Following up on last week’s editorial on Canon’s Webinar and the mobile printing and BYOD movement, there was some additional information that came out of that discussion that I didn’t mention and should be useful for any dealer selling a mobile printing solution.
Forrester Research presented tips for decision makers who want their non-IT colleagues to consider mobile printing adoption. Those include explaining why mobile printing is a natural extension for any company’s BYOD program; alleviating security concerns; and clearly communicating the benefits of mobile printing.
If you’re already selling a mobile printing solution, you probably understand the benefits, but if somehow that information has been lost in translation, let’s look at some of the benefits found in a Forrester survey:
- Flexibility of printing while employees are traveling – 79%
- Ability to print wherever employees are working within their company – 78%
- Ability to provide printed content to others, including team members, clients and customers – 72%
- Convenience of accessing printed content created on any device, in any location – 68%
These are all pretty much givens when it comes to mobile printing, but it doesn’t hurt to have that message reinforced.
It’s also helpful to understand the concerns that are floating around Corporate America regarding mobile printing and BYOD. Those include:
- Security will be reduced compared with IT-issued PCs – 62%
- Not compatible with existing infrastructure – 29%
- Other projects are higher priority – 28%
- Lack of internal resources/skills – 21%
- We don’t have a way to make our applications – 18%
- Overall costs are too high – 18%
- Lack of business executive sponsorship – 13%
- Desktop virtualization isn’t mature enough – 12%
- We don’t have any concerns – 7%
Now that you have read the concerns, and maybe even experienced them first hand, you can come up with strategies to overcome those objections with the benefits.
