 of 18 Gartner, Inc. G15 around the world. Its global operations run 24/7 and process 1.2 million invoices per month, 59,000 mobile fulfillment orders per month, and 72,000 payments per month in more than 45 currencies, with its 140 global agents speaking 18 languages supporting 37,000 mobile help desk transactions per month. Tangoe hosts its solutions in 11 data centers, and maintains global SSAE 16 certification. Telesoft Based in Phoenix, Arizona, U.S., Telesoft is a privately held fixed and mobile telecom expense management software and services provider.

Telesoft's integrated fixed and mobile TEM solutions were developed over the course of over 30 years, bringing extensive software experience to the marketplace alongside strong professional services. The Telesoft application platform is architected on a relational database, offering unified reporting across all services via a drag-and-drop interface that includes modules for invoice management for full life cycle invoice management (including invoice receipt, bill validation, contract management, approval flows, and invoice payment).

These modules also include mobility management for device procurement, plan optimization, help desk services, and mobile device management integration. Also included is call accounting for fixed, mobile, and unified communications usage management, call costing and chargeback, and network/traffic management. Finally, the asset management module provides physical asset tracking, workflow, trouble ticketing and cable/wire management. Telesoft solutions provide organizations with a wide range of configurable software features alongside flexible managed service options, up to a full BPO engagement model.

Gartner estimates that the company will generate approximately $15 million in TEM-related revenue during How This Provider Competes Although its predominant engagement approach is a managed service agreement sold directly to the enterprise market, Telesoft has, more recently, focused on expanding its indirect reach by adding additional channel partners while continuing to build its direct sales staff. Over the past five years, Telesoft has aggressively increased its investment in marketing and sales to raise company visibility through thought leadership webinars, sponsorship of industry events and enhanced corporate communications. Telesoft focuses selling efforts on organizations that are headquartered in the U.S. And can support international operations, with features including currency and language conversion. More specifically, it targets organizations with telecom expenditures of at least $5 million and over 1,000 mobile devices. Yearly customer telecom spending currently under management represents $2.1 billion.

Gartner, Inc. G Page 15 of 1816 WidePoint Solutions Based in Hampton, Virginia, U.S., WidePoint Solutions is one of the largest providers of TEM services to the federal government, as well as providing solutions for global commercial enterprises. Traditional TEM services are delivered with an emphasis on auditing and cost reduction, cost allocation and reporting, wireline and mobile inventory, and move, add, change and disconnect (MACD) management for wireline services. WidePoint Solutions can support an organization across the entire telecom life cycle, including telecom policy and contract enforcement, procurement, endto-end logistics (next day replacement, inventory management and optimization, repurposing, repair, custom kitting, secure disposal, program rollout), and it can provide a single TEM platform to manage both mobile and wireline expenses. WidePoint Solutions' expertise in mobile security allows for flexible mobile security solutions whether that happens to be delivering its own identity management and access control, working with third-party MDM solutions, or crafting custom security solutions. WidePoint Solutions delivers solutions globally; sales exceed $30 million annually and are still growing.

Two recent awards, representative of WidePoint Solutions' market, are a mobility management contract awarded by the Department of Homeland Security (which has a potential value of $600 million) and a global master services agreement with a large global company with operations in approximately 50 countries. How This Provider Competes WidePoint Solutions' approach emphasizes that its services support each customer's unique policies, internal procedures and security needs.

With its historical focus on understanding organizational requirements and IT infrastructure, WidePoint Solutions applies solutions that meet current needs but have flexibility and scalability to support ongoing growth and the ever-evolving telecom/mobile landscape. In addition to TEM managed services, the company can tailor a package of services that can also include mobility management, identity management, and/or a comprehensive security program. WidePoint Solutions develops and maintains its own technology and continues to evolve it based on market needs, new technologies and service offerings, and through technology partnerships. These partnerships provide customers with additional functionalities or intelligence that enable ongoing savings, optimization, reporting and security capabilities. WidePoint Solutions employs three sales models: direct sales with regional representation; channel sales by independent agents; and white-label sales by third parties. Its primary markets are federal government, state, county and local government, food service, financial, manufacturing and global mobility customers.

Its services, including its call centers, are available 24/7, and although originate in the U.S., local representation is available in set international locations. Page 16 of 18 Gartner, Inc. G17 References and Methodology Gartner works with TEM providers, customers of TEM vendors and other telecom industry participants on an ongoing basis. This research is a result of our regular dialogue with these constituents, supplemented with information from topic-specific interviews and other relevant existing Gartner research. Gartner Recommended Reading Some documents may not be available as part of your current Gartner subscription.

'Critical Capabilities for Telecom Expense Management' 'Magic Quadrant for Managed Mobility Services' 'Market Trends: Support of Multinational Telecom Expense Management Favors Non-Pure-Play Providers' 'Toolkit: Telecom Expense Management RFP Template' This document is published in the following Market Insights: Enterprise Network Services Worldwide Managed and Professional Network Services Worldwide Mobile Communications Worldwide Gartner, Inc. G Page 17 of 1818 GARTNER HEADQUARTERS Corporate Headquarters 56 Top Gallant Road Stamford, CT USA Regional Headquarters AUSTRALIA BRAZIL JAPAN UNITED KINGDOM For a complete list of worldwide locations, visit Gartner, Inc. And/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. Or its affiliates. This publication may not be reproduced or distributed in any form without Gartner s prior written permission.

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