In case you missed our previous blog post, today’s industry-leading Managed Mobility Services (MMS) providers are doing many things to enhance the potential of enterprise technology.
As the mobile technology management market matures and competition between these companies stiffens, MMS partner offerings are not only growing more complex—they’re growing more alike, too. This makes it increasingly difficult for customers to distinguish global innovators from their copycat-focused counterparts.
However, while capabilities like global logistics, upgraded program security, and continuously optimized expenses deliver business value in the form of a 184% average ROI, even the most advanced solutions often fail to reach their transformative potential without two qualities: the ability to execute and a complete vision.
So, what exactly are these qualities and how can they help your company?
Ability to Execute
At the end of the day, ambition counts for almost nothing if an MMS provider fails to provide the products and services your enterprise mobile environment needs. Therefore, in its simplest form, execution in the MMS space can be explained as simply the ability of an organization to build, sell, and deliver on a promised solution. In its latest Magic Quadrant report, Gartner analyzes this quality through seven different criteria:
1. Product and/or service(s)
Which core MMS goods and services are offered by the vendor? Does it have the current capabilities, features, and skills required to successfully deliver? Are products and services offered natively, or through a partner-provided platform? These are the most important questions to consider when selecting a mobility management partner.
2. Market responsiveness and track record
Can the provider adapt to market changes? Is its offering flexible enough to experience success as opportunities develop? As competitors act? What happens when your enterprise needs evolve to meet dynamic market trends? Leading MMS solutions have extensive records of success—no matter the market’s condition.
3. Customer experience
How does the MMS vendor’s relationship enable your success? Does your company receive the attention and technical support users demand? How about program management tools, quality control programs, and service-level agreement compliance? What works for everybody else may not work best for you, so it’s important any potential solution is evaluated within the context of your specific business.
Can the organization meet its internal business goals and commitments? If not, you certainly can’t expect it to consistently satisfy your own enterprise requirements. In fact, only a handful of companies in MMS have the experience, programs, and systems available to guarantee efficient and effective mobility management going forward.
5. Overall viability
Is the provider healthy from a financial standpoint? Can it help your individual business units succeed and prove a positive ROI? An MMS solution should continuously create value and enhance enterprise technology’s impact by implementing state-of-the art software and an advanced portfolio of global products and services.
6. Sales execution and pricing
What do the vendor’s presales activities look like? Is there a consistent structure throughout, or do deal management, pricing and negotiation, and all other presales stages feel different from one to the next? An industry-leading MMS partner should support your mobile program throughout the sales experience to communicate simplified messaging and consistent value.
7. Marketing execution
Does the company carry a clear, effective, and creative message to the market? Is MMS aware of its brand and what products and services the business offers? Do market consumers view the provider’s reputation positively? Global vendors often succeed or fail based on industry standing—if one can’t provide credible thought leadership and insight to its customers, another is likely to take its place sooner rather than later.
Completeness of Vision
While executing tasks and taking tangible steps forward is critical, an MMS partner must maintain future-focused vision if it wants to help customers uncover truly transformative business value. These enterprises must not only provide solutions that satisfy evolving industry needs, but also detailed plans that outline exactly where they’re going and how they’re going to get there using these eight strategies:
1. Offering (product) strategy
How does the vendor approach product development? Does it prioritize differentiation, functionality, and methodology? Will its feature set satisfy current and future business requirements? To be successful long-term, an MMS partner’s solution must align with your business values and strategies.
2. Geographic strategy
Can the provider deliver enterprise-specific resources, skills, and solutions? Does it have the capabilities required to create unique offerings for different regions? If not, don’t expect MMS success on a global scale. Even the industry’s largest legacy vendors need to involve partners, channels, and subsidiaries sometimes.
3. Market understanding
Does the MMS partner understand buyers’ wants and needs? And, can it translate them into products and services that not only demonstrate this understanding, but shapes the industry’s future while simultaneously enhancing its current offering? After all, innovative solutions require forward-thinking enterprise initiatives.
4. Marketing strategy
Does the organization differentiate itself with a clear, consistent message that’s easy to follow across self-promotion, advertising, customer programs, and market positioning statement initiatives? An MMS leader’s solutions and value should be easy to understand for your enterprise regardless of industry or location.
5. Sales strategy
Does the vendor’s industry sales strategy use a network of direct and indirect partners to extend itself globally? Does it have the expertise, technology, and market understanding to make its solutions relevant to the entire industry? Your business needs are constantly evolving—implementing a narrowly focused solution may work today, but will it be able to help you manage mobile technology tomorrow?
6. Business model
Does the provider’s product and services offering solve logical business needs? Many enterprises struggle to convince executives and IT decision-makers to make an initial investment in MMS… If a solution doesn’t prove value or a positive ROI, it’s likely not going to last for long.
7. Vertical/industry strategy
Does the enterprise have a strategy to satisfy unique market segments? Can the company direct resources, skills, and solutions to solve a vertical’s specific business challenges? If not, it could be a red flag that your potential partner dropped the ball where market understanding is concerned.
What does the organization’s layout of MMS resources, expertise, and capital look like? Is it operationally optimized to take advantage of the industry’s most impactful trends and technologies? Your mobility management provider is only a leader if it’s able to leverage the latest global solutions available.
Moving forward, your enterprise’s mobile technology management success depends on partnering with an MMS provider that provides both the unprecedented ability to execute and the completeness of vision and forward-thinking strategy. Download your complimentary copy of Gartner’s 2019 Magic Quadrant for MMS to see what other qualities make Tangoe the global leader in MMS.
*Gartner doesn’t endorse any vendor, product, or service depicted in its research publications, and doesn’t advise technology users to select only those vendors with the highest ratings or other designation. Gartner research publications consist of the opinions of Gartner’s research organization and shouldn’t be construed as statements of fact. Gartner disclaims all warranties, expressed or implied, with respect to this research, including any warranties of merchantability or fitness for a particular purpose.