5 ways to sell an EMM strategy to the C-suite

Enterprise mobility management (EMM) is a strategic investment that will have a major impact on your customer’s mobile strategies – here’s how to sell to them successfully.

Successful enterprise mobility management (EMM) is as much about strategy as technology. Which is why your sales process needs to include a strategic element to be pitched at the C-suite.

EMM is relatively well understood – at least in terms of helping to manage the mobile estate. The ability to control network access, deploy apps, and define basic device security is common knowledge. Which is why defining strategic benefits is vital to making your EMM offer stand out from the competition.

Here are the five key considerations you need to put forward to the C-suite. Nail these and EMM will shoot to the top of your customer’s purchasing priorities.

1. Increase productivity and output

Top of every C-suite’s list of strategic priorities is an increase in productivity. Enabling your customer’s mobile workforces through bring your own device (BYOD) options and corporately owned personally enabled working practices has been shown to boost output.

“More than two-thirds of businesses see boosts in employee productivity and customer response time by letting employees bring their own devices to work, and more than half of companies feel they would be at a competitive disadvantage without BYOD.” – Scott Campbell, CRN, BYOD Brings Employee Productivity Gains

Take the opportunity to demonstrate how EMM plays a crucial role in enabling mobile working – and how it streamlines processes at every level. From the end user with their mobile device and the IT team providing support, to the operations team analysing usage to create process improvements, EMM assists at every point.

2. Reduce support costs

It’s not just end users putting in BYOD demands as part of a mobile strategy. Gartner predicts that by 2017, half of employers will require employees to use their own devices for work. Your customers are looking to streamline operations and enhance their employee’s freedom to work flexibly.

However, allowing employees to use their own devices means the introduction of a multiple device types, platforms, and operating systems. This inevitably increases the support burden on the IT team, equating to increased operating costs and reduced margins.

When addressing the C-suite, you should focus on the cost-effectiveness of a holistic EMM deployment. Show your customers how an EMM solution will allow them to protect their margins by streamlining support, management and maintenance. Ultimately, an EMM strategy reduces the burden on IT teams and increases operational efficiencies.

3. Boost security and compliance

Data security and compliance obligations extend well beyond the firewall. Wherever employees are accessing corporate data, the same rules apply.

Your customer’s IT teams are already aware of the risks. 69% of businesses say cyber security is a high priority for senior managers, while 65% of large firms detected a cyber security breach or attack in the past year. EMM can help streamline and simplify mobile security, allowing the CTO to strengthen on-device provisions – even down to individual app level.

Reassure your customers that with an EMM solution, their corporate data and their employees’ personal data is safe at all times. This should give them the confidence they need to expand their mobility strategy – and the ability to experiment with new ways of working without exposing IP or sensitive data.

4. Securely deliver and manage business apps

By 2017, at least 25% of IT teams’ software budget will be allocated to mobile app development, deployment and management. There’s a greater demand than ever before for business applications within the enterprise environment. End users need access to corporate data wherever they are, and they need the ability to collaborate with their colleagues.

The C-suite will have concerns about the apps being used outside of, and brought into, the enterprise environment. Monitoring application behaviours, data leakage, and supporting apps across BYOD devices all weigh on the C-suite. Ultimately, they need control of security and governance across corporate apps and data.

Address your customer’s concerns by exploring opportunities for mobile application management that are delivered within an EMM solution. Highlight the plethora of benefits available, including containerisation, management of the app lifecycle, and increased visibility of app usage.

5. Access sensitive data on demand

Your customer’s C-suites need access to corporate data wherever they are. By making data accessible outside of the enterprise, your C-suite customers can make informed business decisions on the spot, using accurate information. This also increases operational efficiencies and user productivity.

When addressing this requirement, emphasise to your C-suite customers the levels of authentication that can be offered by an EMM solution. This will allay any fears that sensitive data is being accessed by unauthorised personnel or those who are in an unrelated area in the business.

Takeaways:

  • Think: Your customers need to understand that the full feature set of EMM makes it a strategic investment, not just another tool for the IT department to play with.
  • Act: Address your customer’s concerns by exploring opportunities for mobile application management that are delivered within an EMM solution.
  • Lead: An EMM solution will help the C-suite to meet their business goals of operational efficiency, cost-effectiveness, productivity, and improved security.
  • Share: EMM solutions take your C-suite customers beyond a ‘mobile-first’ mindset and offers long-lasting benefits for their business and their end users.

The Trusted Advisor Blueprint: How to identify and land an enterprise mobility management (EMM) opportunity