Sr. Criteria Max

Scor

e CETRIX

Score

Assign

ed Apple

Scor

e

Assi

gned

Samsung

Score

Assig

ned Lenovo

1 What is the

company's core

business? How

much is their

commitment to

India? How much

is their

commmitment to

Enterprise

Buyers?

20 Cetrix (HQ - Malta, Europe) is the world's

first manufacturer for Tablets, Smartphones

& POS for the Enterprise Sector/ Corporate

Buyer. The company does not sell its product

to consumers; but from Day 1 has designed

the Tablet bearing the Enteprise Customer in

mind. The entire Tablet can be built up from

scratch e.g. No. of CPUs, RAM, HDD,

Barcode Scanner, Branding at Hardware

Level, Software Specs, Waterproof,

Shockproof options etc. The products are

high quality and follow International Quality

Tests. Please refer the brochure for

validation

18 Apple is a global consumer

leader for Mobile & Tablets. The

products are of phenomenal

design quality. However Apple

has for the past 5 years

demonstrated little commitment

to India Consumer Segment; let

alone the Enterprise Segment.

They do not even have an India

Operation to address the

consumer space

15 Samsung is a global

consumer leader for

Mobile & Tablets with

high quality products;

but again do not have

an Enterprise Sales

Team for Enterprise

Buyers. They operate

through small

resellers

8 Lenovo is a relatively

small brand in

consumer Tablet &

Mobile. They also do

not have an

Enterprise Sales

Team

2 Enteprise Client

References

20 Number of client references across sectors

including BFSI, Retail, Manufacturing,

Healthcare, Hospitality. As Cetrix operates

through Distributors - it does not publish

client names. However specific to your

industry; client references can be sought out.

What is even more relevant is the Sales

Channel in India - does it have the expertise

to understand & execute as per your

Enterprise Environment & industry. Cetrix

Partner PMC fulfils these needs

15 Client will need to verify these

credentials. Apple is traditionally

known for Enterprise Buyers

only in the Media &

Entertainment industry

13 Still trying to

understand

Enterprise Segment.

Brand is more

popular than Lenovo

hence the higher

score

5 Still trying to

understand

Enterprise Segment

3 Enterprise Sector

India Partner: Who

is the Enterprise

Partner for India?

20 Cetrix has appointed PMC as its India

Partner. PMC is a technology consulting firm

with a wide range of expertise of the

Enterprise IT Environment. PMC

understands that the Tablet are not an IT

initiative – they can be leveraged by an

organization from different perspectives

including Marketing (Branding), Sales (CRM,

Product Illustrator) Operations (Collections,

Deliveries), HR (Employee Incentive &

Learning), Manufacturing (Metering, Factory

Deployments)

15 No expertise. No India Team 0 India Team with

Consumer expertise

& not Enterprise

Expertise

5 India Team with

Consumer expertise

& not Enterprise

Expertise

4 SI Partner: Can

the product be

offered through an

Established

Enterprise

Systems

Integrator?

20 PMC is approaching the Enterprise

Customer first. PMC asks the Enterprise

Customer on its partner of choice e..g.

Wipro, HCL (e.g. if the company has an IT

Outsourcing Partner then PMC will tie up

with them). PMCunderstand that Enterprises

e.g. Banks with 3000+ Branches will need

PAN India Service Partners for servicing,

RMA etc. The Enterprise Buyer should

understand that bulk Tablet buying started in

India this year and the Channel & Enterprise

Customer will go through a learning curve for

next 3-4 years

12 Apple has traditionally sold

through 1-2 large Distributors.

Servicing expertise exists for

consumers but not for Enterprise

Buyers

10 Has generally offered

the product through

Large Tier 2

Resellers; who will go

through the "learning"

curve to manage

Enterprise Deals

7 Has generally offered

the product through

Large Tier 2

Resellers; who will go

through the "learning"

curve to manage

Enterprise Deals

5 What is the Price/

Performance

positioning of

vendor?

20 Cetrix devices are configurable at the

hardware level including the No of CPU,

RAM, etc. - This greatly affects the price.

Enterprise buyers hence pay for only what

they will use as they will have a choice of 40

Models to choose from. It has great product

quality (AQL 1.5 Certified) with competitive

pricing. Popular models can be within Rs.

8000 price range

15 Apple is prohibilitively expensive 5 Fairly good on Price/

Performance

10 Good on price.

Product quality needs

to be verified

6 For the CMO: Can

the Vendor offer

branding at

Hardware level?

10 Yes; CETRIX Tablets can be customized at

hardware level. The Back Panel can be as

per the Corporate's Blue, Red, Orange or

any color. This adds tremendous impact for

Branding & Customer Mindshare e.g.

imagine the Bank's Relationship Manager

meeting you e.g. for Tab Banking. If your

bank's corporate color is Red - then the

Tablet will be Red in color.

10 Apple offers its iconic white

color. While this might work for

Apple - it does not add value to

the organization's corporate

colors & objectives of Branding,

Brand Recall or Corporate

Messaging to Retail & Corporate

Banking Customers. Also if your

Sales Staff is carrying

Expensive Apple Tablets; it

might give a wrong impression

to your Prospective Customer

e.g. OK if they can afford Apple

tablets; is this bank's banking

service expensive?

0 Not known to offer

custom branding.

Resellers will offer

skins/ covers of any

color but they do not

have as much impact

as the Tablet itself

being of the

company's corporate

color. Also putting a

Corporate Color

Sticker on the Back

Panel will look tacky

2 Not known to offer

custom branding.

Resellers will offer

skins/ covers of any

color but they do not

have as much impact

as the Tablet itself

being of the

company's corporate

color. Also putting a

Corporate Color

Sticker on the Back

Panel will look tacky

7 Does vendor offer

custom logo

branding,

documentation?

10 Cetrix offers the company logo and

packaging including documentations and

user guide

8 Sells to millions of consumers.

Not known to offer such

services. If Documentation is

provided locally by Indian

Reseller - it would mean

unpacking the imported package

which should be avoided

5 same issue 5 same issue

8 Does vendor offer

logo branding on

booting?

10 Yes. Your own splash screen so that when

you boot the tablet, your company

screen will be displayed.

8 Unknown 0 Unknown 0 Unknown

9 Enteprise

Application; can it

be preloaded?

10 Your own Apps that can be incorporated into

the firmware/build (preinstalled)

8 Might be possible; but not a

Core Process being followed by

the manufacturer at factory.

5 Might be possible;

but not a Core

Process being

followed by the

manufacturer at

factory

5 Might be possible;

but not a Core

Process being

followed by the

manufacturer at

factory

10 Can Vendor

provide advanced

hardware

capability like

Barcode Scanner

which is required

in Enterprise

Environment

20 Yes - Cetrix rugged models like CM700 have

integrated barcode reader in the Hardware

Contour (See the product image) with

following specs: 1 x Barcode Reader: 2D

Scan Module Support QR Code / Data Matrix

/PDF417 / Maxicode / Aztec

18 Not applicable. Not part of the

company's strategy or design. If

a micro USB based 3rd Party

device is attached it will look

clunky; besides which it can

break off anytime and damage

the tablet connector itself

0 same issue 0 same issue

11 Devices with NFC,

RFID?

10 Yes, models like CDF734 provide optional

support for NFC and RFID

8 To be verified To be verified To be verified

12 Does vendor

provide devices

suitable to Harsh

Field Environment

specifications

20 Yes. Cetrix has several RUGGED models

which are dustproof, water IMMERSION

proof, oil resistant, shatterproof etc. The Intl.

Tests passed on each parameter is

mentioned further

17 Apple devices are known to be

mechanically strong. But specific

requirements like waterproof,

dustproof devices (required in

India) are not there

5 Not known for any

mechanically strong

specifications

0 Not known for any

mechanically strong

specifications

13 Does vendor offer

custom hardware

specifications?

20 Yes. CETRIX has a range of over 40 Tablet

Models. Since the No of CPUs, RAM, HDD

Specs is configurable - The tablet price is

most competitive as it meets the customer

requirements more than consumer brands

16 Apple offers only a few models.

The variation is only at

RAM/HDD level

6 Samsung offers more

range than Apple as

that is its consumer

strategy; but they

have no strategy for

the Enterprise Buyer

8 Offers a few models

14 What is the

highest battery life

available from

vendor?

20 Models like the CDF734 come with a 24 hour

battery life. Under WiFI the battery can last 6-

8 Hrs. Popular Corporate Models like CK81T

have 6-8 Hr battery

15 Lesser battery life. At best 6-8

Hrs. Can lead to loss of

productivity the next day. Battery

life will be a show-stopper in low

power areas in India and for

Employees doing extensive field

work

10 same issue 10 same issue

15 What is the

Domain Expertise

of India Partner?

10 PMC CEO, CXO level interactions include

clients like BFSI (Top 20 Indian Banks, ICICI,

Axis, SBI), Mfg (L&T, ABB), Telco (Reliance,

Tata), Retail, etc. If you are a Bank - PMC

can provide value on how the Enterprise

Mobility Project can be leveraged by multiple

teams - and not just the Sales Team

9 Apple has never addressed the

Enterprise Sector beyond the

Media Industry. Enterprises

adopting IOS Platform will need

to learn the fitment to their

Corporate Environment

5 Unknown 0 Unknown

16 Are minor

modifications to

the firmware

supported?

10 Minor modifications to the firmware such as

rooting or enable/disable settings

10 To be verified To be verified To be verified

17 What are the OS

Variants

supported?

20 Supports Android as well as Windows. Gives

Enterprise the flexibility to adopt both

platforms with the same Manufacturer. This

is a CRITICAL requirement for the CIO's

Enterprise IT Strategy over the next 3 years

18 Only IOS Supported 10 Andriod Supported.

Windows support to

be verified

11 Andriod Supported.

Windows support to

be verified

18 Broad Service

Offerings

20 • Application / OS Porting

• Test & Verification

• Schematic Design

• High Speed Multilayer Design

• Pre and Post Layout Simulation

• Signal Integrity and Crosstalk Simulation

• Third Party Manufacturing

• Circuit Design

18 None 0 None 0 None

19 Hardware Testing

& Verification

Services

10 • Baseband

• RF

• Imaging

• Audio

• Antenna

8 Such tests are not relevant to

consumer brands. Hence this

manufacturer does not do these

tests; which is a disadvantage

for the Enterprise Customer

0 same issue 0 same issue

20 User Interface &

Applications

10 • User Interface

• Application Development

• Porting

• Integration

• Location Awareness

8 Consumer brand which has not

addressed these Enterprise

requirements

0 same issue 0 same issue

21 Verification &

Validation

Services

10 • Device & App – Functional & Non-

Functional Feature check

• Performance Testing

• Interoperability Testing

• Field Testing

8 Consumer brand which has not

addressed these Enterprise

requirements

0 same issue 0 same issue

22 Does the

Manufacturer

provide Consulting

Services for

Enterprise Buyer?

10 Yes. Services include design, customization,

data synchronization, security, and mobile

application

development; for integration of your Mobile

Strategy into your Corporate Environment

8 No such services offered 0 No such services

offered

0 No such services

offered

23 Military Grade

Specification

Model available?

10 Model CDF734: IP66 Military Grade

Specifications

8 No 0 No 0 No

24 Operating

Temperature

10 Model CM700: - 10°C to 50°C / 14°F to

122°F

8 To be verified To be verified To be verified

25 Water Proof

Specifications

10 Model CM700 is certified for IP65 which

simulates heavy rainfall. Model CDF734 is

even better - it is water immersion resistant

8 No 0 No 0 No

26 Shock Proof

Military

Specfifications

10 Shockproof spec is MIL-STD-810F Method

516.5 for Cetrix Model CM700. The 810F is

defined by the Department of Justice, US

Federal Govt. for the US Army & Govt.

Depts. However since these are very high

specifications; no of commercial products

can also be certified for these specifciations

8 No 0 No 0 No

27 Vibration Proof

Military Specifation

10 MIL-STD-810F Method 514.5 8 No 0 No 0 No

28 Drop Proof Military

Specification

10 MIL-STD-810F Method 516.5, 4 ft, Free to

concrete

8 No 0 No 0 No

29 General

Certifications

10 CE, FCC , CCC 8 To be verified 6 To be verified 6 To be verified

Total 400 326 95 82

Percentage

Score

82% 24% 21%

Score

Assig

ned

5

2

5

7

5

2

5

0

5

0

0

5

10

0

11

0

0

0

0

0

0

0

0

0

0

6

68

17%