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Jeanine Sterling - Analyst Profile

Principal Analyst
Mobile and Wireless Communications
Information & Communication Technologies

Summary

Functional Expertise

24 years of marketing and analyst expertise in both the consumer and business sectors, including:
 
-Customer needs analysis
-Product team management
-Competitive intelligence and response strategies
-Product marketing – including pricing, distribution, and promotional planning/implementation
-Monitoring and analysis of emerging trends, technologies, market dynamics
 

Industry Expertise

Ten years in the mobile and wireless sector, with a focus on:
 
-Mobile workforce management solutions
-Mobile asset tracking products
-Mobile sales force automation (SFA/CRM) applications
-Enterprise decision-making around mobile application adoption
-U.S. and Canadian wireless carriers and channels
 

What I bring to the Team

Marketing focus in a technological world
Extensive consulting assignments/interaction with major telecommunications and technology companies
Experience in all phases of marketing and product management at Tier One U.S. wireline carrier
Excellent writing and editing skills
 

Career Highlights

Prior to Frost & Sullivan, held management positions at:
 
-AT&T (New Jersey)
-InfoTech Consulting (New Jersey)
 

Education

B.A. in English from University of Notre Dame – South Bend, Indiana

MBA in Marketing from Wayne State University – Detroit, Michigan



Recent items from Jeanine Sterling

Selling Worker Mobility Solutions to Very Small, Small, and Mid-Sized Businesses
This study examines the North American SMB (small and mid-sized business) and VSB (very small business) markets for mobile workforce applications. It also discusses optimal strategies for addressing the unique needs of these two segments. Mobile workforce applications are software solutions that allow remote and mobile employees real-time access to -- and exchange of -- information, collaboration, and/or guidance via their smartphones, tablets, and other mobile devices (including, increasingly, wearables such as smart watches). Key market trends, the competitive landscape, and potential growth opportunities are defined and discussed. Frost & Sullivan survey results regarding North American SMB versus VSB preferences, plans, and demand for mobile workforce apps and various channel partners are also charted and analyzed. In North America, mobile workforce app providers can make the mistake of treating small and mid-sized businesses as one monolithic entity. In fact, sharp differences exist between the very small business sector, which is usually defined as under 25 employees (and also known as a micro-business), and the 25-499 employee SMB segment. Recognizing both the differences and similarities in concerns, priorities, expertise levels, etc. helps leaders in the mobile workforce app sector sell more effectively and profitably to both audiences. Numerous growth opportunities exist for providers that wish to take a leadership role and attract more attention from very small, small, and mid-market businesses. These include enriching the app portfolio in new ways, focusing on customers' revenue generation needs, and not abandoning the customer once the sale is made. Major challenges for the mobile workforce app providers that are trying to win in the SMB/VSB market include: • Differentiating against other providers • Earning the trust of these businesses, especially VSBs • Dealing with customer purchase barriers such as tight budgets and very limited IT staff and internal expertise • Preventing customer churnout after the sale Key questions that this study will answer include: • What strategic moves have current mobile workforce app providers made in order to sell into the SMB and VSB markets? • What are the key issues and trends that have emerged around SMB/VSB purchase and deployment of mobile workforce apps? • What are the preferences and plans of today's North American VSBs and SMBs regarding mobile workforce applications? Do they have any preferred mobility partners? • How are leading mobile workforce app providers innovating in this market? • What are the near-term growth opportunities in the SMB/VSB market for today's mobile workforce app providers?
Published: Oct 26 2017 Other
Navigating An Intensifying Mobile Worker Apps Market
In North America, wireless carriers continue to act as a major channel for promoting and reselling mobile business-to-employee (B2E) software applications. In fact, these mobile B2E apps have evolved to become a key strategic offering in wireless carrier portfolios. Carriers assume that the sale of these mobile worker apps will open up increased opportunities to sell their more profitable core and adjacent services, such as new voice communications products, managed services, etc. However, while overall mobile B2E app deployments are on a strong growth trajectory in the U.S. and Canada, challenges for carriers persist. These include a weakening in the carriers' popularity as a mobile apps partner in today's business sector. This study examines U.S. and Canadian carrier strategies, challenges, and portfolios. Key market trends and issues, the competitive landscape, and potential growth opportunities are discussed. Survey results regarding North American business preferences, plans, and demand for mobile worker apps and wireless carrier partners are also charted and analyzed.
Published: Sep 18 2017 Other
Monitoring On-the-Move Cargo, Equipment and Machinery
Mobile asset tracking (MAT) is one of the top-growing categories among today's more complex mobile enterprise solutions. Mobile asset tracking is transforming into mobile asset management, as customer needs become more sophisticated and as sensor data and analytics become more critical to business success in verticals such as construction, energy extraction, pharmaceuticals, and high-end customer packaged goods. This study includes key market trends, a readout of relevant responses to the latest Frost & Sullivan Mobile Enterprise Applications survey, profiles of major industry participants including areas of current innovation, and a discussion of near-term growth opportunities for today's MAT providers.
Published: Jul 21 2017 Other
Growth Opportunities for Field Organizations and MWM Providers
The North American mobile workforce management (MWM) market continues to demonstrate impressive growth, bringing the benefits of real-time communications and guidance to field workers and their management teams. This sector is leveraging new technologies, selective acquisitions and alliances, and heightened customer and worker expectations to expand revenues year-over-year. This study includes key market trends, revenue and user forecasts, pricing and channel forecasts, a review of the competitive landscape, profiles of key industry participants. and a discussion of five near-term growth opportunities.
Published: May 12 2017 Market Research
Managing and Securing Today's Explosion of Data and Devices
The North American EMM market is in a state of flux, rapidly evolving from standalone mobile device management (MDM) and now transitioning into an expansive unified endpoint management (UEM) experience that also encompasses desktop computers, wearables, and select smart IoT (Internet of Things) devices. How providers manage this evolution will impact their success over the coming years. This study includes key market trends, a readout of relevant responses to the 2016 Frost & Sullivan Mobile Enterprise Applications survey, profiles of key industry participants, and a discussion of near-term growth opportunities for today's EMM providers.
Published: Dec 28 2016 Other
Opportunities within Enterprises
The overall research objective was to measure the current use and future decision-making behavior toward mobile enterprise applications, including some specific focus on mobile asset tracking (MAT), mobile sales force automation (MSFA), mobile workforce management (MWM), and mobile supply chain management (MSCM) software solutions. Interest in mobile business-to-employee (B2E) software applications remains high and stable. In 2016, 83% of respondent companies reported deploying at least 1 mobile worker app. The largest proportion of businesses (23%) have implemented between 20 and 49 separate apps. This market is expected to continue exhibiting strong growth. Looking forward, about 84% of respondent companies plan to deploy additional mobile worker apps between 2016 and 2017. In addition to examining a number of current mobility issues, this study deep drills on 4 mobile enterprise app categories that can be more expensive and require more complex design and deployment efforts. Each of these 4 app categories has experienced strong deployment growth in 2016, and most current users in each app category have near-term plans to expand their implementations.
Published: Oct 14 2016 Customer Research
2016 Customer Feedback Signals Growth Market
Mobile workforce management solutions (also known as mobile field service management) enable the remote service employee to receive and transmit work-related information on a real-time basis via his or her mobile device--smartphone, tablet, ruggedized mobile computing device. MWM-specific responses to the 2016 Frost & Sullivan Mobile Enterprise Applications survey, an annual survey of 313 North American businesses, are explored in this market insight. Specific responses regarding MWM deployments, preferences, and plans are summarized and analyzed. Customer satisfaction levels, specific business impacts, and adoption barriers around mobile workforce management are also tabulated and discussed.
Published: Sep 06 2016 Market Insights
Growth Opportunities for Sales Organizations and SFA/CRM Providers
Now that sales representatives and their managers are able to have mobile access to their sales force automation (SFA) solutions, everyday selling processes and activities can be automated, accelerated and optimized. This study examines how this market is progressing as mobile-centric app developers, traditional CRM vendors, and other large business suite software providers promote mobilization to both new and current customers. Key trends, solution features and adoption dynamics are discussed. An analysis of the competitive landscape (including participant profiles), revenue/user/channel forecasts, and growth recommendations are included.
Published: Aug 19 2016 Market Research
Transforming North American Businesses with Stronger, Faster and Higher Sales, Respondents Reveal Preference for Simple, Pre-packaged Solutions
With the advent of mobile in-the-field access, sales force automation (SFA) solutions are now automating and accelerating sales processes and selling activities in real time. Mobile SFA-specific responses to the 2015 Frost & Sullivan Mobile Enterprise Applications survey, an annual survey of 300 North American businesses, are explored in this market insight. Specific responses regarding mobile SFA deployments, preferences, and plans are summarized and analyzed. Customer satisfaction levels, specific business impacts, and adoption barriers around mobile SFA are also tabulated and discussed.
Published: Mar 09 2016 Market Insights
Finding Growth Opportunities in an Industry in Flux
The North American mobile asset tracking (MAT) market has evolved into two distinct iterations, with varying target markets, product capabilities, and pricing pressures. This insight examines current market trends, adoption drivers and restraints, customer preferences and plans, and a broad and dynamic competitive landscape. Findings are based on interviews with major providers. Results from a 2015 survey of U.S. and Canadian businesses are also charted, including deployment plans, satisfaction levels, business impacts, custom vs. prepackaged implementation, and best brands.
Published: Dec 23 2015 Market Insights
ClickSoftware just announced that it is acquiring Xora for $14.7 million, a development that we think – if handled smartly – will be a winning proposition for the mobile workforce management (MWM) market in North America and beyond. (A market we expect to reach almost $3 billion in annual revenues by 2018.) First, some background on the acquired p...
18 Feb 2014 Blog post
When it comes to mobile workforce management solutions, the most recent bold technological leaps have come from an interesting set of participants. First, let’s define MWM: This application category encompasses software solutions that use wireless and location technologies to locate, track, and/or manage mobile field workers and their tasks. Think...
23 Jan 2014 Blog post
Which mobile applications seem to be providing real value-add to today’s businesses? How do they rank against each other in terms of current implementation vs. future growth? Mobile worker apps are everywhere in the U.S. and Canadian business sectors.  According to our 2013 Mobile Enterprise Applications survey responses (from 300+ North American...
31 Dec 2013 Blog post
Is it any surprise that our August 2013 survey results show businesses moving to the cloud when implementing mobile software applications? Only one-quarter of North American companies report using solely on-premise mobile solutions. Exhibit 1 lays out the 2012 vs. 2013 responses to this question: “Which of the following best describes your impleme...
30 Dec 2013 Blog post
Why are so many companies taking mobile enterprise applications so seriously? Because they anticipate real business benefits. Each year, Frost & Sullivan surveys 300+ mobile and wireless purchase decision-makers in the North American business sector. Both Canadian and U.S. companies and organizations are asked to detail their preferences and plans...
30 Dec 2013 Blog post
It’s always interesting to see how the wireless carriers go about appealing to the small business market. In our annual surveys, smaller businesses consistently choose the wireless carrier as their preferred mobility/communications partner. Have the carriers really earned that designation – or are they just the default choice? We’ll dedicate a fut...
17 Jan 2013 Blog post
As North American companies and organizations increasingly mobilize their business operations, the choice of a mobility partner/provider becomes crucial. This past May, Frost & Sullivan surveyed 300 mobile and wireless purchase decision-makers in the North American business sector (Canada and U.S.-based companies). One section of questions inquired...
03 Oct 2012 Blog post
A strange dynamic continues to present itself in the mobile business software sector. Despite high satisfaction levels on the part of current users and a fairly straightforward ROI story, potential customers blame “unclear ROI benefits” as a major reason for delaying implementation. Is this a marketing failure on the part of vendors and channels?...
24 Sep 2012 Blog post
In an earlier blog post, we shared survey data that had a full 82% of North American businesses already having at least one mobile application deployed to their employees’ handheld devices. Looking forward over the next twelve months (mid-2012 to mid-2013), 68% of businesses plan to implement one or more additional applications. 9% of the total res...
30 Aug 2012 Blog post
Earlier this year, Frost & Sullivan surveyed mobile and wireless purchase decision-makers in the North American business sector. Both Canadian and U.S. companies and organizations were included in this research. Their responses indicated a continuing strong attraction for employee-facing mobile applications. The mobile enterprise applications mark...
15 Aug 2012 Blog post
Hospitals continue to suffer major data breaches – earning negative headlines and possible costly fines. Their embrace of mobile healthcare (mHealth) solutions is only exacerbating the security risks. So why aren’t more healthcare providers – hospitals, physicians, EMT, etc. – instituting stringent security mechanisms? Especially on their much belo...
31 Jan 2012 Blog post
Earlier this year, Frost & Sullivan surveyed mobile and wireless purchase decision-makers in the North American small and mid-sized business (SMB) segment.  A number of interesting findings surfaced, with all of them pointing to high SMB interest in mobile applications for their remote workers.  Takeaways included: The value proposition around m...
31 Dec 2011 Blog post
The North American mobile workforce management sector is a vigorously growing market, with distinct evolutionary phases. Mobile workforce management applications use wireless and location technologies to locate, track and manage mobile workers and their tasks.   The U.S. is right in the middle of morphing to Stage IV, translating into the long-awai...
31 Dec 2011 Blog post
The Mobile Asset Tracking category is part of a growing collection of premium next-generation wireless data applications that are designed for use by businesses. This is a category that is still defining itself; however, as a whole, it encompasses enterprise solutions that utilize wireless and location technology to remotely locate and track mobile...
31 Dec 2011 Blog post
2012 should be an interesting year for mobile sales force automation solutions in North America.  This is a category that is still finding its way. Somewhat surprisingly, an earlier Frost & Sullivan survey revealed an average 52% adoption rate among U.S. and Canadian businesses (higher in the U.S., lower in Canada). In addition, there is room for q...
31 Dec 2011 Blog post
This past Spring, we administered our second annual survey of North American companies, examining preferences and plans around specific mobile enterprise solutions.  The survey focused on Canada and the U.S., specifically targeting the decision-makers or very strong influencers of mobile and wireless purchases in 307 businesses.  Four mobile solut...
23 Dec 2010 Blog post

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