3 Strategies to Sell IT on Making Sales Teams Mobile

Chris Corbet | Brian Adams

Introductions

Chris Corbet Director of Sales, IBM MaaS360

Brian Adams Sales Manager, IBM MaaS360

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Agenda

State of Mobility Overview Mobile Sales Success Stories Sales and Mobile Usage Today Strategies for Sales to

Sell IT on Mobile Strategies for IT to

Sell Sales on Mobile Q&A

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Poll question

What is the primary tool your sales organization uses for customer meetings?

A. Smartphone B. Tablet C. Laptop D. Paper

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The State of Mobility

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Device Diversity and Evolution

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Device Evolution • Desktops • Laptops • Smartphones • Tablets • Wearables • Internet of Things • …

Device Evolution • Desktops • Laptops • Smartphones • Tablets • Wearables • Internet of Things • …

MDM Evolution • Enforce passcodes • Locate • Lock • Full wipe • Selective wipe • Remote control • …

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App Explosion and Evolution

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MAM Evolution • Blacklist / whitelist • Custom app catalog • Updates / licensing • Discovery • App wrapping • Network access • …

App Evolution • Emails • Games • Social networks • Content sharing • Productivity • Enterprise apps • …

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Surging Demand for Content and Collaboration

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MCM Evolution • Push • Expire • Custom doc catalog • Cloud file shares • Enterprise

repositories w/o VPN • …

Content Evolution • Emails • Network folders • SharePoint • Personal cloud file

shares • Enterprise file shares • …

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Mobility is Essential to Road Warriors

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The 4 Horsemen of Mobility

Devices Apps Content Identity

Customer Engagement

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Mobility Drives Sales Success – Best-in-Class

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Poll question

Is your company deploying mobile apps to enable the sales organization?

A. Yes! B. Not yet, but actively working to do so C. Not being actively considered at this time

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Mobile Sales Success Stories

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Field Sales Teams

Challenges • Needed a fully integrated solution to manage

the growing use of smartphones, tablets & apps throughout sales

• Existing server-based MDM product was unreliable and could not scale to meet existing demand & future BYOD program

• Needed a more efficient way for employees to quickly & easily research, recommend & request apps

Solution & Benefits • Deployed to over 20,000 mobile devices in

less than 30 days • MaaS360 Mobile Application Management

to distribute, update & secure hundreds of public & private apps

• Scaled deployment to 70k devices and over 800 apps globally

• Streamlined mobility intelligence for compliance & audit purposes

Large research-based pharmaceutical company “We no longer have to plan infrastructure maintenance for managing

mobile devices or pushing applications. MaaS360 gives us the flexibility we need to meet changing business requirements and allows us to focus

more on our enterprise mobility strategy.”

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“Gone are the days of lugging heavy laptops to sales presentations or printing hundreds of paper enrollment forms. Customer responsiveness

has also increased with the ability to deliver quotes, information and forms as requested, on the spot.”

Insurance Agents

Challenges • Replacing laptops & BlackBerry devices with

iOS & Android smartphones & tablets • Needed to manage all of these new devices

through a single solution • Did not want any in-house servers or hardware

that would require time & money to upgrade, manage & update

Solution & Benefits • Confidence that device & data are secured • Ability to push up-to-date content to users

without risk of data leakage • More productive employees & better customer

service due to faster response times • Reduction in paper waste & printing costs

related to policy enrollment forms

Insurance provider with international locations

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Sales and Mobile Usage Today

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Email is Still the Killer App

• Easy email profile setup • Email access control • Email container separate

from personal emails • Data leak protection

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Enterprise Sales App Catalog

Give them the Apps they need: • CRM • Communication • Collaboration • File repositories • Social • Travel • Expense reporting • Private corporate apps

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Enterprise App Discovery Portal

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• Peer to peer app

collaboration • Find apps being used

across teams • Ratings and reviews • Request apps

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Access, Secure and Contain Documents

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• Contracts • Agreements • Sales Materials via

SharePoint Windows File Share IBM Connections Box Google Drive Office 365 CMIS

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Document Editing, Sync and Share

• Office productivity app to create, edit & save documents – Last minute changes to

sales slides or proposal

• Sync files across devices for seamless access

• Securely share files to partners, consultants & contractors

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Intranet Access and Secure Browsing

• Corporate intranet access & network without VPN needed

• Legacy web apps • Data leak protection • Web filtering by category for

enterprise security policies

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Poll question

How do you get access to work content on a mobile device? (check all that apply)

A. Emails & attachments B. Network folders (e.g. Windows File Share) C. SharePoint D. Personal cloud file shares (e.g. Dropbox) E. Enterprise file shares (e.g. IBM Connections, Box) F. Other

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3 Strategies for Sales to Sell IT on Mobile

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Easy to Manage Mobile

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• Get started instantly with EMM • Support BYOD, CYOD, COPE, and

shared devices • Manage & secure mobility

over-the-air • One window to all of mobile

Push the Easy Button!

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Effective Sales Enablement Drives the Top Line

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• Onboard new sales reps effortlessly

• Deploy devices, apps & content remotely

• Provide secure access to intranet & file repositories

• Self-service portal

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Data Security is More Important than Ever

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• Stop corporate data leaks • Contain emails, apps & content • Infections to mobile devices

continue to accelerate with an increase of 25% in 2014

Mobile Malware is Real & on the Rise!

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3 Strategies for IT to Sell Sales on Mobile

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Beat the Competition!

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• Apps & content at Sales Reps’ fingertips

• Adjust documents on the fly • Communicate & collaborate

from anywhere, at anytime • Give customers a more

engaging experience

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Protect Personal Privacy

• Use your own device • Separate work and play • Dual persona approach • Security applied to workspace • BYOD privacy settings

– Location data – Personal apps

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IT will be a Leader and Partner in the Business

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Trust and Teamwork

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Wrap-up

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One Platform for All of Your Mobile Assets

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Advanced Mobile Management Comprehensive Visibility & Control

Secure Productivity Suite Secure Mobile Containers

Secure Document Sharing Secure Content Collaboration

Mobile Enterprise Gateway Seamless Enterprise Access

Mobile Threat Management Robust Malware Protection

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Questions?

Submit your questions to the Q&A box for review

Ready to start your free trial? Visit http://bit.ly/TryMaaS

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