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January 29, 2015

Selling MDM: It’s Easier than You Think

Mike Zornow
Product & Market Business Analyst
ConnectWise, Inc.
Mobile Device Management (MDM) Selling Tips

Mobile 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.

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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. And 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 in next time when we’ll cover the final piece in our MDM series, MDM pricing models.

Selling Mobile Device Management

Clients may not understand the risk they face. Here’s how to explain why MDM is essential.

Mike Zornow Product & Market Business Analyst
ConnectWise, Inc.

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.


One thought on “Selling MDM: It’s Easier than You Think

  1. nod32 says:

    restrict access with vpn to internal network is important because whenevere a phone get lost adminitrators are able to disable its access to the network.

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Selling Mobile Device Management

Clients may not understand the risk they face. Here’s how to explain why MDM is essential.