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Selling MDM: It’s Easier Than You Think


Nov, 15

Selling MDM: It’s Easier Than You Think

mdm_devicesMobile device management (MDM) has shifted from a luxury service to a must-have. But while you may understand the necessity, your clients probably do not. So, how do you make the sale?

Explain the Risks

You and I get it. The risks of unprotected mobile devices accessing your clients’ networks should not be ignored. Trouble is, your clients don’t even know the risk exists. Your first hurdle is educating them on the risks of foregoing the protection that MDM offers.

When talking with your clients, ask them if they know how many of their employees are accessing their corporate emails, contacts, and calendars on their mobile devices. How many employees are using Dropbox or another mobile app to save files to work on at home? Chances are, they don’t know.

According to a Harmon report, at least 60% of workers use their personal mobile device to do some type of work outside of the office. What happens when one of those devices goes missing? Maybe nothing. Or maybe the employee didn’t like having to enter a password every time the device timed out so he deactivated the passcode.  Maybe that person is the head of HR and just saved confidential employee records to his phone. How does your client feel about that mobile device getting lost or stolen? What are the consequences if it ends up in the wrong hands?

The key is describing a scenario that your clients can imagine actually happening so they can really see and feel the potential impact.

What Else?

There’s more to MDM than protecting confidential information, so don’t forget to bring all the other benefits into the conversation. Here are a few other ways you can use MDM to make your clients’ lives easier:

1.       Configure corporate Exchange email, VPN network, and Wi-Fi settings

2.       Restrict access to app stores, explicit media, use of the web browser and websites such as YouTube, the ability to screen capture, the use of voice dialing or voice assistants, and the use of the camera

3.       Remove any policies and configurations that were deployed to the device when it was under management in the event an employee leaves the company, leaving personal information intact

4.       Attempt to pinpoint the physical location of a mobile device when it is reported lost or stolen

5.       Alert clients when activity spikes occur based on pre-configured thresholds to avoid costly data overage charges

The point is, if you can clearly explain the risks of foregoing MDM and illustrate the added benefits, it’s easy to sell MDM to your clients. Your clients have enough to think about. Take one more worry off their plate and you’ll both reap the rewards. Check back  next time when we’ll cover the final piece in our MDM series, MDM pricing models.

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mike_zornowMike Zornow, Product & Market Business Analyst
LabTech Software

As an avid traveler, Mike is always on-the-go, so he knows what it’s like to rely on a mobile device to stay connected. He brings a wealth of firsthand knowledge to our product management team to ensure we’re delivering mobile device management (MDM) solutions that meet your needs.

In his role as Product & Market Business Analyst, Mike works with our product management and development teams to facilitate third party integrations in the area of mobility. Prior to joining LabTech Software in 2012, Mike spent five years working for Infinity Systems, a managed service provider (MSP) in southwest Florida. This experience gave him a deep understanding of the MSP industry that enables him to better uncover the needs of our partners and devise solutions to meet those needs.

Mike started at Infinity Systems as a network administrator where learned the importance of adhering to a proactive approach to systems management. During his time there, he was also involved in the implementation and testing of MDM solutions. He brings that experience to his current role where he is tasked with developing our future strategy around MDM and other initiatives around mobility.

Mike has a Bachelor of Science degree in Computer Information Systems from Florida Gulf Coast University. In his free time, he loves to golf and is an avid Green Bay Packers fan.

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