In this webinar we talk to two Managed Service Providers who have been offering Managed Mobile Device (MMD) services successfully. The discussion is lead by GFI's Chris Martin, marking his return to our popular webinar series. Chris' guests include: *Ben Custalow, Partner/Par3/IT *Cees Quirijns, CEO/FirmTel *Dan Shapero, Founder/ClikCloud

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Webinar
Monetizing Mobiles

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Panellists
Ben Custalow
Lead Technician/Partner
Par3/IT
Cees Quirijns
CEO and Co-founder of FirmTel

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Panellists
Dan Shapero
Chairman of Techvoice, and
founder of ClickCloud
IT Industry Executive and Activist
Chris Martin
GFI MAX

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Agenda
» SC: Housekeeping
» Introductions:
□ Cees Quirijns – FirmTel
□ Ben Custalow - Par3/IT
□ Dan Shapero – ClikCloud
□ Chris Martin – GFI MAX
» CM: Mobile Opportunity – GFI MAX Research
» Panel Q&A (5 Questions)
» Audience: Q & A
» CM: GFI MAX Plan for Mobile Device Management
» SC: Contact Details
» Total (60 mins)

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Market Backdrop - Mobile Growth versus Desktop Growth
Source: IDC

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Market Backdrop - Consumerization of IT
More and more, users
tell you ….. the way
they want to work …

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Survey in Apr 2013 of MSP’s using GFI
MAX
focusing on Mobile Devices … the
opportunity for MSPs

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MSP’s Monetizing Mobile (Lifecycle + Consolidated)
Had you considered the following Mobile Offers
Selling
Handsets
Selling
Airtime
Selling Mobile
Support
Average
Yes - but haven't focussed on it 15% 12% 26% 17%
19%
Yes - offer this and its doing well 2% 2% 2% 2%
No - started but didn't complete this 6% 4% 13% 8%
81%
No - too much trouble 14% 23% 6% 14%
No - margins too small 8% 2% 5% 5%
No - hadn't considered this 47% 47% 28% 40%
No - other reason 9% 11% 21% 14%

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Conclusions
Challenge
» Mobile growing FAST & desktops shipments stagnant.
» Users ARE telling MSPs the way they want to work and will expect to bring their
own devices (BYOD)
» MSPs will be working as much with employee owned devices (BYOD) as business
owned devices (security will be a challenge)
Opportunity
» MSPs …. Can make money enabling and securing something customers want (and
that‟s a “strong” want)
» AND, there may well be other services MSPs can provide around Mobile lifecycle,
eg: Airtime, Handsets, Insurance, Disposal, etc. (a recurring/reseller revenue
opportunity)
More Information
» GFI MAX Mobile Device Management (& Enablement) – Mid Year 2013
» More Information - Email: Chris.Martin@GFI.COM

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So …

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Question 1
» What‟s „the word on the street‟ regarding mobiles?
□ Does it match our research?
□ Are end customers asking for mobile help?
□ What are end customers asking for and why?
□ Are MSP‟s missing an opportunity here?
□ Are MSP‟s not monetizing?
□ Order of discussion: Ben, Dan, Cees

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Questions 2
» On packaging and pricing a service?
□ Do you think customers are willing to pay a monthly fee to manage mobiles
given its not like supporting a server or a workstation?
□ What sort of price point would end customers go for?
□ Order of Discussion: Dan, Ben, Cees

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Question 3
» What‟s are biggest issues the end customer want to solve?
□ Security of their data?
□ Access to company information on wide range of devices?
□ Access to company systems on wide range of devices?
□ To connect their shiny toys?
□ What‟s the real customer need here
□ What‟s the best way to strike up a conversation regarding these issues?
□ Order of discussion: Dan, Cees, Ben

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Question 4
» Other opportunities around mobile, beyond support?
□ We can see from research that most MSP‟s aren‟t thinking beyond connection
and support
□ Are these other opportunities around mobiles that we‟re not monetizing?
□ Handset/SIM sales?
□ Airtime packages (best for them)?
□ „Securitizing‟ line of business applications, eg: via Citrix, TS
□ Re-allocation?
□ Disposal?
□ Order of Discussion: Cees, Ben, Dan

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Question 5
» So, this is now, what's this going to look like in 3 years time?
□ Where is the day to day work going to occur?
□ Will more content creation work be possible on mobile devices?
□ How will the mobile rush affect MSP‟s
□ What will an MSP‟s workload look like in 3 years time?
□ Order of Discussion: Cees, Dan, Ben

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Contact Information
» GFI MAX:
□ Chris Martin (chris.martin@gfi.com)
□ On LinkedIn
□ Skype: bigchrismartin
» Firmtel
□ Cees Quirijns (cees@firmtel.com)
» Par3/IT
□ Ben Custalow (BCustalow@par3it.com)
» Dan Shapero‟s / Over

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