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Enterprise Mobility in the Cloud Era

Written by Brooks Canavesi on May 9, 2016. Posted in Mobile App Development, Software & App Sales, Technology trends

Mobile devices and their use for business and personal purposes have transformed our lives and changed the way we work. Companies that allow employees to bring their own devices to workplace have first-hand seen many advantages of this approach to personal computing, but they also have noticed a handful of potentially serious issues. In this article, we are considering the current state of enterprise mobility, and what kind of transformation it will have to undergo to successfully enter the cloud era.

As described by Tech Target in their extensive handbook on mobile application management, work habits are shifting, as more employees work from home using their own devices and the power of the Internet. Indeed, one in every five people are estimated to work from home at least one day a week, and the total share of remote workers could reach 63 percent by the end of the year 2018.

That’s because telecommuters are, again and again, shown to be able to accomplish more in less time and greatly decrease the total overhead cost. A great example is when Washington accidentally saved approximately $32 million during 4 official snow days, which forced federal employees to work from home.

But it’s not all about cost and effectiveness, either. One of the main reasons why employees themselves prefer to avoid office environments is the much lower stress level, according to a study by PGI, the global leader in web conferencing and collaboration technology. Employees who are not dreading their daily trip to work are 69 percent less likely to avoid work, they feel more connected with their work and colleagues, and can feel good about their positive impact on the environment.

With such amazing benefits to enterprise mobility, it’s paramount that businesses manage to overcome all current problems and allow customers and employees to seamlessly interact with the company using their own devices. Cloudbook suggests that “As 70% of the North American workforce is now mobile, cloud-based environments require a transparent mobile policy management strategy.”

Currently, most employees who are allowed to work remotely use a mixed approach, which combines company-provided tools and technologies with employees’ own infrastructure and habits. For example, an employee can use pre-configured remote desktop application to connect to his work computer, download company files on his or her own hard drive, transfer these files onto an USB flash drive, conduct the actual work from a desktop computer, where it is automatically backed up to the employee’s personal cloud storage solution, such as Dropbox or Google Drive.

Not only is the company put into a vulnerable position in terms of privacy and data security, but they also rely on the employee’s technical ability to navigate the vast jungle of technological solutions. Enterprises will need to go beyond the now traditional “mobile first” approach, and conduct a deep assortment of users’ needs, while placing the highest priority on data protection and security.

Several possible solutions already exist and include the use of virtual mobile infrastructure (VMI) and Platform as a Service (PaaS) providers. The goal is always the same: to run all applications remotely and store their data in a remote data center, rather than on computers and mobile devices of individual employees.

Companies can greatly decrease their informational technology spending by using pre-built tools as the foundation upon which they can expand and create their own custom-built tools and solutions. These can benefit from integrated monitoring and statistics gathering services to allow for Big Data analysis and subsequent optimization of all internal processes.

What’s more, with everything neatly stored under one roof, access control can be easily managed by a very small team of skilled support staff members, and employees can enjoy a much greater level of protection against their own mistakes, which could otherwise lead to security breaches and costly data leaks.

Given that the latest IDC report  indicates that mobile technology spending is likely to reach $1.2 trillion by 2019, we can expect to see a profound transformation in a very short period of time. Entire company networks are likely to migrate to the cloud, and employees will be given a tightly restricted access to a consistent set of platform-independent tools and applications to do their job.

The obvious winners are third-party companies like my firm OpenArc who specialize in providing and managing the necessary infrastructure and platforms. However, progressive businesses can also expect a great return their investment and high employee satisfaction and productivity.

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Seven Software Sales Tips!

Written by Brooks Canavesi on March 30, 2016. Posted in Blog, Sales Management, Sales Strategy, Software & App Sales

As a professional software salesperson is it critical to have a solid sales process.  Here are 7 tips to help start you on the right track or help you realign your current process.

1.   Pricing and Product Fit
What is your monetization model? Have you put the right pricing structure and business model into place? With the dynamic changes in the software industry, it could be time to revisit how you have positioned and priced your product. If you currently have a multiple product strategy, you need to be careful about avoiding channel conflicts in the pricing strategy.  Monetization strategies differ greatly from SaaS based products versus straight mobile app offerings.  Do yourself a favor and get familiar with your competitors and their strategies along with reading up on industry trends.


2.   Value Proposition
How does your product or service disrupt the marketplace?   This is referred to as your value proposition and is an essential part of your software sales plan. Great products need to match the most desired functionality and innovate beyond what is currently in the marketplace in order to not become another “me too” application.  Ensure the value proposition differentiates your product or service from your competitor’s.  There is usually two type of decision makers in the purchasing process (technical and business), so ensure your value proposition is positioned correctly to speak to both unique audiences.  The business buyer is numbers oriented and will be looking at how your solution will save time and/or money thereby effecting the bottom line (illustrate the ROI).  The technical buyer will be more concerned with staff implications, ease of integration, stability and support to name a few.

The value proposition should be clearly articulated within your proposal.

3.  Identifying The “Ideal” Customers
Sketch out exactly who your customer base is? Are these customers in a specific industry, size companies or have any other common characteristics? Take the time to draw up ideal customer profiles for each product or service you offer.  Use the age old question “Who is your ideal customer?”

Your SDR’s time is extremely valuable, so having a strong software sales process in place to reach your ideal customers. Do they consume certain blogs, podcasts, publications or go to specific conferences and networking events? It is good to know the customers preferences to you can add value in your communications and meetings


4.  Use Automation – SDR 2.0
Today simply working harder than the next SDR is not enough to create scalable success.  In years past hiring a lot of SDR’s and adopting  a quantity approach could achieve stellar results, however at a high cost with high turnover.  Salesforce is a perfect example of hiring lots of young aggressive SDR’s to simply blow out the market with activity and gain millions of customers.  This approach can work for a well funded (venture backed) company, however for a boot-strapped or early stage start-up the financial commitment might be too much to handle.

The good news is there are countless SaaS based services to help support your sales efforts and gain efficiencies never thought possible previously.  This is not a full review of these tools, but simply a list to get you started on your own due diligence effort.  I can say with confidence that these are all some of the best and most tightly integrate with Salesforce.

Call Automation:  Five9 , New Voice Media , Connect and Sell

Workflow Automation (email and more): Reply App , Persist IQ , YesWare,Toutapp

5.  Build  Relationships
The next step is to determine who within your target market you need to focus on building relationships with. Then have a software sales process that can support the relationship building phase. Your target contacts should be stakeholders, influencers and individual purchasers. Consistent and regular communication is essential and can be automated by the software tools explained in step 4 of this post.

Trust is the number one building block in any sales relationship and it is essential to be a trusted advisor with your customers.  This foundation will help lead to customer retention and referrals.  In my first five years at OpenArc our team grew our top line by 80% YOY while maintaining a 95% customer retention rate.  That retention rate is very significant as we have all heard it is easier to work with an existing customer versus going out to get a new one.  This article in Forbes does a nice job explaining a few effective ways to retain your customers.

6.  Reinforcing the Value Proposition with Case Studies
Now that  you have connected with the appropriate personnel within your target accounts, you must convince them you can truly deliver on the value proposition provided.  This is best done through case studies of your existing work.  Our company OpenArc has dedicated an entire section of our website to case studies to illustrate our capabilities and the benefit we have provided our customers.

Customers purchase by one or more of the following three factors: Time, Money, Emotion.


7.  Drive the Right Behavior
A sales process is a necessity, but don’t let it get in the way of your SDR’s doing their job and enjoying their job. One way I have found to encourage the right behaviors is to reward the right behaviors.  Time off, money, recognition are just a few ways to reward your team.  The best thing a sales manager can do is understand how each of your team members likes to be rewarded (finds fulfilling) and use their unique preferences as a starting point.

If you’re interested in discussing software sales, browse through my blog here.


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Enterprise Mobility: Security Risk or Worth It?

Written by Brooks Canavesi on August 21, 2015. Posted in Blog, Mobile App Development, Sales Strategy, Technology Tips & Tricks, Technology trends

For the first time in computing history the enterprise is being influenced by its employees and consumers technology through IT consumerization.  IT consumerization is the blending of personal and business use of technology devices and applications.   Many companies have embraced a mobile-first strategy. But when employees are left to their own devices, InfoSec experts face unchartered territory. However, enterprise mobility can be and is in my opinion is absolutely a strategy enterprises cannot continue to ignore.

The trend towards enterprise mobility can indeed add to concerns over BYOD (bring your own device) security. And even though such systems are key to business operations, they’re not regularly maintained or tested for vulnerabilities, mainly due to availability concerns.

Enterprise mobility really is a double-edged sword: it helps provide broad data access along with communication capabilities for a great deal of the workforce, often at little to no direct cost. It also aids in opening up security issues that can range from vulnerable apps to security issues and employees accessing sensitive corporate data via unsecured networks.

Many CISOs and CIOs tend to realize that while security technologies and mobile device management do play a role, clear policies are essential to harnessing the benefits of BYOD. The aim of such policies needs to be to increase user productivity and satisfaction while ensuring compliance and the utmost security.

It Is A Risk Worth Taking 

So where do you start building a mobile security policy? Simple: start with what makes you uncomfortable. Devices need to meet “trusted device standards” in order to comply and employees should use VPN clients to gain access to the company network. What’s more, employee-owned devices should support security policies and frameworks that keep enterprise data secure at rest and in transit.

The trend towards enterprise mobility with critical systems and data can add to the concerns over BYOD security.  While some security policies are indeed standard procedure, you need to identify which functions, data and applications need protection most in order to understand how enterprise mobility could expose them. Some companies, such as Cisco and Oracle, use MDM (mobile device management) and MAM (mobile application management) to do application installs / removals, containerization and encryption of enterprise data, and in some cases remote wipe for loss prevention.

BYOD does bring many benefits when it comes to empowering your staff with timely information, offering flexibility and increasing productivity. Enterprise mobility also have many customer benefits such as improving consumer loyalty, streamlining customer support process and reducing support costs.  The benefits far outweigh the risks, but every company has unique situations and that’s where BYOD security technologies and policies should be focused.

Take the First Step

Enterprise mobility necessitates partnership with business leader involvement coupled with the understanding that not all risks are bad. The first step should be to establish a committee of business and tech leaders to identify the data and critical systems that should be considered when formulating the BYOD policy. The next step should be to review policy and technical controls based on potential risks and threats to your current operations.

Based on this sort of analysis, security officers and CIOs will be able to determine how to enhance and enable their enterprise mobility programs to moderate business risks.

Learn more about Oracle’s Enterprise Mobility Management (EMM)

Looking for a partner to help your enterprise mobility needs, check out OpenArc.

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Closing the Security Gap in Mobile App Development

Written by Brooks Canavesi on April 14, 2015. Posted in Blog, Mobile App Development, Software & App Sales

You know there’s an issue when the very industry that promotes standards related to security, is having an issue with security vulnerability.  Internet of Things (IoT) systems are being easily compromised by hackers. A recent study  by HP found that one of every 10 popular Internet-connected security systems – as in systems implemented to increase your security and peace of mind and reduce your risk like cameras and locks – had significant security vulnerabilities that allow for hackers to access them and ultimately control them.

There are a growing number of major Fortune 500 companies developing mobile apps that have security issues as well.  These are companies we really want to trust, like banks, health care and online retail organizations handling our billing and personal health information. The hackers themselves have reached a new level of attention in the eyes of the public.  60 minutes featured a story with hackers selling the malware that was used to hack into Sony, now widely available to anyone who has the ability to pay for it.

It is concerning to discover that cyber security experts say over 40 percent of companies developing mobile apps do not scan their apps for vulnerabilities before releasing them to the public.  Some test only a portion of their apps or never test them at all.  Corporate budgets often don’t include funds for testing.   We are seeing only the beginnings of regulations being put in place to deal with this reality.

Serious data breaches can cost companies millions of dollars. The issue causes firms to invest in securing their IT networks, computers and servers linked to them.  But strangely, not the mobile apps that are brought into the workplace on worker’s mobile devices.  With mobile devices and the amount of data growing at a rapid pace, the opportunities for hackers are growing as well.  Companies will be forced to take action and protect themselves from mobile data breaches from unverified apps downloaded by personnel on work devices connected to company networks.  What does the company stand to lose?  The reputation of brands for products and services, sensitive documents, proprietary information, customers, amounts in the millions of dollars.
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Manage Your Software Team with CRM Software

Written by Brooks Canavesi on April 8, 2015. Posted in Blog, Sales Management, Software & App Sales

As a Sales Manager, wouldn’t you love to get to the end of a week and know that the biggest deals and opportunities and the highest priority customers received the most time and attention from your team? How about knowing that your team was functioning at maximum efficiency and their peak performance level?

It is widely known how CRM software helps businesses grow and maintain relationships with prospects and customers by organizing data into one central hub. One of the happy outcomes of a well used CRM System is that it personalizes the experience for the customer and provides amazing levels of support. But how can the CRM tool help you, the Sales Manager / Sales Director / VP of Sales, manage and own the sales process and elicit top performance from your own Sales Team?

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