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BlackBerry BES wins at U.S. Defense Information Services Agency

IraMichaelBlonder
IraMichaelBlonder
August 14, 2014

On August 6, 2014, Blackberry announced the U.S. Defense Information Services Agency (DISA) had approved its Secure Workspace for iOS(R) and Android(tm) solution at the level of DISA’s Security Technical Implementation Guide (STIG).

In this writer’s opinion this win is notable for three reasons:

  1. The win demonstrates the strength of an entrenched device and its supporting platform for enterprise businesses and comparably sized organizations (such as DISA) in the public and not-for-profit sectors
  2. Despite BlackBerry’s position in the “Niche” quadrant of Gartner’s Magic Quadrant for Mobile Device Management (MDM), DISA opted to approve this solution, apparently unconcerned about the position of this platform, relative to its competitors in the market place. DISA’s decision may include important clues about how U.S. Federal agencies may buy technology solutions in the future
  3. The win is, perhaps, a blow to Samsung’s Knox Enterprise Mobility Management. Given the role Google apparently intends Knox to play in its efforts to repackage Android for enterprise consumers, this win for BlackBerry may have implications across a wider range of enterprise opportunities

1) It is very difficult to unseat an entrenched incumbent

The BlackBerry press release about this win does not include specific detail about how DISA decided to approve BlackBerry’s solution, but it is likely safe to surmise the large installed base of BlackBerry 10 mobile phones played some kind of role. On the other hand, the press release does mention BlackBerry’s Global Enterprise Services group. So the win may be emblematic of the quality of customer account management this group has achieved as it has worked with DISA

2) The Magic Quadrant May Not Be What It Seems When It Comes Down to Costs

Enterprise computing is highly complex, with a rich set of influential factors. As mentioned above, without further detail, it is no more than pure conjecture to posit answers to questions as to how DISA went about making its decision to approve BlackBerry’s solution. But it is likely cost had something to do with it, as is often the case. Perhaps the cost of implementing a best-of-breed solution for Mobile Device Management (MDM) far exceeded the cost of consulting with BlackBerry to bring its solution up to compliance with STIG. Bottom line: this win demonstrates how vulnerable an argument built on no more than authority (meaning pointing to the position of a couple of products in a market study like Gartner’s Magic Quadrant) can be when long standing customers weigh the pros and cons of making a platform change and funds are tightly controlled.

3) Samsung’s Knox is, perhaps, not as formidable as its namesake

As written in several older posts to this blog, Google’s I/O event for 2014 included the presentation of what this writer took to be a serious effort to repackage Android into a platform more worthy of serious consideration by enterprise IT organizations. A segment of the enterprise presentation at this event included an announcement of Samsung’s decision to make Knox available to the entire Android developer community. So this win by BlackBerry may put a damper on the enthusiasm driving this enterprise IT initiative for the Android developer community.

Ira Michael Blonder

© IMB Enterprises, Inc. & Ira Michael Blonder, 2014 All Rights Reserved

  • Ira Michael Blonder calls on over thirty five years of experience marketing, promoting & selling tangible and intangible products and services within his consulting practice. He has first hand experience with several very early stage businesses targeted to Fortune 100 customers. The common thread between these early stage efforts is that product and/or service offerings incorporated computer technology. He is an excellent choice for a CEO in need of a trusted advisor as products, promotion and sales are planned.

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