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MDM is Calling: Does your Business MDM is Calling: Does Your Business BYOD is here. It s not coming tomorrow, or a month from now. The famed bring-yourown-device movement is here today, and it s here to stay and whether business owners like it or not, today s employees are leveraging personal devices to access corporate data and applications. Terms like BYOD and IT consumerization that were once considered mere buzzwords have become part of our daily tech vocabulary, and the influx of personally-owned mobile devices entering the workplace isn t showing any signs of slowing down. In fact, Gartner predicts that by 2017, half of employers will require workers to supply their own mobile devices for work purposes. The analyst firm also forecasts that by 2018, 70% of mobile professionals will conduct their work on personal smart devices. For MSPs and IT solution providers, the message is clear: SMBs want BYOD, and understand its benefits but in many cases simply aren t sure how to actually draw up and implement an effective mobile device management (MDM) policy. The good news? This creates a golden opportunity for you to step up and demonstrate your value as a service provider. After all, mobile devices are simply another endpoint to be monitored. answer CONTENTS Why Do Businesses Have to Manage Mobile Devices? Verticals & Targeted Mobile Opportunities Key Features & Purchase Considerations So... How Do I Actually Make Money From This? Conclusion www.continuum.net 2
Why Do Businesses Have to Manage Mobile Devices? Chapter 1 MDM is Calling: Does Your Business Why can t they simply let employees use their own devices as they wish? They re more productive, more efficient, and more responsive (especially on weekends) so why the need to actually manage these mobile devices? Employees want to maintain one device for both work and play they want to access their work email, then check Facebook, play a game, and review an upcoming presentation during lunch. This need for dual personas is exactly what sparked the creation of modern MDM technology because permissions, restrictions and access requirements for personal and corporate data are very different from one another (and need to be treated as such). Think of MDM as a container of sorts, one that allows businesses to completely separate work from play on employee-owned devices. Anything placed in the work container will stay there, and a user can continue accessing it as long as they have the appropriate permissions. In some cases, the end-user experience is identical whether an MDM policy is deployed or not but from a management perspective, the ability to control that container (and the flow of information to and from it) is invaluable. Here s an example: A waiter is hired at a popular restaurant with a high employee turnover rate. The restaurant uses a mobile application to take orders, and requires that the staff install the app on their personal devices. After 6 months, the waiter decides to leave; with MDM, the restaurant is able to selectively wipe the device he was using removing only the restaurant app and related information, leaving all other data untouched. Here s another good example: Let s say you ve got a doctor s office as a client. The doctor takes a weekend vacation, and brings an ipad containing all of the office s patient records and information. What happens if the ipad is lost or stolen? With an MDM policy in place, the device can be completely wiped clean to eliminate the risk of a data breach. www.continuum.net 3
MDM is Calling: Does Your Business As long as there s a desire for BYOD, there will be a need for MDM the risks of letting unmanaged mobile devices run free throughout the workplace (and beyond) are simply too great. Verticals & Targeted Mobile Opportunities Chapter 2 Beyond general MDM adoption and use cases, there are a number of specific vertical opportunities for MDM providers. These industries have unique mobility and application requirements, and for businesses in these markets the question is often not if an MDM strategy is the right approach it s simply a question of which technology is the best fit. Let s look at a few verticals where MDM technology is a must-have: PATIENT: 204839 BLOOD: A+ AGE: 30 STANLEY SIMONS Healthcare Compliance is really the key here in a word, HIPAA. Medical images, patient data, and all sorts of confidential information are being stored on mobile devices today. Hospital employees communicate via text message, records are being digitized and shared via mobile devices, and more. There s zero tolerance when it comes to breaking compliance in today s healthcare industry, which makes nearly any managed IT services offering in this space a lucrative opportunity. Financial Services Data security is a top concern when it comes to MDM, and is absolutely top-of-mind for financial services institutions. If a bank employee loses a phone, how can the bank ensure the protection of any customer data that was accessible on that phone? What steps (if any) can they take to control the device once it s left the premises? As with healthcare, the business case for MDM adoption is crystal clear all that s left is for you to demonstrate the value of your offering. Retail MDM in retail may not be as missioncritical as in the aforementioned two verticals, but it s quickly gaining traction in today s age of mobile payment systems. Whether it s a food truck or a clothing store, the need to protect credit card data and transactional information is essential. The convenience of swiping a credit card through a phone can lead to a slew of security risks if mobile devices aren t properly protected. ORDERS To GO www.continuum.net 4
MDM is Calling: Does Your Business Education Mobile technology can play a powerful role in education today, providing students with access to information and applications right at their fingertips. What s more, these devices are often shared between multiple students who may be accessing different information. MDM allows administrators to ensure students are accessing only the data and applications they need to complete schoolwork. Key Features & Purchase Considerations Chapter 3 So what should you be looking for when shopping for an MDM solution? Not all mobile device management offerings are created equal, and must-have features can differ quite a bit from one business to the next. Think about your customers, any verticals you re currently servicing and anything else that might create unique requirements for your MDM strategy. Here are a few of today s more popular MDM capabilities: Passcode Enforcement Requires a passcode in order to unlock a device, and allows management to determine the length and complexity requirements for that passcode. In highly-restricted environments, additional fail-safe measures can be enabled, such as remote wiping a device if an incorrect passcode is entered 10 times. Touch ID or Enter Passcode 1 2 3 4 5 6 Geofencing This allows employers to restrict access to certain data and applications based on device location. When a device is in the office, the camera may not work, and social media apps may not be accessible. Once an employee has left the office, however, these are immediately restored. It s also possible to enforce multiple location-based policies simultaneously (i.e. for employees who are regularly working across multiple locations). Jailbreaking & Device Rooting Alerts Jailbreaking and device rooting both describe a user s attempt to bypass restrictions that are in place on a given mobile device which is bad news for everyone involved. If a user has any issue with the MDM policy in place on their device, they should take it up with their employer trying to work around the restrictions will only introduce unnecessary risk. Jailbreak alerts help to notify management of these issues before they become even bigger problems. 7 8 9 Emergency 0 Cancel Application Restrictions Provides control over which applications can be installed and/or used on a given device. On an iphone, for instance, things like Siri, FaceTime, and icloud can all be disabled. Lists of blacklisted and whitelisted apps can also be created, all of which help business owners ensure that the right applications are being installed and configured appropriately. www.continuum.net 5
So... How Do I Actually Make Money From This? Chapter 4 MDM is Calling: Does Your Business All of these MDM benefits sound great, don t they? You can help your clients improve employee productivity, support BYOD, better secure their workplace, and more. But exactly how great is the opportunity for you the MSP? Let s look at a hypothetical example: Say you re an MSP serving 200 customers, each of which has an average of 25 employees. If all of those employees have a mobile device, you re looking at 5,000 devices to potentially manage with MDM. And to keep our numbers round, let s assume you re paying $5 a month for your MDM solution, and you re charging your clients $10 per month for a base MDM package. If you start by capturing just 10 MDM customers from the group of 200, that s $1,250 in profit every month $15,000 annually. Not bad, right? And in reality, the opportunity is likely even greater. Many employees are likely to have more than one device, which can help drive your margins even higher. Once you re comfortable providing MDM services to this initial group, simply rinse and repeat. If you can turn those 10 MDM customers into 50, you ll be sitting on $75,000 in new annual profits. If you can manage to capture all 200, that s $300,000. Conclusion At the end of the day, users want to leverage their personal mobile devices to operate more productively and business owners get it. According to SMB Group, 67% of SMBs view mobile solutions and services as critical to their business. The opportunity is out there, and as an MSP you re poised to step in and act as a true mobility expert. With the right solution and strategy in place, you can provide your customers with a healthy, balanced approach to mobile device management; one that keeps employees, managers and your bottom line happy as can be. Ready to take on MDM? Learn more on Continuum s mobile device management offering with a complimentary consultation: answer www.continuum.net 6