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.

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:

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

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…

Step one: Target markets

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?

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?

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 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?

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?

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 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?

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?

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

The Trusted Advisor Blueprint

How to identify and land amobile 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