5 ways to sell more EMM projects

Increase your opportunities to sell more EMM projects by identifying and resolving your customer's 5 common concerns about mobility.

Most businesses now realise the benefits of a mobile-enabled workforce but some remain sceptical about the technical and security aspects. Obviously, you know that enterprise mobility management (EMM) provides a suite of tools that address most of those concerns. But you need to know exactly what it is that scares your customers – and why. With this information, you’ll be armed to sell more EMM projects into both new and existing customers.

Here are five of the most common stumbling blocks you need to address for customers who are looking to go mobile. If you can address each of these during your discussions, there’s a much higher chance of selling in more EMM projects.

1. Bring your own device (BYOD) – on your customer’s terms

Those businesses yet to adopt BYOD tend to have a single overriding concern – control. Even in the face of overwhelming evidence proving that BYOD is beneficial for businesses, the loss of control frightens many C-suite executives.

The assumption is that BYOD is a veritable free-for-all, allowing any employee to connect any device to the company network, accessing anything they want. In some instances, this reality has been all too true for some businesses.

“79% of employees in high-growth markets believe the constant connectivity associated with BYOD enables them to do their jobs better. However, these benefits to the enterprise may come with higher risk, as 17.7% of survey respondents who bring their own devices to work claim that their employer’s IT department has no idea about this behavior, and 28.4% of IT departments actively ignore BYOD behavior.” – Ovum and Logicalis ‘BYOD: an emerging market trend in more ways than one.

It is key for partners to allay these fears by demonstrating the control benefits within an EMM solution. EMM is crucial to defining permissions, authentication levels, and policies that give control over every connected device and the data stored on it.

Emphasise to your customers that BYOD can be managed effectively and efficiently – so long as they have the right tools in place. The ability to control access, usage, and downloads across all devices connected to the enterprise network provides the reassurances your customers need to push ahead with a mobile strategy.

2. Reducing costs

The one phrase sure to excite your customer’s CFOs and peak their interest in an EMM solution is “cost reductions”. Every decision they make comes down to balancing operating needs against the associated costs. In fact, a 2016 Spotlight Report on BYOD and Mobile Security highlights that ‘reduced cost’ is the main driver of BYOD for 47% of businesses.

Yes, there is an outlay for EMM, but your customer’s initial spend is quickly recouped in both monetary and efficiency terms. Demonstrate to your customers the savings that can be made by using an EMM solution. Over time, the costs saved in managing mobile devices and the increased productivity from better-equipped employees will help generate significant ROI across the company.

“IT leaders can spend half a million dollars to buy and support 1,000 enterprise-owned tablets, while they can support 2,745 user-owned tablets with that same budget. Without a stipend, direct costs of user-owned tablets are 64% lower.” – Frederica Troni, Research Partner at Gartner.

3. Simplified management

Although the CFO will be thrilled about potential cost savings by allowing users to bring their own equipment to work – or even using corporately owned and personally enabled devices – the CTO won’t. Complexities surround the investment needed to support multiple devices, operating systems, and apps at any given time.

  • 32% of businesses provide ad hoc support, but lack a formal process.
  • 27% provide limited support for designated mobile models.
  • 23% of businesses provide no support whatsoever, making individuals responsible for supporting their own devices.

[2016 Spotlight Report]

When discussing EMM with the CTO, ensure that they understand how the system can streamline operation management. They will be most interested in how you can save them time and resources. After all, mobile device management is not their only job.

Demonstrate to the CTO that EMM solutions also help them to:

  • Manage apps on multiple platforms and securely deliver them to end users.
  • Deploy software patches, updates, and upgrades to all connected devices.
  • Define and apply access controls already applied to the internal network to new external devices.

An EMM platform can help with all these challenges – and more. Make sure you understand the CTO’s concerns, and show them how EMM will reduce their workload.

4. Improving security and compliance

Mobile computing is every compliance manager’s worst nightmare. High-risk scenarios multiply exponentially when external devices are brought in and out of the enterprise network, and even when corporate devices are personally enabled. The CTO is increasingly under pressure to ensure that data is properly secured, a feat that is becoming even more challenging.

“Of the 588 US IT and IT security professionals surveyed who are employed in Global 2000 companies, 67% say they it is certain or likely that their organisation had a data breach as a result of employees using their mobile devices to access their company’s sensitive and confidential information.”
Ponemon Institute: 2016 Cost of Data Breach Study, Global Analysis

Your customer’s concerns about security and lack of compliance are genuine. EMM allows your customers to apply rules and frameworks that limit access to sensitive data, and raise the overall level of security inside and outside the company firewall.

EMM allows the CTO to demand that user devices are running a minimum operating system level before they connect, or preventing the use of outdated apps when accessing company data. The ability to enforce security in this way will help increase confidence that BYOD and personally enabled devices are safe ways to work – allowing your customers to reap the wider benefits of a mobile workforce.

5. Controlling circumstances beyond the enterprise

The CFO and the CIO will have nightmares about lost and stolen mobile devices. Aside from the financial value of the device itself, the data stored on it could be extremely sensitive. Worse still, a lost device could be used as a doorway direct into the customer’s network.

Your customers could be overlooking simple security techniques that will help to prevent data breaches in the event of device loss or theft, such as passwords per user.

“My advice to companies who want to protect themselves from security threats is make sure employees use strong passwords on all devices. Passwords are the first line of defense, so make sure employees use passwords that have upper and lowercase letters, numbers and symbols. It's also important to use a separate password for each registered site and to change it every 30-60 days. A password management system can help by automating this process and eliminating the need for staff to remember multiple passwords.” — Bill Carey, VP of Marketing for Roboform, a password manager and form filler app.

Resolve these concerns by demonstrating to your customers the levels of security and control offered within an EMM solution. From user authentication at device and file level, to total remote wiping and back-up and restore options, EMM solutions can help your customers to secure and control devices, wherever that device may be.

Your customers have genuine concerns about security, cost, control, and the management of mobile devices. Make sure you know how to address each of these concerns, demonstrating how EMM can resolve their business pains and fulfil their needs.


  • Think: You can better manage lost devices and protect corporate assets with EMM. This will be a major selling point for your customers.
  • Act: EMM stops BYOD becoming a free-for-all data security nightmare. Build your customer's strategy around any security issues so that their concerns can be mitigated early on.
  • Lead: EMM helps the CTO and technical teams streamline support operations. With this in mind, can you upsell onto the existing account, or sell more to prospects by honing in on the demonstrable value between the C-suite and other business operations?
  • Share: IT costs are significantly lower with EMM-controlled BYOD practices. Share implementation success stories from your existing customers to new prospects and drive home the value of EMM to reduce costs.

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