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Managed Mobility

Managed Mobility

TARGET RADAR SalesforceUse the sales tools Go to iFind Managed Mobility

• Download your RADAR app• Explore what Managed Mobility could mean for their business• Understand their buying preferences

Easy access to all your: • Marketing collateral• Product information• Customer Presentations

Business drivers & Proposition

Understand your customer

Their challengesWho to talk to

Identify the opportunity

Qualify & ExtendObjection

handling & close

Salesforce

RADAR

UsefulManaged Mobility

links to help you out

iFindManaged Mobility

LANDSCAPE

If you want to succeed in delivering Managed Mobility solutions that bring strategies, tools, services & technology together

HOME

Helping you maximise opportunities for this all encompassing propositionIt all begins by understanding your customer.

Landscape your customer Before contacting your customer you need to identify what you already know:

• Download the Managed Mobilitylandscape guide.

• Review existing Account DevelopmentPlans (ADP)

TARGET

Managed Mobility

http://bit.ly/vgesfdc

http://bit.ly/targettool

http://bit.ly/2b5AQ03

http://bit.ly/RADARAPPLE

http://vodafone.lookbookhq.com/ifind-managed-mobility

Managed Mobility at the heart of a Ready Business





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It’s all about delivering better connections for people, places, and things

The Total Communications drivers for delivering a connected workforce are

Vodafone Managed Mobility removes complexity. It simplifies how we bring everything together

MOBILITY PORTFOLIO

RADAR


Business Drivers

Managed Mobility Proposition

The Enterprise Mobility market is changing at a fast pace

Advances in mobile technology is revolutionising the way Mobility is managed.

By 2018, 25% of corporate data traffic will flow directly from mobile devices to the cloud, bypassing enterprise security controls. Source: Gartner 2016

1. Flexibility

2. Collaboration

3. Productivity

4. The 4 GenerationWorkforce




handling & close

ACT NOWCheck out the Managed Mobility Proposition & Business drivers

Managed Mobility




Use the Business DriversUnderstand how our Managed Mobility proposition can

support your customers


Better Connected Employees underpin business drivers






handling & close



HOME

CIO’s, purchasing directors, and functional leads need to understand that Vodafone is the right partner for them

Their challengesMultiple devices & OS’s

Lack of respurcesCyber Security

IntegrationVisibility & Control

Multiple supplier managementCost Control

VisibilityTime & Efficiency

Improving efficiencyReducing costs

ResilienceEnsuring availability

Complexity

70% of CIOs find data tariffs too expensive and complexSource: Vodafone Global Enterprise ICT decision maker research 2013

Business Operations Purchasing DirectorCIO

Identify key influencers and bring them onside.

Collaboration; Flexible Working; Finding, Accessing & Retaining the best talent

Managed Mobility delivers the solutions to the challenges functional managers face

Salesforce

BOOMERANG



Business Drivers

http://bit.ly/vgesfdc

https://boomerang.ws/login


RADAR

What to look out for when creating the perfect solution






handling & close



The triggers to listen for

• Levels of IT Resource and skills• Rationalising their estate • Wanting to integrate multiple

suppliers• Security threats• Has a global network infrastructure• Concern over speed of change in

the market place• Competing against a new breed of

competitor• Data breeches• Flexible working a priority• Not happy with current suppliers• Has large data and Wi-Fi usage

Listen to what they’re saying

SECURITY: Solutions that reduce risk and safeguard critical data

EMPLOYEE EXPERIENCE:Seamlessly connecting users withapplications and the data theyneed – from anywhere

VALUE: Deliver savings in time and money, across theorganisation

SIMPLICITY: Reduceadministration for mobile devices

PRODUCTIVITY: Control everyfacet of your mobile IT withminimum resources or employeedisruption

How we can help them

HOME

• National or Global presence• Experienced bill shock, wants total control• Want to mobilise business process• Operates within highly regulated markets• Keen to enforce user policies• Experienced security threats in the past• Has customers, suppliers or partners that

demand high data security levels• Needs to cut costs but stay innovative• Multiple Managed Mobility suppliers• Increased competition on-line• Multi generational workforce / IT skill levels• Needs to deploy upgrades quickly, with

minimum disruption

What makes a HOT opportunity

Boomerang


Business Drivers

Conversation starters





https://boomerang.ws/login

http://vodafone.lookbookhq.com/2016-q2-internal-ready-to-accelerate/conversation


Don’t stop there Extend the conversationWhat else should you be talking about? Where else could they deploy the solution?

Don’t forget the landscape

Download your collateral

Know our Proposition

Managed Mobility solutions will meet their needs




Identify the opportunity Qualify & Extend

Objection handling & close

UsefulEthernet


Time to take it forward

HOME

LANDSCAPE



Where to sell VGE RED

Extend the conversation

Have you gathered the right data to deliver a killer proposal? How many mobile suppliers does the organisation work with?Can you list the key mobile business apps they use?If not? Re-landscape – NOW

Asking questions will help build a business case or savings analysis in favour of our commercial offering.

• What’s the typical monthly voice and data consumption?• What about for mobile users in the US?• Would you be able to share a list of frequently visited countries?• How do you remotely manage your mobile estate today• What are the key business applications you are planning to mobilise• What about your current ARPU?• What would you want, that you don’t get from them now?• What about round the clock support?• Would you say your device security is as robust as it needs to be?• Would you consider allowing users to use their own devices?



http://vodafone.lookbookhq.com/ready-to-accelerate-2/asset-19


Managed MobilityObjection handling


Business Drivers

Why Vodafone

Manage their objections and close the opportunity

HOME





Qualify & Extend Objection handling & close

UsefulManaged Mobility links to help you out

By 2020, 60% of digital businesses will suffer major service failures due to the inability of IT security teams to manage digital risk. Source: Gartner - 2016

I already have a Mobile Device Management solution!

Thought you only provided voice and data for mobility.

Are you really in the Mobility Management ?

.

Why Vodafone when I can go to AirWatch or another vendor

direct?

We look at your organisation’s specific use and find a solution that matches your current and future

mobilisation needs. Vodafone supports customers wanting to mobilise their

workforce. And working with our consultants, we assist with

the mobilisation of key applications, delivery of mobile content management, security, and device lifecycle management. Key if you are to remain competitive.

Almost half (44%) of employees believe their organization does not operate efficiently and is not effectively organized and structured (45%). Source Hay Group - 2016

Enterprise Mobility Management and Security is core to Vodafone.

We manage over x 3.4 Million devices for hundreds of customers, and offer 3 market leading EMM Solutions.

We have been doing this for over 10 years and are recognised by analysts,

such as Gartner, and have won partner awards in 2016 from EMM vendors such as MobileIron

73% of companies have a mix of company and employee-owned devices. The challenge is to create clear policies that allow people to work the way they want without losing visibility of devices and data.Source Survey: Mobile Threats are real and costly, Webroot 2014

Vodafone has everything covered across networks, devices, software, applications, and security.

We don’t just focus on a selling a single platform. With VSDM, we can integrate and bundle

everything into one overall solution, and provide ultra assurance testing, to ensure new releases don’t negatively

impact your businessYou’ll deal with one supplier, get simplified processes, and

our full support.



MOBILITY PORTFOLIO

The most successful telco in the European managed mobile workspace (Ovum 2016)

http://www.vodafone.com/business/why-choose-us


HOME

The Managed Mobility PortfolioVodafone MMS brings strategies, tools, services, technologies, processes and policies together

HOME

PRODUCTCATALOGUE

(OPEC)

Their challenges

Who to talk to

Business drivers &

Proposition

MMS

Vodafone Enterprise Managed Mobility

Vodafone Telecom

Management(VTM)

Global Connectivity

VodafoneApps

Vodafone Global

Helpdesk

Professional Consulting &

Advisory Services

Devices

Vodafone Device Manager (MobileIron)

Vodafone Secure Device Manager (Airwatch)

VodafoneMobile Threat Manager

BlackBerry

Managed (VTM-M)

Entry Level (VTM-EL)

Vodafone Spend Analytics (VSA)

Vodafone Spend Manager (VSM)

Red for Global Enterprise – Security edition

Red Enterprise Bundles

Email /PIM and Active Directory

Mobile ApplicationManagement

Mobile ContentManagementSecureBrowser

Vodafone Managed Messaging

Vodafone Process Tracker

Managed Mobility Services

Unified Communications

Telecoms Management

Managed Handsets

Central OrderingManaged Tablets

Specialist Devices

Vodafone Device Lifecycle Management

Bring your own devices (BYOx)

End user Helpdesk

Global Helpdesk

Global SLA

Red for Global Enterprise

Extend the Mobility

conversation

https://workspace2.vodafone.com/SSOLogon/manual_login.jsp

PropositionDRIVER NEED INSIGHT PROPOSITION

Employees’ growing frustration with having to use inconsistent devices, platforms and tools.

Rising demand for cloud-based services to enable simplified and consistent access to information and people

To easily connect to enterprise systems and data on demand via any mobile device with the appropriate compliance, security and controls

To facilitate communication and collaboration among the distributed workforce

We estimate that only 10-15% of our customers have implemented systems to provide access to key business applications from mobile devices (Source: Vodafone )

Vodafone brings a fresh approach to the Managed Mobility market.

Vodafone’s Managed Mobility Service removes the complexity and simplifies the management

of your enterprise mobility needs.

Bringing together all the strategies, tools, services, technologies, processes and policies the modern enterprise needs to integrate the

use of mobile devices across the organisation.We have moved many customers

Vodafone MMS gives you everything you need to enable your people to securely connect to key

business applications and communicate wherever they are, on the device of their choice.

With Vodafone you can expect an unrivalled international wireless footprint, with

networks in 27 countries extending to more than 105 countries

through our partner market relationships.

Wherever it occurs, talent scarcity and rising labor costs leads to costly rates of attrition

Companies are struggling to identify, secure and develop top talent.

Ability to access new talent irrespective of location. Tighter regulation and compliance adherence.Ability to use the best people on your most critical jobs irrespective of location

72% of staff feel that using their own device for work increases their responsiveness, due to their familiarity with their deviceSource: Vodafone UK Perspective Series

Employees want to use their own technology at work; the ability to merge personal and business life;

The challenge is to create a clear policy that allows people to work the way they want without impacting the security of devices and data

70% of 18-24 year olds believe their quantity of work would improve if they were able to work flexibly Source: Flexible working Guide, Vodafone Enterprise 2015

Cost savings and efficienciesReduce communications spend and administration burden.

To get a better understanding and gain of telecoms costsSimple visibility of mobility spend and usageSimplify and reduce the cost of deploying and managing devices or applications

70% of CIOs find data tariffs too expensive and complexSource: Vodafone Global Enterprise ICT decision maker research 2013 NEXTBack to Drivers &

Propositions







Mobility is a key factor in sourcing recruiting and assessing the right talent for project

irrespective of location.

Vodafone’s international footprint means that your employees can experience the same

level of connectivity and accessibility wherever they are located.

Vodafone has an unrivalled international wireless footprint, with networks in 27 countries

extending to more than 105 countries through partner market relationships. And

access to over 1.1 million Wi-Fi hotspots worldwide, providing alternative, cost-effective

mobile connectivity.

Together with our cloud and unified communications services, we connect people

together and enable them to collaborate more effectively, across the enterprise,

across divisions, across borders











Propositions







We’re taking a fresh approach to meeting the communications needs of organisationsbringing choice, value and innovation to

businesses and their employees.

Our knowledge and experience of devices, security and employee profiling enables us to

provide you with a carefully considered approach to meeting your specific business

needs.

Vodafone Enterprise Mobility Solutions enable users to be more productive and efficient using corporate or BYO devices to reach key business

cloud and backend applications securely

Businesses can use mobile technology to increase productivity and efficiency by providing data to employees fingertips.

• Enable flexibility security in a BYOD world• Retain cost centre accounting

• Maintain high levels of security and protect your data and assets











Propositions






We estimate that only 10-15% of our customers have implemented systems to provide access to key business applications from mobile devices (Source: Vodafone ) We give the tools you need to control and

monitor your mobile spend and usage at both an enterprise and end-user level .

With Vodafone Red for Global Enterprise self-optimising tariff, you can stay in complete

control. Only paying for what you use.

Spend Manager ensures you get a secure reporting platform, providing centralised

visibility and control of all your Vodafone mobile communications.

While our Spend Analytics service delivers an invoice-based reporting platform that provides

visibility and control of all your mobile, fixed and conferencing spend across all telecoms carriers

and your global network.











Propositions

Where to sell VGE Red

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Objection Handling &

Close

Back to Qualify &

Extend

With Vodafone Red for Global Enterprise, employees can work the way they want.Unprecedented roaming value in the EU, on the Vodafone global network, and in the US with one data planacross all devices.


Landscape

HOME


Business Drivers &

Propositions

Back to Understand

your customer


http://vodafone.lookbookhq.com/ready-to-accelerate-2/asset-19

CIO BusOp Purchasing

QUESTIONS LOOK OUT FOR POSITIONING

How far reaching is your flexible working strategy? How do you ensure business to be conducted seamlessly, irrespective of where people are? What devices are used? How do you prevent data breaches?

ProductivityFlexibility

CollaborationUse Wi-Fi abroad

Concerned about roaming

Global ConnectivityYour workforce can conduct business effectively with our cost-effective price plans designed specifically for the global enterprise. We provide and manage an Enterprise Mobility management platform to enhance efficiency and mobilise some of your key business processesWe can secure mobile applications and the data associated with them to prevent data leakage or loss to rogue mobile applicationsVodafone offers unprecedented cost effective roaming value in 48 countries with Vodafone Red for Global Enterprise. While Vodafone Red Enterprise Bundles has an allowance that includes cost-effective roaming based on usage and requirements

How are you mobilizing end users with business applications?How do you secure mobile content while at the same time supporting end users usability and collaboration needs? Do you have a mobility security strategy?

Global projectsGlobal customers - supporting across

multiple regionsCyber Security

Device management Secure mobile apps

Shortage of cyber security skillsShadow IT departments

Vodafone professional services can help understand the threat landscape for your organisationsVodafone Enterprise Mobility Management solutions (VDM, VSDM) can be used to mobilise applications and secure the content related to them all while improving usability and efficient for end users

How do you support your global organisation? Are you able to offer round the clock support? How cost effective is providing this support?What impact/benefits can you see in outsourcing the day to day running and management of your mobility services?

Multiple devicesLack of resource

TrainingIncreased use of subcontractors

Considering outsourcingReduced budget

We can help you operate effectively, and ensure the organisation responds quickly.We know that global organisations need to be always on, that’s why Vodafone’s Global Helpdesk operate 24/7/365 and provide a variety of bespoke services:* A single point of contact for service requests or incidents* Management and Change Management activities* Subject matter experts embedded in the teams* Incorporates a Major Incident Management capability for VGE products and servicesWith locations in Cairo, Budapest and Newbury, and office support in Hayes (UK) and Pune (India) – we’ve got you covered.

Business Drivers

HOME


Their challenges

Who to talk to

Back to Drivers &

Propositions



Have you profiled your end users to understand their mobility needs? How do you ensure corporate information is securely distributed and accessible by the targeted employees when they need it?In a study, 2/3rds of CHROs said they would look at partnering. How are you bridging the expertise gap?

CollaborationSecurity

Use of 3rd party providersFlexible working

Critical Apps and App management

Vodafone Professional services can be used to profile end uses, their work styles and needsVodafone Enterprise Managed Mobility equips you with the security tools and multi-layered security solution you need to connect your business for better operational agility,allowing your employees to work more productively and efficiently and improve customer engagement. While you maintain complete visibility and control of your mobile estate.Enterprise Mobility Management (EMM) is an easy way to manage all your mobile devices, and security needs. It offers unique and flexible end-to-end solutions that manage, host and support your device estates, allowing you to mix operating systems and security platforms as you need

What mobility strategy do you have to attract the right people, with the right skills?How could a flexible working environment improve your current satisfaction scores? How challenging is it to attract the right talent?

Multiple vacanciesTime to fill vacancies

Talent gapsUse of contractors

Lack of Mobility strategy / Flexible working policy

The successful implementation of a mobile device strategy goes beyond purely technical knowhow to embrace the understanding and buy-in of all employees. Through Vodafone’s Mobile Transformation programmes, we help our customers by drawing on our expertise in implementing mobile transformation programmes, such as BYO. This has helped to deliver productivity gains, and business process efficiencies, and maximises the return on investment in new technology.From organisational and technical policy design. worker profiling, training and communication planning, to roll-out and deployment – we’re here to help.

How are you addressing what individuals, e.g. Millennials are looking for?How are you driving their working environment? How are you realigning your HR strategies to support the different needs of your workforce?

Multiple devicesUse own devicesFlexible working

FlexibilityHyper personalisation

Individual

In the Bring Your Own Everything (BYOx) friendly workplace, x can stand for anything from devices, to apps, to data, to operating systems. By embracing your employees’ desire to use their preferred devices for work – fully enabled for corporate use – you can support greater productivity and pave the way for flexible working practices that boost employee satisfactionCombined with Enterprise Mobility Management (EMM) solutions which work to secure data on any device

CIO BusOP PurchasingBusiness Drivers

HOME


Their challenges

Who to talk to

Back to Drivers &

Propositions


Their challenges

Who to talk to

Back to Drivers &

Propositions

HOME



How do you enable mobile data across multiple devices without blowing your budget?How good is the business at forecasting future mobile spend? How much would a data breech cost your organization?

Bill shockNo surprisesData bundlesPredictability

Cost efficienciesFlexibilityControlSecurity

We have innovative, yet cost-effective offerings are included our VF Red portfolioVodafone Red for Global Enterprise, Security Edition gives you the confidence to fully embrace mobile ways of working, without fear of bill surprises or unprotected data or devices.The best value plan, is always guaranteed. Unique to Vodafone Red for Global Enterprise our self-optimising features mean each user is automatically assigned to the most cost effective plan for their usage every month.

Our advanced security solutions ensure your businesses data is protected from security threats and theft - Vodafone Device Manager, Vodafone Mobile Threat Manager and Mobile Iron Divide. Vodafone can also provide a security assessment to help businesses understand their options and plan for the future.

What challenges does a mobile global workforce give you?How do you gain visibility of your mobile estate?

Forecasting costsConsolidated billing

FlexibleSecurity

Service Level Agreement

Vodafone Device Lifecycle Management is a single global solution for sourcing, managing and supporting enterprise devices. It provides you with global consolidation savings through the use of a single supplier and managed services for a range of activities: device procurement and build, staging and fulfilment, airtime and SIM, support and manufacturer warranty.

Managed support brings clear service level agreements and end-to-end service ownership, while commercial innovation offers simple per-seat pricing and improved TCO, while our Device Portal streamlines, tracks and manages your global mobile device inventories.

How are increased employee requirements impacting on your potential cyber threats? How can you ensure your IT estate is up to date, and threat free?

Shadow IT Multiple devices

Outsourcing end user supportComplexity

Security breachesToo many suppliers

The increasing use of mobility in the enterprise is making the security risk bigger and more complex. A Vodafone Mobility Security Assessment provides dedicated security expertise and insight to enable you to assess current risks and identify how to reduce them.

It will help to keep you compliant with internal and external policies, and give you the confidence to deploy mobility solutions with the tailored support and insight you need, to reassess and redefine your mobile security posture.

CIO BusOp PurchasingBusiness Drivers


Q. How many and what typesof devices are connecting to

your network?

Q. What security measures are in place for them?

Q. How do you manage apps and deal with ‘leavers’ to protect against

corporate data?

VF Red Enterprise

Bundles

VF Global Connectivity

VF RedGlobal

Enterprise

Q. Have you got an IT Policy for your Smart Devices versus laptops?

Q. Do employees use appson mobile devices?

Service levels

Gold/Silver/Bronze

Global Helpdesk

Q. How do you secure all the mobile devices that have company

information?

Q. How do you keep your IT team up to date so they can deal with all

different productivity and security options?

Q, Do you have dedicated cybersecurity personnel?

Managed Mobility

Q. What kinds of devices are used across your company?

Q. Would you be confident they are accessing corporate resources securely – all the

time?

Extend the conversation

HOME



Close

Back to Qualify &

Extend

Vodafone EMM

Q. Have you had any security incidents based on

lost or stolen devices ?

Spend Manager

VF App Management

Mobile content

management

MDM

Professional

services

Professional services

Telecoms Management

BYOx

VF Red Enterprise

Bundles

Q. Can employees bring their own devices to

work?

VF Red Global

Enterprise

Work Container

MMS –Device

strategy & migration

MMS –Worker

profiling

VF Red Global

Enterprise

VF Red Global

Enterprise

Q. How are appsdeployed and managed?

Q. How do you ensure corporate information is

securely distributed?

VF Red Global

Connectivity

MCM + Email / PIM

Mobile Application

Management

Mobile Threat

Manager

Secure Browser

MDM

VF Device Lifecycle

Management

EMM Workforce

Mobility

Q. How do you ensure your data and assets are protected

from threats?

Q. What tools did you use to mitigate the risk?

Q, Have you analysed your spend recently?

Mobile Threat

Manager

VF Device Lifecycle

Management


What makes Vodafone the most successful telco in the mobile workspace market?

Download the OVUM report from iFind Managed Mobility HOME



Close

Why Vodafone

Whatever platform they use.However many devices they deploy.Our wholly agnostic service enables us to provide the tools they need to seamlessly transition to a Ready Business – one that is more agile, responsive andinnovative

Vodafone was “the first mobile operator group to recognize the specific issues that MNCs have in supporting mobility for employees across national borders”

Vodafone has “advantages over its other fixed-network global competitors in this market”

Vodafone is “focused on developing and delivering a globally consistent product”

No1 International

mobile provider

Unique connectivity

coverage

Global leaders Secure global network

Simplicity Service

Why Vodafone



Objection Handling – Managed Mobility

You’re in the home stretch.

Now to address any issues they may have in the final stage.

OBJECTION RESPONSE

My cost centres are within individual business units, I ‘m not interested in centralising

But what about having full visibility and control, without making any drastic changes to existing cost centres? Our Vodafone Telecoms Management services give you complete visibility of your current telecoms landscape, with the ability to manage budgets at a local level while maintaining global control.

I already have conferencing capabilities, and I like the service I’m getting from that supplier.

That’s fine. We understand that you may be tied into contracts, or have a service you are enjoying. That’s why our Managed Mobility solutions like, Spend Analytics and Telecoms Management offer a single, consistent view across all carriers and service types

Vodafone Red doesn’t sound as competitive as an unlimited data bundle

Unlimited plans often drive expense that you don’t need. The vast majority of users have no need for an unlimited plan and Vodafone Red for Global Enterprise ensures your spend is auto optimized so you pay for no more than you need.

My company doesn’t have a lot of employees who roam. Your global offer is compelling, but I’m not too sure about the value here at home

Our Vodafone Red for Global Enterprise plan works for domestic and roaming users. Employees who don’t roam will always benefit from the auto-optimization functionality– you will always be on the right plan, and can oversee your spend online – whenever you need to.

I know you have capabilities across Europe, but I need reliable connections further afield

We’re one of the world's largest communications companies delivering services in more than 150 countries. Vodafone Red for Global Enterprise and Red Enterprise Bundles are availablein the US, and we offer secure, 4G LTE roaming in over 100 countries. We want to be your telecoms provider of choice, wherever you are.Check out the Why Vodafone messages on the VGE website HOME


Back to Objection

Handling & Close

Why Vodafone




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