Mobile Device Management: Why MDM is Non-Negotiable for Businesses

Mobile Device Management: Why MDM is Non-Negotiable for Business
Mobile Device Management: Why MDM is Non-Negotiable for Business

An inexperienced traveling nurse takes a picture of a patient. An intern falls for a phishing email and downloads a malicious app onto his company-owned phone. An easily distracted worker spends hours scrolling on Instagram. 

Organizations across industries are facing these sorts of issues. And there’s a single main solution: Mobile Device Management (MDM). 

An astonishing 50% of organizations either aren’t using MDM, or are using it incorrectly. In an era when over 70% of fraud transactions originate from mobile devices, this is unacceptable.  

It’s time for you to do your clients a favor – by asking them about adopting an MDM. 

The Intelisys portfolio includes a wide variety of MDM solutions. Some of your clients might already have MDM, but they need help configuring it. Others are starting from scratch.  

No matter where an organization is in the process, they need an MDM solution that works. Below, we’ll explain why – so that you can master the MDM conversation.  

3 Key Business Challenges Driving MDM Adoption 

There’s a reason MDM adoption is an especially hot topic: The current landscape, defined by complex threat actors and the proliferation of mobile devices, makes MDM more essential than ever.  

In particular, there are 3 challenges driving the adoption of MDM: Compliance requirements, “BYOD” concerns, and productivity management.  

Compliance Requirements 

While any organization can benefit from MDM, the need is especially urgent in industries with stringent compliance requirements. 

In general, the most heavily regulated industries are those where businesses are handling large amounts of customer data, including: 

  • Healthcare 
  • Fintech 
  • Legal professions 
  • Banking 
  • Manufacturing 

Over half the cyber threats in the country originate from a “mobile device” – which includes tablets as well as cell phones. For organizations in heavily regulated industries, securing those devices is often necessary to maintain compliance.  

BYOD Security Concerns 

Today, an estimated 82% of businesses have a “bring your own device” (BYOD) policy for employees. Allowing team members to access work-related apps on their personal devices can be great for productivity – but it also creates vulnerabilities. 

For a look at how serious these breaches can be, consider the following statistics: 

  • In the past year, 85% of organizations faced a mobile cyberattack. 
  • 90% of successful breaches in corporate environments are caused by mobile phishing attacks. 
  • In recent years, we’ve seen a 50% increase in mobile malware attacks. 

Preventing these breaches is an urgent need – but organizations across industries are struggling to secure applications and “containerize” corporate data on personal devices. Thankfully, MDM solutions can help.    

Productivity Management and Control 

Mobile devices are great for unlocking productivity, but they also offer distractions. Companies want their employees using mobile devices to communicate quickly while effectively completing tasks – not for mindless scrolling. 

MDM solutions allow organizations to block or control the use of certain apps, especially on corporate-owned devices. They can even use “geofencing” technology to prevent the use of specific apps in certain places, and at certain times of day.  

People in all industries are vulnerable to distraction – meaning the potential productivity gains offered by MDM will appeal to a wide variety of clients.  

The Main Mobile Threats 

When we talk about cyber threats enabled by mobile devices, what exactly do we mean? Here are 3 threats to consider when helping clients develop a mobile security strategy. 

Malware and Data Theft 

Bad actors can use malware to secretly access sensitive information – including messages, photos, and location data. Oftentimes, malware like “MOONSHINE” and “BADBAZAAR” is hidden within apps that appear legitimate to users.  

Without a BYOD security policy in place, mobile device users can leave data vulnerable to these malicious actors.  

Financial Fraud and Extortion 

Some malicious applications, known as “SpyLoan” apps, disguise themselves as legitimate services on app stores – only to collect personal data and access other apps on the device. 

These harmful apps have already been downloaded millions of times. When employees let such an app onto their device, they expose the customer data that’s also held there. This leaves the organization vulnerable to harassment, fraud, and extortion.  

Insecure Data Transmission  

When data is sent over unencrypted channels, it’s left susceptible to interception – known as a “man in the middle” attack.  

Unfortunately, not all apps encrypt sensitive data before sending it. Worse still, some of the most popular Android apps have been found to accept all certificates and hostnames. This creates a dangerous situation for the organizations whose employees might be using these apps to transmit consumer data.    

MDM Solutions In the Intelisys Portfolio 

The Intelisys portfolio offers MDM solutions for securing data, remaining compliant, and boosting productivity. 

One of our suppliers, AireSpring, emphasizes the importance of MDM: 

“In today’s mobile-first world, managing endpoints isn’t optional — it’s mission-critical. Mobile Device Management is no longer just about security; it’s about business continuity, compliance, and control. At AireSpring, we view MDM as the foundation for any smart mobility strategy.”
“Whether a company is juggling BYOD challenges, managing remote workforces, or navigating regulatory landmines, a well-executed MDM solution is the safeguard that ensures productivity doesn’t come at the cost of security.” 

There are 2 general situations you’ll encounter with organizations: 

  1. They already have an MDM solution like Microsoft Intune, but they need help setting it up and managing it. In this case, a supplier would configure and manage the MDM for a fee.  
  2. They don’t have any MDM infrastructure at all. A supplier can license an MDM solution for them – and then either manage it, or hand it over to the organization to manage themselves. For example, we have suppliers who will license and configure IBM’s MaaS 360 MDM for clients.  

When you start discussing Mobile Device Management with stakeholders at an organization, try to determine which of these scenarios applies to them. Then, you can specify your recommendations from there. 

Positioning MDM Within a Larger Mobility Strategy 

MDM isn’t an isolated concern for companies, but an integral component of a larger mobility strategy. When you make organizations understand this, you help them ensure mobile devices have a positive effect on operations – while also opening the door to cross-selling opportunities. 

In particular, you should suggest that organizations enact a wireless expense management strategy at the same time they adopt MDM. There’s often an overlap between expense management and security. Organizations might want to address both concerns at once – especially if they’re expanding their number of devices or revamping their IT infrastructure.  

It’s also worth asking stakeholders about device “end of life” management. Are they properly wiping the data from discarded devices? If not, that’s something they need to address – and you can offer them solutions.  

Common MDM Misconceptions  

When discussing MDM with clients, there are several misconceptions you might face. Luckily, you can alleviate most concerns with a simple discussion of how MDM solutions really work.  

Here are some common misconceptions you might encounter: 

  • “Employees will feel like ‘Big Brother’ is watching.” If you hear this, remind companies that they can containerize the MDM so it only affects work-related apps. Organizations can also choose to give employees corporate devices so that the “they’re reading my private texts!” concern goes away. 
  • “Employees will just find “back door” ways to access what they want.” This is a genuine concern, but companies can address it by properly configuring their MDM solutions. For example, let’s say users are bypassing controls on an app-based platform by accessing the platform through their web browsers. You can resolve this by adding the platform’s website to a “do not allow” list.  

Organizations might need some help implementing MDM solutions in a way that truly enhances security and productivity. This is where you can step in and position yourself as a trusted advisor.  

Discovery Questions for the MDM Conversation 

To help Sales Partners start MDM conversations with clients, we’ve compiled a list of potential discovery questions.  

And which questions should you ask? That depends on the organization’s main concerns. Are they most worried about security? Device management? Productivity? Costs?  

We’ve created specific questions for stakeholders with each of these concerns in mind.  

Business & Security Needs 

  • How does your company currently manage and secure employee mobile devices (corporate and BYOD)? 
  • What security challenges have you faced with mobile devices – such as lost devices, data breaches, or unauthorized access? 
  • Do you have compliance requirements (HIPAA, PCI, GDPR, etc.) that demand mobile device security and management? 
  • If the information on your mobile devices fell into the wrong hands, would it be detrimental to your business? 
  • Do you have a cybersecurity insurance policy? What does it say about not having a MDM?  

Device & Application Management 

  • How do you ensure employees have access to the right business apps while preventing access to unauthorized ones? 
  • Do you have a policy for remotely locking, wiping, or tracking lost or stolen mobile devices? 
  • How do you currently deploy and update software, security patches, and company apps on employee devices? 

Productivity & User Experience 

  • Have you experienced any productivity issues due to mobile device downtime, app malfunctions, or security threats? 
  • Would a single platform to monitor and manage all mobile devices (smartphones, tablets, laptops) improve efficiency for IT and end-users? 

Cost & IT Resources 

  • How much time does your IT team currently spend managing mobile devices, troubleshooting issues, and enforcing policies? 
  • Are you looking for ways to reduce costs associated with mobile security breaches, data overages, or lost productivity due to unmanaged devices?  

Take Advantage of MDM Opportunities 

Ready to take advantage of the robust MDM solutions in the Intelisys catalog? Well, here’s the next step: Review your customer base for MDM opportunities, then reach out with some of the discovery questions listed above! 

For more resources about our MDM suppliers, contact Intelisys now. And be sure to schedule a consultation with our supplier experts to learn more about specific solutions.  

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Eddie Acosta

Senior Vice President, Sales

Eddie Acosta serves as Senior Vice President, Sales, where he leads the Intelisys regional sales and business development teams, while architecting the strategy to drive revenue growth and develop exceptional relationships with partners across the United States. In this role, Acosta also oversees the Solutions Engineering and Advanced Technologies teams, driving vision and creating synergies among the teams to best support Intelisys suppliers, partners and the end customer.

Acosta has more than 20 years of sales and management experience in the cloud-based technology services industry. His experience includes leading and managing sales leaders and channel managers, developing and executing go-to-market channel strategies and nurturing strategic partnerships.

Jolynn Antonacci

Vice President, Marketing

As Vice President of Marketing for Intelisys, Jolynn Antonacci oversees the organization’s overall marketing, brand and enablement strategies to support business objectives and drive sales partner success. She is responsible for developing and executing marketing initiatives in close collaboration with the sales team, focusing on events, enablement, and education, ensuring that Intelisys sales partners have the tools and resources needed to grow their business.

Antonacci is a proven channel leader with 20 years of experience driving business growth, executing innovative strategies and fostering strong relationships within the channel. With experience working with both suppliers and sales partners, she has a unique perspective on the business, leveraging her deep industry knowledge to drive impactful results.

Katherine White

Vice President, Channel Exchange

Katherine White serves as Vice President, Channel Exchange, focused on expanding cloud sales, operations, and delivery. She oversees SaaS distribution through Channel Exchange, a modern platform that enables Intelisys sales partners to accelerate procurement, meet customer needs, and expand into new service areas.

White joined ScanSource as Vice President of Business Strategy in 2021, bringing two decades of leadership in sales, operations, and finance, along with a proven history of building relationships and driving organizational change. In that role, she developed and maintained ScanSource’s strategic vision and ensured alignment with its growth goals and core values.

Ken Mills

President

Ken Mills serves as President of Intelisys and is committed to driving growth for Intelisys and our partners. As a distinguished technology executive with over two decades of experience, Ken has previously held leadership roles at EPIC iO, Dell Technologies and Cisco, and served as a fellow with the U.S. Department of State. His strategic mindset has been an integral part of launching innovative products and solutions in the fields of AI, IoT, and 5G. Ken is driven by his curiosity and passion for groundbreaking technology and complex problems, and constantly explores new frontiers in the world of technology.

Monica Lutes

Director, People & Culture

As Director, People & Culture, Monica has worked closely with Intelisys employees and leaders since 2018 and has worked with ScanSource companies since 2016. A Human Resources professional with 11 years of experience encompassing all areas of HR, especially employee relations, recruiting, compliance, and training, Monica approaches her role as Director, People & Culture from a consultative perspective. Her goal is to provide advice and guidance to leaders so they can focus on growing the best teams for the business while also supporting employees’ goals.

Ansley Hoke

SVP Marketing, ScanSource, Inc. and Intelisys

Ansley Hoke is the Senior Vice President of Marketing at ScanSource, Inc., a role she has held since 2019, and extended her leadership to include Intelisys in 2023. She joined the company in 2001, serving in merchandising leadership roles for ScanSource POS and Barcode, including acting Vice President of Merchandising and then later VP of Merchandising for ScanSource Catalyst and overall VP of ScanSource Catalyst. She oversaw sales, supplier relations, and services. Known for her pivotal role in creating effective marketing strategies, Ansley has been integral in driving demand, enhancing partner programs, and significantly contributing to the company’s revenue growth and channel relationships.

Mike Baur

CEO of ScanSource, Inc. and Interim President of Intelisys

Mike Baur serves as Chairman and Chief Executive Officer at ScanSource. Mike has served as the Company’s President or CEO since its inception, as a director since December 1995, and as Chairman of the Board since February 2019. Mike has developed a deep institutional knowledge and perspective regarding ScanSource’s strengths, challenges and opportunities. He has more than 30 years of experience in the IT industry, having served in various leadership and senior management roles in the technology and distribution industries before joining ScanSource. Mike brings strong leadership, entrepreneurial, business building and development skills and experience to the Board.

Stephanie Bouras

Regional Vice President, Southeast

Driven by a partner-first philosophy and a passion for innovation, Bouras embodies a leadership style that’s both compassionate and data-driven. As the Regional Vice President, Southeast, at Intelisys, she’s leveraged her extensive marketing and sales experience to propel her team to new heights. A firm believer in aligning herself with her partners, she sees herself as a collaborator and an integral part of their business. This perspective has allowed her to forge deep connections and drive success. A Florida native, Stephanie’s attention to detail and unwavering commitment to her partners have been key factors in her success.

Michael Raspanti

Regional Vice President, Northeast

Michael joined Intelisys in June of 2020, as a long-time channel veteran. He is responsible for leading the Northeast Region, helping continue the tremendous momentum in one of our strongest markets while also recruiting new up and coming partners that will be the growth engine of our future success.

Kristy Thomas

Vice President, Partner Experience and Enablement

Thomas is responsible for Sales Partner enablement and education for all our technology segments, including CX, managed security, mobility, and connectivity. With over 20 years of executive background in telephony, UCaaS, CCaaS and Cloud services, Kristy enables her customers to think broader and deeper as she guides them through their decision journey. Some of the biggest deals in the channel have become a reality thanks to the expertise and humble excellence Kristy brings to her client’s projects.