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Six Tips for Selling BYOD to a Skeptic Customer

March 11, 2017

Six Tips for Selling BYOD to a Skeptic Customer



Workers love the bring-your-own-device (BYOD) trend that has emerged over the past few years. Their employers … not so much. At least not yet.

Many companies have been slow to adopt formal BYOD policies, much yet acknowledge that employees using personal devices for work is wave of the future. Selling BYOD to hesitant organizations can be a challenge for any VAR looking to expand its market. Yet distributors and resellers know—and clients should be made aware—that the market will expand. Juniper Research is estimating personal smartphones and tablets used for work will exceed 1 billion by 2018. Here are six tips for selling BYOD to skeptic customers:

1. Explain That Worker Productivity Will Increase

Many studies and surveys have confirmed what many employees already believe: They are more productive using their own devices. For example, Forrester Research discovered the 59 percent of senior IT decision makers reported increased productivity thanks to mobile solutions. Citing this bottom-line benefit can help when selling BYOD to a hesitant client.

2. Emphasize That Data on Personal Devices Can Be Secure

One fear of BYOD is that sensitive company information contained on personal devices can be easily stolen. BYOD security is an important concern, but with the right policies and solutions, employees fully on board with those policies and solutions, and the help of resellers and distributors to implement effective strategies, organizations can be confident that their data will be safe. Case in point: Of all the major data breaches (Target, Neiman Marcus, Adobe, and so on) that have made headlines over the past few months, not one has been the fault of a personal device.

3. Stress That Employees Already Are Using BYOD

Executives who think their workers aren’t using personal devices for work processes are being naïve. Research suggests that as much as 80 percent of employees are using BYOD (say, for something as simple as checking work email on a smartphone), yet fewer than half of companies have any sort of BYOD policy. Selling BYOD on the fact that the trend not only is inevitable, but also is already in your clients’ workplaces, provides a sense of urgency that organizations should take action now or be further left behind.

4. Explain How BYOD Can Reduce Costs

The idea of providing money for workers to buy personal devices can seem inefficient for skeptical companies. When achieved thoughtfully and correctly, BYOD can reduce costs in the form of less IT support for in-house hardware as well as the aforementioned productivity gains. The savings might not seem readily apparent, but they are there for your clients to enjoy.

5. Show How BYOD Can Provide Easier Remote Access to Work Processes

Ten years ago, mobile computing for work was a complicated, expensive, and sometimes impossible proposition for even the most powerful laptops. Today, the most complex work processes can be performed away from the office on a tablet. With BYOD, employees aren’t tethered to their desks and can work more effectively in the places they need to be—which often isn’t the office.

6. Pitch BYOD Simply

Selling BYOD to executives who are perhaps not as versed in the IT considerations can be difficult. Therefore, keep your sales pitch simple. Avoid technical terms such as VPNs and MDM and focus on what will stand out for them: reduced costs, improved productivity, healthier bottom line, and happier employees.  

What are some of your strategies for selling BYOD?