Mobility Management: Solutions and
Strategies for Optimizing Results and
Avoiding Risks
December 7, 2011
Presented by Steve Rosen, VP
Proximiti Communications, Inc.
11:00 AM EST
www.temia.org
The views expressed in this presentation are meant to reflect the majority of our members,
but they may not be reflective of all members.
TEMIA Member Companies
About TEMIA
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The purpose of TEMIA is to promote the value of TEM through
education and marketing
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and develop open industry standards to augment service quality
and performance
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Members can work together for growth of the industry while still
competing for business
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TEMIA is the authoritative voice for Telecom Expense Management
Solution Providers
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financial stability to pay dues
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resources to work with a trade association
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vision to invest in the future of the industry
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Today’s Speakers
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Joe Basili
Managing Director, TEMIA
joebasili@temia.org
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Today’s Speakers
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Steve Rosen
Vice President of Strategy and Business Development
25 years of leadership experience in software, consulting and
outsourcing services environments
steve.rosen@proximiti.com
Also attending: Gregg Smith, CEO and Chuck
McDonough, CTO
Proximiti Communications, Inc. (proximiti.com)
 Leading innovator of cloud-based
communications services and software
 In business since 2006 with stable, proven
management and development team
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Presentation Topics
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Mobility management is highly strategic for most companies
Approaches for protecting against security, litigation and
insurance vulnerabilities.
Business process and vertical market applications that positively
impact revenue, sales and customer satisfaction.
Effective policies and tools for optimizing costs.
Business Case / ROI
Action Steps You Can Take
Wireless Management Challenges
Use of
services
Business
processes and
information
Mobile
Personnel
• Devices
• Network services
• IL versus CL plans
• Security
• Data capture for business management
• Time and billing
• Difficulty in managing remote workers
• Compliance with Corporate Policies
• Management and efficiency
Changes in Mobility Technologies and Use
Are Driving Risks and Opportunities
25% of tablets
for enterprises
in 2011*
The enterprise is mobile
Employees are consumers
1. Diversity of devices
2. Process lags choices
*Source: Deloitte and Forrester
57% use personal
device for work*
3. Stakes are high
Adopting a Strategic Focus
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Opportunities for making an impact are significant and not
limited just to data security and expense optimization
Telecom expense is 1% of revenue and staff costs are 50%+
Eliminate time lags in reporting on usage and activities of
users
Eliminate or alter high cost activities (international calling,
roaming, heavy use)
Managing risk requires real time tools on usage and many
times actions of users
Optimizing how mobile devices work with your business
processes
Many Companies Doing Two Things To
Manage Mobility Today
Adopting consulting and
TEM type services to
optimize wireless spending
and manage billing,
equipment needs, etc.
Installing MDM software
solutions to manage
security needs, diverse
equipment types, and IL
and CL users
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Consider Adding Real Time Management Tools
To Address These Strategic Objectives
Mobile
Device
Management
and Security
Integrated
Business
Process
Improvement
Mobile
Workforce
Management
and Policy
Compliance
Usage and
Expense
Optimization
and
Management
High Level Benefits of Real Time
Management
Can Be
Additive to
Existing
Approach
Integration
with
Business
Processes
Can Support
IL and CL
Better
manage
usage and
personnel
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Polling Question
What is your organization’s primary interests in mobile
management?(check all that apply):
a)
b)
c)
d)
e)
Workforce Management / Location Tracking
CRM
Security
Expense Management
Other
How Real Time Solutions Address
Mobile Management Needs
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Potential Impacts from Security Risks
It’s not the device. It’s the data on the device.
Statute or Regulation
Mean Risk
per Lapse
Payment Card Industry Data Security Standard (PCI DSS)
$491,684
Health Insurance Portability and Accountability Act (HIPAA)
$147,485
Gramm-Leach Bliley Act (financial services)
$141,434
Security and Exchange Commission regulations
$139,210
US Patriot Act
$136,163
Sarbanes-Oxley
$132,505
Financial Industry Regulatory Authority (FINRA)
$93,762
US Federal Rules of Civil Procedure
$60,990
Green and Sustainability Compliance
$27,188
Source: Aberdeen Group, 2011
Mobile Device Management
The Essentials
Device
enrollment
OTA configuration
Security policy management
Real-time reporting
Remote lock & wipe
Self-service Portal
Device Enrollment,
Acceptable Use
MDM Actions
Advanced Management
Corporate
App Storefront
Application and Document Management
Event-based Security and Compliance
Rules Engine
Corp App Storefront
Event-based Security & Compliance
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It’s the User Too: Unsafe Driving Risks
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Each year, distracted drivers cause 600,000 crashes, 330,000
injuries and 3,000 deaths. Many are caused by cell phone
usage.
Most states have laws outlawing texting while driving and federal
legislation is pending.
Companies are at risk of liability even with corporate policies in
place.
On-the-job crashes cost $24,500 per crash, $150,000 per injury
and $3.6 million per fatality and also impact insurance premiums.
NHTSA, At 60 M.P.H., Office Work Is High Risk, N.Y. Times, Sept. 30, 2009, and other sources
Safe Driving Policy Enforcement
• For best results, we recommend
mandatory and automatic.
• Should activate when detect blue tooth
device in vehicle or vehicle moving in
excess of 10 miles per hour
• Provide alerts when speed limits are
exceeded.
• Should curtail both inbound and
outbound activities (except 911 calls),
and provide automatic replies or send
callers to voicemail when contacted.
• “Passenger mode” is a useful option.
Actions to defeat driving mode should
be reported.
.
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Industry/Business Process Focus Provides
High Value - Professional Services Example
Benefits include: Capture unbilled revenue, make staff and
professionals more productive, improve project oversight,
enhance market positioning and client satisfaction.
PC Activity Tracking
Smartphones
Phone Systems
Copiers
Automatic Activity Capture
Instant “Smart Assignment”
Automatic Time and Expense Posting
Important to:
• Maintain projects,
matters, contacts
• Remember user
actions/decisions.
• Integrate with
databases and
applications.
• Optionally support
PCs, desk phones,
copiers and on-line
access.
Practice Management and / or Billing
System
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Benefits are Significant with CRM Applications
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Should integrate with enterprise CRM
systems and be quick and easy to use.
The ability to analyze each event and
generate pre-filled screens is part of
being integrated and intelligent.
Helps to make employees more
productive – e.g., 10-20 events per day
can equate to 6+ hours saved per month.
Provides higher quality and more timely
data for tracking and decision-making.
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Mobile Workforce Management Location Tracking
Serves Many Needs
Snapshots, Histories and Application
Integrations for Individuals and Groups
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Mobile Workforce Management and
Policy Compliance
Company Policies
Enforcement
Capabilities
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No Talking Or Texting While Driving
Adherence To Speed Limit
Budgeting of minutes, text messages
No Direct International Calling
• User Reminders / Warnings
• Administrator Alerts
• Compliance Exception Reports
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Polling Question
Do corporate policies specify appropriate use for mobile devices
(check all that apply):
a)
Driving
b)
Message Content
c)
Usage – e.g., 411, Corporate Toll-free, International
d)
Personal Use
e)
Data Security
Real Time Software Can Help Manage
Carrier Costs Too
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Expense Analysis and Planning
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Can use software to capture usage data independent of the
carrier - e.g., individual liable plans, offices with paper billing,
overseas users, etc. - important for analysis and planning.
This is of value for requirements involving:
 Solid check on carrier billing
 Vendor sourcing and contract negotiations
 Policies regarding CL vs. IL plans and equipment
 Carrier conversions and application/device deployments
 Unified communications planning – e.g., fixed/mobile
 Process improvement – e.g., reimbursements, HR, CRM, etc.
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Use Real Time Software to Redirect
Calls
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Being able to flag and redirect high cost
calls – e.g., 411, corporate toll-free,
international, etc. provides significant
mobile and toll-free long distance savings
Why pay twice?
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Expense Avoidance and Optimization
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Near real-time, on-demand data, tools and analysis enhance
historically-based auditing, reporting and decision-making.
Can set usage budgets and alerts by category of use (text, data),
for no use/low use, and for users going over individual plans.
With HR inputs, can prevent issues related to new, transferred or
ex employees, users with multiple devices, and misuse/abuse.
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Improvements in Managing IL Users
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Real time software works on employee paid (individual liable)
devices
Helps with security, compliance and application management
Can gain visibility into IL usage (also overseas).
Enhances policy-setting and accountability.
Software tools allow you to be effective in a pure or mixed
environment.
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Polling Question
Do you currently use a telecom/wireless expense and life-cycle
management partner for on-going services (check one; not
applicable if analyst, supplier or individual)?
a)
b)
c)
d)
e)
No, not interested or use internal tools and resources
No, at an early stage of learning more
No, we are establishing a business case or evaluating
Yes, but we are considering upgrading or replacing
Yes, we are satisfied with the solution we have
Using Real Time Systems to Address
International Usage
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Carrier costs are high for all types of international usage:
Voice, text and data
Inbound or outbound
U.S. originated
International roaming
International roaming makes up 5%-20% to the average bill (Aberdeen,
2011 and Proximiti/Partner experience).
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Can be hundreds to thousands of dollars per trip.
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Implementing a Solution for International
Usage is Challenging
End-users want simplicity and to continue to receive
inbound calls when overseas
Carrier discounts provide limited value.
Changing plans and equipment can be timeconsuming.
Locked phones limit the ability to use alternative
SIM cards.
Software Can Make it Easier to Save 60%+
What’s Needed:
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Detect roaming
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Turn off data as default
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Detect WiFi
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Classes of service
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Applet on phone
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Configurable controls –
e.g., dialer, privacy,
messages, follow-me,
softphone, alerts, etc.
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Flexible rules, scripting and
interactions
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Provide simplicity for end
users and administrators
Caution, You Are Now
Roaming
Phone calls, text messages and data can be very
expensive when roaming. People have even run up
bills of thousands of dollars .
We can help you minimize your spending.
Start International Travel Wizard
Cancel
Polling Question
What approaches do you utilize for managing international usage
(check all that apply; not applicable if analyst, supplier or
individual)?
a)
b)
c)
d)
e)
Block voice, data or text when users are roaming
Use dial-back service for voice calls
Route calls through IP/PBX
Provide unlocked phones / SIM cards
Set-up softphone clients with WiFi access
There is a Clear Business Case/ROI for
Taking Action
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Revenue and productivity gains for high value professionals,
sales employees and managers
Efficiencies and labor savings for IT and Accounting
Liabilities related to regulatory compliance, litigation and
settlement costs, auditing and insurance
Market positioning, image and competitiveness
Telecom expense optimization and avoidance
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Action Steps You Can Take
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Document existing policies.
Benchmark existing usage and costs.
Focus on strategic opportunities.
Look at key people and processes.
Ask “What-if Questions” about what you want not the technology
Envision value-adds to be gained from integrated solutions
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Consultation with Our Clients and Partners Provides Ideas
for Innovative, High Value Applications
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Retail Distributor => Productivity and Inventory
Transportation => Service Orders and Delivery Tracking
Construction => Scheduling, Tracking and Management
Sales Process => Workflows, Templates and Knowledgebases
Education / Consumer => Tracking, Supervision and Safety
Government => Web and Message Content and Alerts
Health Care => Readmission Rates, Disease Management,
Emergency Communications, Profit Improvement
Proximiti Provides Strategic Support
and Building Blocks for Innovation
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We are problem/solution oriented.
Emphasize a consultative approach.
We welcome special interests and creative ideas.
Smart, integratable and customizable software platforms
Flexibly configurable and quickly deployable
Broad communication/information footprint
Two-way interactivity with users, applications and databases
Simple and intuitive / intelligent “assistants”
Are you getting ready to: Perform an audit? Redo contracts?
Convert carriers or deploy new apps? Update policies? Assess
improvements to be made in a business process? Upgrade IP
Communications? Implement a health cost/wellness/reward
program?
Free software for your employees’ families
Thank You and Look Forward to
Talking with You!
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