The document discusses adding mobile device management (MDM) to a service delivery model. It provides an overview of licensing options for MDM, including transferring unused licenses to a mobile pool or consolidating licenses. It also discusses pricing MDM services on a per-user or per-device basis. The document then outlines six steps for approaching MDM with customers: 1) understand customer needs, 2) show the value of MDM, 3) understand pitfalls, 4) make security paramount, 5) turn freebies into premium services, and 6) understand the benefits for the MSP. Finally, it discusses potential packaging and pricing concepts for MDM services.

1. Adding MDM to Your Service
Delivery Model
Gerald Beaulieu Jacob Braun, President & COO,
Director, Product Marketing Waka Digital Media
Kaseya Corporation

2. Agenda
• License Update
• How to approach and position MDM
• Pricing and Packaging Options
• Your questions throughout

3. Kaseya Agent License Update
An Agent is an Agent!

4. Mobile Agent License Options
• Short Term (Pre 6.3)
– Transfer Unused Agents to Mobile Pool
– Purchase Mobile Agents at Standard Cost
• Long Term (Post 6.3)
– All Agents in one License Pool
– Purchase Agents to one pool

5. Reality Check: Mobile Device
Management
• 64% of top MSPs offer MDM for Tablets
and Smartphones
• Truly cross-platform? Unknown
• Per-user or per-device pricing? To be
determined
source: MSPmentor 100 survey, October 2011

6. Mobile Device Management:
The Playing Field Grows
• Android or Apple iOS?
• Tablets different from smartphones?
• Who writes and enforces user policies?
• Can MSPs really manage employee-
owned devices?

7. Step 1: Understand Your Customer
Needs
• Don’t just add mobile devices for the sake of doing so
• Ensure the necessary applications are available for
mobile platforms
• Discovery is a big piece of the equation

8. Step 2: Show the Value of MDM
• Increases employee productivity
• Enables better control of devices
• Industry Impact
• Know the selling points BEFORE meeting
with the customer

9. Step 3: Understand and Avoid
the Pitfalls
• Most mobile devices aren’t designed for the
workplace
• Certain things can’t be enforced, such as tracking
• What companies might gain in ease of use could be
lost in management capabilities

10. Step 4: Security is Paramount
• Make sure data is secure
• Mobile devices - especially tablets - subject to theft
• Focus on ways to lock down mobile devices as much
as possible
• Find devices when they grow legs

11. Step 5: Turn Freebies into Premiums
• Don’t perform configurations ad hoc
• Develop services packages that add value
• Create custom packages depending on
customer needs

12. Step 6: Understand the Benefits
for YOU
• One-click provisioning saves time and manpower
• Customers expect MSPs to manage mobile devices
• Increase customer satisfaction and stickiness

13. Packaging Options
• Per Incident
– Fixed or Per 15 minute Increments
• Per Device
– Treat as 1st class citizen
• Per Device Type
– iOS vs Android vs SmartPhone vs Tablet
• Per User
– Include with “Premium” Plan
– Limit to 3-4 devices per user
• Service Offerings
– Mobile Audit and Provisioning
– Policy and Compliance Reporting
– Tracking
– Lost and Stolen Management

14. Pricing Concepts
• By Device Pricing
Devices to be managed One Off Charges Monthly Charge
(per device) (per device)
'1-10 $40 $25
11-25 $35 $22
26-50 $30 $20
51-100 $20 $18
101+ $15 $15
• By Service
Service One Off Charges Monthly Charge
(per device)
Setup Fee (one-off) $30
Audit $3
Policy Compliance enforcement $3
Tracking $5
Lost or Stolen $5
• By Platform
Platform One Off Charges Monthly Charge
(per device)
iPad $30 $25
iPhone $30 $20
Android $30 $15
Blackberry $30 $25
Windows $30 $15

15. Thanks!