5 key enterprise mobility trends that will help you sell more to your customers

Discover the 5 enterprise mobility management (EMM) trends that provide you with useful opportunities to increase your sales.

Staying on top of IT mobility trends will help you identify solutions that better serve your customer's needs. The following five enterprise mobility management (EMM) trends show how the industry is meeting the challenge of increased demands for mobility and the need for enhanced security and control.

Read on to learn more about each trend – and how they can be turned into genuine sales opportunities.

1. Enterprise mobility management goes beyond ‘mobile-first’

It’s no secret to your customers that if they don’t put mobility first, their business will be left lagging behind. Yet, ‘mobile-first’ is already an outdated concept. Your customers need to give their end users their desired experience, on whatever device or app they choose – all while minimising organisational risk.

Why does it matter?

An EMM solution offers your customers the opportunity to elevate their mobility strategy to cover devices, apps, and content. They can transform their business operations, focusing on ROI, security, productivity, and other business goals.

“Today, we see more and more businesses are investing resources to create a mobile strategy that can successfully transform the enterprise, changing the way they run their business. In fact, businesses of all size and stature, ranging from small to big brands, are getting onto the enterprise mobility bandwagon to improve their ROI by combining mobile with cloud computing, big data and analytics capabilities.” – Enterprise Mobility is Going Beyond “Mobile First” Approach. Are You Ready?

How can you make this into a sale?

Your customers want to stay ahead of the mobility curve, and most importantly, ahead of their competitors. Demonstrate the business benefits of an EMM solution, from security through to productivity, and how this can lead to ROI for your customers.

When discussing their current mobility strategy, work with them to assess their current maturity and how you can meet their needs. EMM covers three specific areas - devices, apps, and content - so you can adapt your sales strategy to the requirements of each customer.

2. Cloud-based EMM offers enhanced, holistic mobility options

At the most basic level, a cloud-based EMM system allows your customers to manage mobile devices, whether personal or corporately owned, from a hosted console built around a flexible infrastructure.

Why does it matter?

A cloud-based EMM solution can offer your customers a secure and flexible infrastructure that meets their mobility needs. Cost effective, there is no need for additional on-site infrastructure or licensing, while pay-as-you-go licensing options mean your customers never need to spend more than is absolutely required.

A cloud-based EMM solution can help your customer’s IT teams to reduce their workload, manage working policies such as BYOD more effectively, and improve collaboration between dispersed team members.

“To create real mobility best practices, you have to start with an infrastructure strategy. This strategy must be agile, support new use cases, and help you evolve with the fast pace of the industry.” – Bill Keyman - VP of Strategy and Innovation at MTM Technologies

How can you make this into a sale?

When it comes to mobility, your customers have two priorities – productivity gains and cost savings. Demonstrate to your customers that a cloud-based EMM solution can provide flexibility and mobility, while giving them full control of devices, apps, and content. You can also allay any concerns your customers have about integration, as a cloud deployment integrates with on-premise enterprise messaging and security.

3. EMM solutions are overtaking ‘built in’ solutions

Platforms like Microsoft Exchange include some limited enterprise mobility management functionality such as deploying email account settings and your customers will be looking to expand their capabilities. In fact, the EMM market size was valued at over USD 3 billion in 2014 and is expected to grow at a CAGR of over 30% between 2016 and 2023.

Why does it matter?

Many of these “built-in” solutions are actually “bolt-on” tools. Exchange is an enterprise grade messaging platform, not a mobile management toolkit. Which means that it (and other solutions like it) do not offer the granular controls required for total mobile security.

How can you make this into a sale?

Mobile security and access control is increasingly complex, as is the process of protecting corporate resources. Demonstrate to your customers that the only way to address the finer details is by using a best-of-breed solution. Which means choosing a dedicated EMM platform that integrates with existing security provisions.

A “bolt-on” solution will only ever deliver average protection, forcing your customers to bend their processes to match the system. What they really need is a flexible solution that can be adapted to meet their needs instead.

4. Your customer’s end users are dictating IT usage in the enterprise

As demands for mobility increase, your customer’s end users expect to use their own devices and access corporate data through their preferred apps. Multiple devices, apps, and operating systems are being used throughout your customer’s enterprises.

Why does it matter?

Bring your own device (BYOD) and corporately owned personally enabled working practices are drivers of productivity and collaboration, but they also introduce risk into your customer’s businesses. In fact, 39% of businesses view security concerns as an inhibitor to BYOD adoption. These customers are kept behind the mobility curve with inefficient business processes.

By having visibility over which devices and apps are being accessed inside and outside of the enterprise environment, it becomes easier to plan, deliver, and secure:

  • OS updates and patches.
  • Approved apps and compatibility.
  • Device provisioning and deployment.
  • Access and usage of corporate data.

How can you make this into a sale?

When your customers raise concerns around security, compliance, and access, what they’re really talking about is control. A holistic EMM solution allows users to have full control over devices, apps, and content. They can manage these areas as they see fit, with a solution that is malleable to their business needs.

Demonstrate that with a EMM solution, your customers secure mobile devices, ask for authentication, configure business apps to run on authorised devices, and wipe data where necessary.

5. Enterprise app stores are becoming a reality

Around 33% of enterprises are planning to build enterprise app stores, moving beyond the default app stores offered by Apple, Google and Microsoft. Your customers are becoming savvy to the importance of apps and their ability to drive efficiency throughout the business.

Why does it matter?

Your customer’s end users are likely accessing sensitive corporate data through apps that are simply variants of one another. It’s almost impossible for your customers to support all of these variants, not to mention the risks of data leakage, theft, and unauthorised access involved.

By distributing apps via their own enterprise app stores, your customers can improve security and access by pre-approving apps, setting authentication levels, and managing the entire lifecycle of each app.

How can you make this into a sale?

Mobility strategies are no longer limited to the distribution of devices. Mobile application management is becoming just as important to your customers as it promotes control, security, and protects corporate information.

Demonstrate to your customers that the benefits are personally driven, as well as business driven. An enterprise app store acts as a secure area, where personal and corporate apps and information can be kept separate - protecting all parties that store information on a single device.

Sell the benefits of EMM to your customers, not just the solution

IT trends tend to gain momentum precisely because they deliver cost savings, efficiency gains, or strategic advantages – or a combination of all three. And so it is the case with EMM. If you can walk your customers through the five industry trends above, you will find it much easier to close sales deals.

Takeaways:

  • Think: Enterprise mobility is more than just a buzzword. Data, working demands, and device availability are all increasing and your customers can no longer dictate IT. Their challenges offer you some great opportunities to sell EMM solutions.
  • Act: Identify the right infrastructure for your customers, exploring cloud solutions that enhance flexibility. Emphasise the control that EMM solutions give back to your customers over access and usage.
  • Lead: Demonstrate that enterprise mobility can elevate your customer’s current mobility strategy and generate ROI.
  • Share: Keep your customers ahead of competitors with customisable EMM solutions fit for their needs.

The Trusted Advisor Blueprint: How to optimise and expand an enterprise mobility management (EMM) strategy