Mobile for B2B: Native or Web?

Mobile for B2B: Native or Web? Page
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Mobile for B2B
Native or Web?
August 2011
Tom Kelly & Rob Hurst

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Intro
Mobile for B2B Series
This paper is one of a series we’ve 1. Native or Web?

written to help answer some of the 2. Design considerations

questions we often hear from clients 3. Security considerations

now that mobile content is firmly on 4. Cross compiled apps

the B2B marketing agenda.

Web apps or native apps? How to
optimise content? What should an
app look like? Why might I need an
app and how can it benefit my
marketing activities?

This series aims to give some useful
context for anyone considering how
to make the most of mobile as a
marketing channel.

Mobile for B2B: Native or Web? Page 3

‘Going mobile’
different, particularly given the predictions that
by 2014 mobile internet will have taken over
desktop internet usage (Gigacom - Mary
As the first of this series, we want to start this Meeker: Mobile Internet Will Soon Overtake
paper by highlighting the mobile opportunity Fixed Internet).
and defining what we mean by native and web
apps. Native or Web?
One of the keys to successful marketing is There is now much debate over whether
having something (of value) to say, and marketers should be planning native or web
someone (who wants to hear it) to say it to. To apps. We are often asked which is best or which
do that you need to understand your audience one should be used. Both have their pros and
and have some insight into their needs around cons and to be quite honest, there is no clear
which you can shape your messaging. That as a winner. Sadly the honest (and non-committal)
principle applies across any marketing channel. answer is “it depends…” and sometimes the
answer might even be “both”.
So assuming you have a valuable message to
share and an audience receptive to hearing it, In this paper we’ll highlight some of the key
then mobile is becoming an increasingly considerations in making your decision.
interesting platform for B2B marketers
bringing new opportunities to reach customers Let’s start with a definition, or two:
and new ways to engage with them. Native apps are downloaded from secure
locations such as the iTunes app store and are
Mobile Internet use has seen then stored locally on your device. They can be
massive growth over the last accessed with or without a data connection
(though some functionality may require a data
few years with a recent study connection).
(by Kantar Worldpanel) Web apps are developed for a mobile device
suggesting that around 50% but accessed directly through a browser, they
can be bookmarked to appear on your devices
of the UK mobile phone users home screen like a native app but always
now own Smartphones. require a data connection to access them.

That said our recent research in partnership
with The Marketing Society ‘What Works
Where in B2B’ showed that as a channel mobile
still has some way to go in establishing itself as
an essential tool in the B2B marketing kit. It is
understandable – the spend on the medium is
low and so, at the moment, is the time spent on
it. Given Smartphone adoption, 3G penetration
and unlimited data plans that have driven a
surge of mobile media consumption across
geographies and deepened the integration of
mobile devices into everyday life, we believe
that in a year’s time the picture may be


Should you be
Another consideration is the potential need to
cater to the increasingly popular tablet market,
in particular the iPad - which is in many cases

‘app-nostic’? the biggest sources of “mobile” traffic to
websites.

With more than 500,000+ apps and In some situations it’s simply not enough to
growing, the Apple’s iOS platform is probably create one version of an app. For some large
the most obvious destination for native organisations, there is a need to develop a
apps. However Google’s Android OS is native app for iOS and Android plus a web app
providing stiff competition to Apple, having to cater for the remaining Smartphone
recently passed Apple in terms of global market platforms such as BlackBerry, WP & Symbian.
share - although Android is not anywhere near It is an approach that many big companies have
iOS in terms of revenue. taken – Shell is a good example – their multi-
platform approach is powerful as it will allow
The decision about the almost all Smartphone users to interact with
the Shell brand. Whilst offset somewhat by the
device(s) you develop apps sheer size of the brand, the obvious downside
for should be led by your is the development and maintenance cost of
these will be more than if they were to develop
audience - it’s important to only one.
spend some time researching
what device your target
audience primarily uses for
business connectivity.
The geographic location of your end user is
often a major factor in building an app which is
on the right device for your audience. For
example, Blackberry devices continue to be
popular among Enterprise users but also more
generally in the US market, although their
market share is declining with Android & iOS
fast becoming more accepted in the business
world. Additionally, over the last year alone,
there has been a 30% increase in business
users owning and operating their own handset.
Whilst the iPhone’s popularity continues it is
no longer the dominant device in some key
geographies (mobile-device.biz).


Considerations
work across different devices - as long as they
have a web browser.

In deciding which route to take with an app, Audience reach
there are a number of factors that must be
considered. To better understand the Native apps generally cater for smaller
differences and how they might affect your audiences than web apps, as your content can
decision we have outlined some of the key only be used by the audience with the device
differences between the approaches of native that the app has been designed and built for.
vs. web app. However, browsing an ‘app store’ for a native
app is often the first point of call for users,
Device compatibility giving an intuitive discovery mechanism for
your audience. However you should not adhere
Native apps are only compatible with the to the “build it and they will come” approach as
operating system they were intended for, so your app is among thousands of other apps that
iOS apps will only work on iPhones, Android your user might download. You need to work
apps will only work on Android phones and so hard to get your app the visibility it needs to
on - although there are plans for Blackberry to succeed.
allow Android apps to work on the OS.
One significant benefit of success with this is if
Web apps can counter this as they will work you succeed in getting the user to download
across a variety of browsers on a variety of your app, you have, by default, a presence on
devices. This is obviously powerful, but the that user’s ‘home screen’ which is quite a
caveat is that they therefore require extensive powerful place to be - particularly if your app is
cross-browser testing to ensure they work regularly updated via push notifications.
across the ever growing range of smartphones.
Web apps have the potential for far greater
reach as they are not device dependent.
Development and Hosting an app on the web, however, does limit
maintenance costs some user’s likelihood of discovering the app.
Audience reach for web apps can also be
Native apps require platform-specific broader because web apps can be developed to
development tools and knowledge of the work on older and less powerful phones - as
specific platforms on which the app is to reside. long as they have a browser. This alone could
Currently, the most popular platforms are be a very important consideration when trying
Apple’s iOS and Google’s Android, which have a to reach audiences in developing markets.
very large combined market share. However
you also need to consider less popular Geographic reach
platforms including Windows Phone,
Blackberry & Symbian, each with a significant Native apps rely heavily on the market
user base of their own. Each new platform penetration in the targeted geography. For
potentially requires creation of a separate app instance, in India, where Smartphone
(see our paper on Cross Compiled Apps for penetration is still relatively low, a native app
more on this). on either iPhone or Android would be
inappropriate as ‘feature phones’ (less
Web apps require the same degree of planning powerful phones offering some
up-front and a similar design process, but you
only need to build one app, which will then


Smartphone-style features, but at a lower cost) app would almost certainly be the best way to
are far more popular. go.

Web apps are not platform dependent and Web app functionality is far more limited, but
therefore are far more appropriate for markets is improving with the use of things like geo-
where device penetration is lower or if your location and multiple orientation support
audience uses a wide range of mobile devices becoming more common.
and operating systems. It is important though
to identify the devices your audience is most SEO
likely to be using so that the app can be tested
and optimised specifically for these. Native apps are more difficult to discover via
the web, but people searching the name of an
Installations and updates app will produce app-store holding pages
within search results for both iOS and Android.
Native app updates must be released or
deployed by the developer through an app- Web apps, on the other hand, are searchable
store platform (a process that takes time due to on the web in the same way any other part of
store-approval processes) and are downloaded your site and are far more search engine
by the user, when they browse for updates. friendly.
This makes the process of addressing issues
more cumbersome with the potential for bugs Analytics
that render an app useless sometimes taking
weeks to update. Tracking your app is hugely important to better
understand its effectiveness in the marketplace.
Web apps are hosted on the web, meaning any
update is automatically made with the refresh Native app tracking can be built into the app
of a browser – instantaneously. but is not included by default. Tracking native
apps has the benefit of recording how many
people have downloaded your app and how
Distribution much they use it. This is valuable both in the
Native apps, as mentioned previously, are initial launch to understand how well it has
subject to a review and approval process by initially been received but also in the longer
app store staff, which can take several weeks. term as you will be able to see how regularly
Consequently, if an app needs to be live quickly, the app is accessed by its users. This will also
this is a potential issue and must be considered. allow you to consider what updates and
additions you can include to increase the app’s
Web apps simply require a compatible life span.
browser and an internet connection and can be
uploaded or removed in real time. Web apps can be tracked using the same
methods as you would use on a standard
Device capabilities and website – for example using Google Analytics.
One disadvantage to web-apps, however, is that
integration you won’t know how many people have saved
your app to their handset home screen.
Native apps can take full advantage of a
smartphone’s functional capability by accessing
things like the phone’s camera, GPS locator,
gyroscope and accelerometer. If you wish your
app to make use of any of these, then a native


Discoverability loading must use an active internet connection.
This often leads to video and audio content
Native apps for B2B companies are often going being compressed to provide a faster user
to have a smaller target audience than mass experience, but resulting in lower quality
market consumer apps and can therefore suffer media.
somewhat from the established distribution
model. Typically distribution relies on a user Content
searching for an app, following a link or seeing
an app-store feature on the app. In this busy The final key considerations in the webapp vs
(and growing!) market place, more niche apps native debate is that however well something
may fall through the cracks, as they are unlikely has been designed, either as a native app or for
to be promoted and rely on your audience the web, having the right content, presented in
knowing about your app or searching for your the right way is the real key to an app’s success.
company to see if you have an app. Native apps allow for a richer level of
Web apps potentially allow for easier audio/visual content that can be stored happily
discovery by your audience, but marketing on the device and be called up in an instant,
efforts to get people continually using the app - meaning images can be larger, video can be in
ideally saving it to their home screen, can be HD and audio can be crystal clear, and more
more complicated. importantly, due to content sitting on the
device, can be accessed offline.
Internet access Web apps, on the other hand, rely mainly on
their internet connection, even in light of recent
Native apps often don’t need internet access to
developments to HTML5’s (the code in which
function as they can store large amounts of
web-apps are built) increasing offline storage
data on the phone itself allowing people to use
capabilities. These apps live within a browser
the app offline. However, if you wish to provide
environment, meaning the presentation of the
access to a live database or allow searches,
content relies on both these restrictions. For
you’ll need a connection.
example, if a video is being used, the page that
Web apps, on the other hand, generally require contains the video will need to load, as will the
a constant internet connection, although some video, which will also need to buffer and
more basic functions can be optimised using stream, constantly relying on a steady and
the offline storage capabilities of technologies strong internet connection to power these
like HTML5. functions.

Data storage
Native apps, as detailed above, require space
on the device as the app’s content is stored
locally, this saves on loading times, particularly
with rich media such as video or audio content,
which can be available instantly and in high
quality.

Web apps, on the other hand, shouldn’t require
any disk space as the app is stored online,
although this means that any data that needs


Conclusions
Whilst it may sound inconclusive as a
conclusion, the real answer to the native vs.
web app question is that there’s no correct
answer. Both approaches have their
drawbacks and each has their benefits.

As well as the considerations outlined in this
document, the other papers in this series,
which touch on security and design
considerations, highlight some of the main
things that anyone exploring app development
needs to consider.

Ultimately the decision about native or web
app will need to made based on what your app
needs to do and the audience it is intended to
reach.

First and foremost, it’s important to
understand the audience that would use your
app before you build the app they’ll use.

Read the rest of the Mobile
for B2B series.
1. Native or Web?
2. Design considerations

3. Security considerations

4. Cross compiled apps

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Omobono is an award winning
digital agency specialising in brand
development and engagement for
large corporates and government.

We believe no one has a better
understanding of business
audiences and how to reach them.

For more information, please contact
Rob Hurst on rob@omobono.co.uk or
+44 (0) 1223 307000.

© 2011 Omobono Ltd.

All ideas, concepts, brand-related names, strap lines, phrases, copy/text and
creative concepts developed and contained within this document remain the
intellectual property of Omobono Ltd until such time as they are procured by a
third party.

Anyone viewing this document may not use, adapt of modify the contents without
our prior consent.

Mobile for B2B: Native or Web?

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