EMM cheat sheet: How to grow your existing accounts and improve your revenues
At the end of a long sales process, landing a new customer feels like the end of a journey. And in a way it is; the initial relationship building is complete. But the reality is that as technology evolves, so too must your offering. Everyone knows that your most valuable source of new sales is your existing customer base – so why would you ignore that fact when it comes to Enterprise Mobility Management (EMM)?
The truth is that Enterprise Mobility Management is not a one-off sale. Your customers’ mobile strategies are evolving almost as quickly as the technology itself – and their existing EMM platform may be holding them back. This is what you need to do if you are to help them meet their strategic goals.
1. Give customers greater control of the mobile enterprise
nitially many businesses will have deployed EMM as a way to simplify the process of connecting mobile devices to the network. This is particularly true of businesses that were quick to introduce Bring Your Own Device (BYOD) programmes.
You will need to help your customers understand that mobile management is now much more granular, giving them greater control over the device and its contents. More specifically:
- Mobile Device Management gives your customers control of the actual smartphone/tablet and local settings.
- Mobile Application Management gives yours customers control over the apps and services installed on a mobile device.
- Mobile Content Management gives your customers control of the data stored on a phone and protects against loss or theft.
By extending their existing EMM platform to include these functions, you can put your customers in a stronger position to meet strategic goals without placing corporate data and assets at risk.
2. Improve your customers' data security
The recent Facebook/Cambridge Analytica storm has brought personal data security back under scrutiny – but it has also deflected attention from a more pressing matter. Ultimately the Facebook data sharing debacle is a problem for Facebook, but the General Data Protection Regulation (GDPR) affects all businesses – including your customers.
From May this year, organisations risk massive fines (up to €10m or 2% of global turnover – and even more if your company is very large) for exposing customer data. And because mobile devices carry data outside the corporate network, they represent a significant risk.
Upgrading your customer’s and selling beyond Mobile Device Management (MDM) solutions, for example, will allow customers to better control the use of data on mobile devices. Information access can be restricted to specific, approved apps for instance. Customers will also be able to prevent sharing data to unapproved apps. This will be extremely important as 83% of users expect shadow IT to grow.
All information can be encrypted and sandboxed on the device, protecting against unauthorised recovery if the device is lost or stolen.
3. Simplify mobile device management
In-house IT resources are always stretched to the maximum. Introducing yet more devices into the equation will only make things worse. Factor in the various OS, app and configuration variations, and managing IT becomes a nightmare.
Your customers are caught in a dilemma. They must increase the use of mobile devices to improve operational efficiency and to achieve their digital transformation aspirations.
Enterprise Mobility Management will help them streamline the process of enrolling devices, pushing out official configuration settings and helping to deploy apps, or direct users towards an in-house app store with officially approved software. EMM will also help to simplify the process of providing support to end-users as there will always be a centralised record of the user’s device. With multiple reasons to purchase EMM and its various solutions, partners have multiple opportunities to maximise their sales and grow existing accounts.
Users will also benefit from more efficient mobile device management. 62% of users choose to use unapproved apps because “it is quicker to set up”, while 30% claim it allows them to “get the services they want, when they want”.
Tailoring your pitch to their needs
Ultimately, selling more EMM solutions and growing your existing accounts is about solving the very real problems your customers face. The good news is that these problems are common to almost every business with mobile devices in the field.
Remember, EMM can help meet many of their most pressing strategic IT needs:
- Simplified device management – deploy, configure and support more devices, more easily.
- Enhanced data security – helping to meet statutory, regulatory and moral obligations towards protecting information.
- Granular control of the mobile estate – managing every aspect of mobile devices including OS, apps and settings.