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By Don Reisinger on 2010-09-21
Four of 10 sales of the iPhone are made to enterprise users, according to AT&T Business Solutions CEO Ron Spears. Some of you may be surprised at Spears’ comments, made at the Barclays Capital Communications, Media, and Technology conference in New York in May. After all, the iPhone has yet to penetrate the corporate world the way that BlackBerry has, and there are many sound business and technology reasons for why this is the case. It lacks the deep enterprise control and security capabilities of the BlackBerry and its accompanying BlackBerry Enterprise Server, and Apple's still not going out of its way to make things easy for the enterprise. At the same time, Apple’s efforts at making Exchange more usable and giving IT managers a tad more control over the iPhone than they originally had have helped move toward becoming a valid alternative to RIM’s offering for some enterprises. And, it looks like a security powerhouse compared with Android OS. Chances are, you and your fellow C-Suite executives are already using the device, even if you aren't officially welcoming it into your enterprise. If you're looking to follow in the footsteps of enterprises such as Kraft Foods, Trek Bicycles, pharmaceutical company Novartis and security firm Unisys, then you have already decided that the iPhone is a fit for your enterprise. The challenge now is to sell your CEO on it. Here are some pointers to help you build your business pitch and sell your CEO on the iPhone.
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The BlackBerry Value PropositionRIM’s latest BlackBerry OS 6 is an iterative update over the previous version and, for most companies, not enough to warrant a changeover to a new device such as the Torch. Apple's iOS 4 is arguably the most significant update made to the iPhone in years. It provides a level of user interface that BlackBerry OS 6 can’t match.
Business AppsA quick glimpse at the more than 200,000 available apps in the company’s store reveals hundreds of worthwhile apps for most companies. If your CEO wants employees to be productive on the go, the iPhone’s mobile apps can help achieve that.
Productivity Means EverythingHighlight the iPhone’s superior Web browsing, huge App Store, and intuitive functionality. All those features (and many others) combine to make the device a potentially more productive tool than the competition.
Sell the ExtrasThe iPhone’s many extras, including video and iPod functionality, could play in your favor. Employees can watch educational content from their smartphone. The iPod can be used for accessing work-related podcasts.
Worker RetentionConsidering 73 percent of all IT workers are under age 45, according to a recent study from TekSystems. Young workers are flooding the corporate world and they want an iPhone. Top talent wants to be at a tech-forward organization.
Work/Life BalanceBlackBerry is a decidedly business-oriented device. The iPhone entertains users. It's ok to let your employees do more than work on a smartphone, as long as you can manage use policies effectively.
More Control Than EverThe iPhone 3GS and the iPhone 4 are highly controllable. In fact, just about every element of the devices can be tailored to the needs of your company. Data leaks or security breaches can be limited on the iPhone nowadays.
Android OS Won’t Cut ItYour CEO might want to know why you’d choose iPhone over Android OS. The answer is simple: security. Android OS has come under fire for not having the same level of security that iOS offers. And it could put corporate data at risk.
It’s A Move Towards the iPadThe iPad is quickly becoming a viable alternative to netbooks in some use cases. Many CEOs already own one. But iPad has limitations, including the lack of phone functionality. iPhone boasts many of the same features. If your CEO seems sold on an iPad, it's a short leap to show them the value of the iPhone.
The Competition Is Using ItThe last thing your CEO wants to see happen is for your company to fall behind the technology bandwagon. So, if you’re set on the iPhone, make it clear that you’re staying ahead of, rather than trailing, the competition.
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