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:
- 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.
- 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.
