Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.
15 essential questions you need to
ask your customers to determine
the right mobile content
management (MCM) strategy
www....
of firms lack an enterprise
solution to managing content.
The number of organisations lacking mobile
access to their conte...
of organisations stated that
mobile access was vital to
their organisation.
Only 11% of organisations
surveyed provided us...
So there’s no doubt that your customers will be feeling the
pressure to uptake a mobile content management (MCM) solution....
Step one:
Target markets
What to ask your customers…
Are you facing regulatory or
security problems because
employees, customers or
business partne...
Are you facing challenges
getting the maximum
value from, or driving
employee usage of,
existing collaboration
tools such ...
Step two:
Define requirements
What to ask your customers…
Will users need to upload
attachments from email
directly to the MCM platform?
Will they need ...
Will they need to set an
“expiration date” for such links?
Will they need to control whether
users can edit content on mob...
Step three:
Shape the critical success factors
What to ask your customers…
Are there easily identifiable
sources of content for the
most business-critical functions
such...
Have you and the customer determined who in
the organisation will be responsible for auditing
which users may access what ...
Takeaways
The MCM customer here is
the end user, and the name
of the game is driving volume.
The more users, and the more
...
The Trusted Advisor Blueprint
How to identify and land a
mobile content management
(MCM) opportunity
Assess your customer’...
Upcoming SlideShare
Loading in …5
×

15 essential questions you need to ask your customers to determine the right mobile content management (MCM) strategy

311 views

Published on

The questions you need to ask to accurately scope and sell a mobile content management (MCM) solution

Published in: Business
  • Be the first to comment

  • Be the first to like this

15 essential questions you need to ask your customers to determine the right mobile content management (MCM) strategy

  1. 1. 15 essential questions you need to ask your customers to determine the right mobile content management (MCM) strategy www.techdata.co.uk According to AIIM International, 82% of firms lack an enterprise solution to managing content. As a reseller there’s a huge opportunity to educate your customers around MCM and expand your opportunities.
  2. 2. of firms lack an enterprise solution to managing content. The number of organisations lacking mobile access to their content management systems dropped from 68% to 37% in the past year. 82% 68% 37% According to trade association AIIM International:
  3. 3. of organisations stated that mobile access was vital to their organisation. Only 11% of organisations surveyed provided users with mobile-optimised web-based access to content. Only 10% offer a mobile app. 45% 11% 10% Figures from AIIM International
  4. 4. So there’s no doubt that your customers will be feeling the pressure to uptake a mobile content management (MCM) solution. However, a successful MCM deployment is about sweating not only the technical details of user access and security systems, but the business details of which users can take what actions on what content, when, and why. Firstly, you have to land the opportunity. When selling to your potential lead, here are 15 questions to help scope the requirement…
  5. 5. Step one: Target markets
  6. 6. What to ask your customers… Are you facing regulatory or security problems because employees, customers or business partners share enterprise content through unauthorised, consumer- based, cloud services? Do you need an easier, faster, or lower cost method to securely distribute content? Are you finding it difficult to automatically and securely “push” content to users, regardless of their location or device?
  7. 7. Are you facing challenges getting the maximum value from, or driving employee usage of, existing collaboration tools such as SharePoint? Are you having trouble complying with, or proving compliance with, regulations governing the physical location of information or its protection from unauthorised use? Are you unsure how you will cost-effectively cope with added numbers of users, or a greater quantity of content, as the business grows?
  8. 8. Step two: Define requirements
  9. 9. What to ask your customers… Will users need to upload attachments from email directly to the MCM platform? Will they need to email a secure link from their email clients without attaching a sensitive document to the email? Will they need to require that files over a certain size to be automatically sent by the MCM solution only as a secure link?
  10. 10. Will they need to set an “expiration date” for such links? Will they need to control whether users can edit content on mobile platforms rather than only on laptops?
  11. 11. Step three: Shape the critical success factors
  12. 12. What to ask your customers… Are there easily identifiable sources of content for the most business-critical functions such as sales and marketing? Have you and the customer identified business stakeholders who will be responsible for managing the users within those folders? Have you and the customer identified who will be responsible for removing unneeded, inaccurate or outdated content?
  13. 13. Have you and the customer determined who in the organisation will be responsible for auditing which users may access what content? Have you met with security and audit professionals to ensure their concerns have been addressed?
  14. 14. Takeaways The MCM customer here is the end user, and the name of the game is driving volume. The more users, and the more content they share in the MCM system, the higher a reseller’s annuity revenue. If a customer is moving some content from on premise to cloud during implementation, be sure to detail any resulting savings in in-house storage and other infrastructure. When discussing MCM with your customers, take the broad view, understanding what types of information are most important to their users regardless of what type of device they use. While a formal ROI may not be required to make the sale, stress the fact that the more users adopt the solution, the higher the productivity improvements. THINK ACT LEAD SHARE
  15. 15. The Trusted Advisor Blueprint How to identify and land a mobile content management (MCM) opportunity Assess your customer’s needs across mobile content management and discover how to identify and land MCM opportunities. - B E G I N N E R - Discover how to land MCM opportunities by improving your customer’s content sharing practices. Download: The Trusted Advisor Blueprint: How to identify and land a mobile content management (MCM) opportunity DOWNLOAD NOW

×