How to supercharge your EMM sales and support your customer's changing enterprise

As enterprises evolve, so should your sales approach to Enterprise Mobility Management strategies.

As your customer’s networks increasingly involves Internet of Things (IoT) connected devices, it is your job to ensure their network is still fit for purpose. 

Competition in the market is forcing vendors to develop features and functionality that better suits the needs of enterprises. Yet despite these advances, many of your customers have no idea about these new features – or what the benefits are.

The five EMM trends below directly address many of the challenges your customers face as part of their digital transformation efforts. By understanding and highlighting these developments, you can provide the solutions your customers need and maximise your EMM sales.

1. Maximise your customer’s productivity

With improved customer service being the primary focus of successful digital transformation programmes, your clients are under pressure to be present across a broad range of channels. In terms of EMM, this manifests as a greater need to be mobile, delivering customised, applications, data and content to your customer’s employees who are using devices on the move. This mobility means that productivity doesn’t have to drop. 

Businesses are increasingly reliant on a rotating workforce of freelancers, contractors and remote workers. Each of these individuals requires access to corporate data and applications, often using their own mobile devices.

EMM makes it easier to manage and control a disparate group of mobile devices, providing apps and configurations to help employees be more productive. The EMM platform can also enrol, manage and configure devices remotely – perfect for reducing the administrative burden of managing remote and temporary workers.

2. Tighten security across your customer’s enterprise

In a digitally transformed organisation, data is the most valuable asset – and it must be protected from loss, theft or leakage. The General Data Protection Regulation (GDPR) expects businesses to properly secure personal information belonging to EU citizens – otherwise they face costly fines for breaches.
 
Mobile devices represent a significant security risk because they store and access corporate data from outside the firewall, making it much harder to control. Modern EMM platforms provide three integrated approaches to help improve data security.

Mobile Device Management (MDM)

  • Help your customer to control access to the physical device and OS, and connection resources in the corporate data centre. MDM also includes remote wipe functionality to prevent data being recovered when a phone is stolen.

Mobile app management 

  • Empower your customer to deploy approved apps to mobile devices. You can also help them to move towards a more mature environment so they can build an in-house app store populated with secure apps.

Mobile Content Management 

  • Give your customers the solutions they need to secure and encrypt data on mobile devices to protect information at rest, in transit and in case of loss or theft.

3. Improve your customer’s cost control

Just because your customer’s digital transformation strategy calls for greater use of mobile computing, there is no justification for throwing money into projects without measuring return on investment. Indeed, your customer’s CFO will be extremely keen to see exactly what they are getting for their money.

EMM offers customers the opportunity to monitor how mobile devices are being used, and to adjust investment accordingly. They will also have access to raw data that shows where devices and services are over/under used, providing the insights required to better direct spend – or claim back wasted investments.

Being able to help your customers save money at the same as helping them achieve their mobile development goals is a powerful sales factor.

4. Hybrid cloud infrastructure

The traditional on-site data centre presents a number of problems to businesses that are trying to build new, more flexible ways of working. It is very difficult (and expensive) to try and scale infrastructure to reflect shifting market demands.

Cloud services offer an effective way to attain IT flexibility without significant up-front capital investment. The subscription charging model ensures that businesses never pay more than they have to as demand grows and shrinks.

As a result, many CTOs are now actively choosing cloud-based services as a way to guarantee the flexibility needed to underpin their digital transformation plans. For you as the EMM vendor this presents two opportunities.

First, a cloud-based EMM solution adheres to the subscription model and includes hosted infrastructure support, helping to reduce costs. Second, your customers will need assistance configuring the EMM platform to interface correctly with their in-house systems – which is another opportunity to sell consultancy services in addition to EMM licenses.

5. Streamlined IT operations

Historically, CTOs were heavily involved in consolidating applications to reduce operational complexity and running costs. The consumerisation of IT has undone much of that hard work however, as end users purchase apps and cloud services without CTO input.

Indeed, the modern IT environment is becoming more complicated than ever. Your customers are crying out for assistance in rationalising their systems – to simplify management and to reduce wasted spend.

EMM provides several approaches to help. Device management can be used to restrict app installation permissions for instance, preventing employees from downloading unapproved software that would then have to managed and supported by the IT team. By using EMM solutions to deploy an in-house app store, employees can be directed to the officially approved apps they need to do their jobs.

Homogeneity of device settings and apps can help the CTO to better manage their mobile estate. The time and resources freed up through rationalisation can then be reinvested in other strategic projects.

Meeting the needs of everyone throughout the enterprise

If digital transformation is about better meeting your customer’s needs, your job as EMM vendor is to help please your customer’s employees.. Obviously this work all takes place behind the scenes, but EMM helps your customer’s enterprise to operate more effectively and efficiently – which will be reflected in the profitability rates, cost savings and efficiencies of the business. 

To maximise your EMM sales it is important to remember that the solution is not a magic bullet for every digital transformation challenge faced by your customers – but it will definitely help with their overall strategy.

Takeaways

  • Your clients want to be more productive – give them the mobile management tools to succeed.
  • Security is now paramount – help your customers lock down every aspect of their mobile devices.
  • IT budgets may be increasing, but clients still need to contain their costs – and EMM can help.
  • Your clients love the Cloud – use that to your advantage when selling hosted EMM.
  • Make the CTO’s life easier – help them streamline the mobile management process.

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