The questions you need to ask to accurately scope and sell a mobile content management (MCM) solution

1. 15 essential questions you need to
ask your customers to determine
the right mobile content
management (MCM) strategy
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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.

2. 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:

3. 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

4. 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…

5. Step one:
Target markets

6. 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?

7. 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?

8. Step two:
Define requirements

9. 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?

10. 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?

11. Step three:
Shape the critical success factors

12. 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?

13. 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?

14. 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

15. The Trusted Advisor Blueprint
How to identify and land a
mobile 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