Second, SME market’s fragmented nature would require a sales approach that has a combination of retail-like reach and solution selling.
And third, SMEs still need to be educated on the operational and strategic value of EMM and the perils of doing so without this solution. While it is easier to demonstrate MEM and the resultant cost savings, the IT-specific services – device management – are more likely to command a premium and also require more effort to educate.
For Asian mobile service operators, the challenge lies in the SME market – to develop the right solutions to be delivered as cloud-based managed services, to develop the right sales and distribution approach balancing reach and solution-selling and to educate the market on the most crucial strategic services that can deliver real value and revenues.
Peter Hum is the managing director of StrateValue. Cheryl Lim is an associate principal and Farhan Rashid is an associate at Value Partners Singapore.