Mobile Content Enablement Introduction The mobility revolution has affected the way millions of people around the world conduct business everyday. IDC Research predicts that by 2015 the working world’s mobile population will reach 1.3 billion, representing 37.2 percent of the total workforce. Furthermore, according to a 2013 Forrester Research study on Mobile Workforce Adoption Trends, 74 percent of firms have either purchased or plan to purchase smartphones for their employees and 65 percent of firms are making similar plans for tablets.

Smartphones and tablets present both the biggest change to end-user computing in the last 20 years, and an opportunity to improve productivity for individual workers. They also create an opportunity for large companies, government organizations and small businesses to change the way they transact business and improve operating results.

Given the choice of a traditional Windows-based laptop device or a modern tablet, users are making their choice clear. Regardless of the size of their organization, or their industry, people prefer to take a tablet to meetings, on business trips, and to their offices (instead of a desktop). All they need are the tools to help them replace their PCs with mobile devices.

Organizations that have implemented mobile Figure 1 business initiatives and focused on device In what area is your company achieving the management, rather than content enablement, greatest benefits as a result of mobility? find big challenges in enabling the mobile work- force to become more productive. Focusing on Increase and 42% improve customer device management can result in cases where interaction 10% millions of dollars are spent on device control, Increase sales/ 40% but iPads come out on the weekend at home revenues 10% and/or are primarily used to play games, and

smartphones are only used only for basic commu- Enhance employee 38% productivity nications (calls, emails, instant or text messaging) 13% but are not really integrated into the enterprise. Improve customer service 38% Mobile technology leaders who participated in 10% IBM’s 2013 study of Global Mobile Infrastructure Improve customer 36% clearly specified the greatest benefits they’ve satisfaction 13% experienced after implementing mobility solutions (Figure 1). Improved customer interactions, growth Increase employee and business partner 35% of revenue, and increased productivity top the list, responsiveness and 9% decisions while better “management” of devices or

user content is absent. Mobile Technology Leaders All Others

Mobile Content Enablement White Paper www.bigtincan.com Why Are We Missing Mobile Productivity Gains? With over 80% of companies reporting that “By 2016, 20% of enterprise employees already use a personal mobile device to access work data (source AT&T), the bring-your- BYOD programs will fail due own-device program (BYOD) is an integral part of to enterprise deployment of most organizations. Since the introduction of the mobile device management iPhone®, iPad® and the explosion of Android devices in the enterprise, millions of dollars have features that are too restrictive.” been spent on mobile device security and control Forrester’s Forrsights Workforce to allow the use of BYOD in the enterprise. The Employee Survey, Q4 2012 management of mobile devices in IT is an important concept that provides an infrastructure, or platform, on top of which other services and solutions can be added. It does not in itself enable a user to do more with the mobile device — sell more, service customers better, enable business partners, or learn from each other.

A more administrative approach benefits the IT organization, to make sure the devices can interact with the content that employees need to get their work done.

According to research from Gartner, between 2012 and 2013, 64% of enterprises reported that mobility projects forged ahead without the full involvement of IT. Employees acquired and connected mobile devices, personal DropBox accounts, and even personal applications through Amazon Web Services (AWS) to their corporate IT services. Why is this happening? When employees don’t have access to the right tools through their employers, they search out solutions on their own to keep their work — and the company — moving forward.

Mobile Content Enablement White Paper www.bigtincan.com Which of the following applications do you use on these devices for work?

Email

Word processing

Web browser Computer (N=2,699) Tablet (N=605) Intranet portal Smartphone (N=1,303) Presentation tools

Web conferencing

File sync

Team sites

Public social network Internet portals are missing Travel apps from the mobil app list.

Finance apps File sync beats out all other Expense apps collaboration tools on tablets.

Internal social network Among mobile workers, the application portfolio is huge Public microblog and diverse. Human resources (HR) apps Social applications are more Data dashboard common among tablet users than computer users. Internal blog

Internal microblog Mobile workers are more likely to use CRM, HR, or ERP apps. Internal wiki Customer relationship management (CRM) Supply chain apps Enterprise resource planning (ERP) 0 20 40 60 80 100 Base: 2,709 North American information workers using each device

* Forrester Research – 2013 Mobile Workforce Adoption Trend

Mobile Content Enablement White Paper www.bigtincan.com Control and Management ≠ User Enablement and Productivity Gone are the days when employees used a single, “Rich mobile devices like tethered computer with a small set of tools to get Windows and Android phones work done. The convenience of mobile devices has changed the expectation of the mobile workforce and tablets and Apple iOS Employees need access to enterprise content, devices have raised expec- information resources and to productivity tools to tations about accessibility conduct business from any location on any mobile device. Unfortunately, there is a large gap between and the user experience. This mobile device control and usability. shapes expectations about While implementing a Mobile Device Management how people work.” (MDM) solution — and its ancillary management an control structures for apps and content — is important Gartner – What Apple® iPad and for device control, it is never designed to enable Other Mobile Devices Mean for user productivity. Thinking about the mobility Collaboration Planners, July 2013 revolution as an “IT management” approach has not improved workflows. This approach doesn’t help users access and work with the right content at the right time and location. Nor does it enable them to learn from their peers over a mobile device. The same goes for employees who build their own tools.

There is paradigm shift from “IT management and device administration” to “end-user enablement on the mobile device.” The focus should be on how to improve the “streaming of pixels” from the corporation to the device. Enablement requires us to think about how to help the mobile workforce to engage with content in a ways that have not been able to do before. Millions of users on mobile devices need the productivity tools to engage and do more. Mobile Content Enablement

BUSINESS ENABLEMENT

O N E U S E R E X P E R I E N C E

Management Productivity Process Security, Governance & Engagement & Automation & Content Measurement Optimization

Mobile Content Enablement White Paper www.bigtincan.com Content is King The creation of content, how it is processed, and how it is improved are key workflow indicators. In the mobile business world “content is king.” King because used in the right way, as a method of representing the ideas, things and even the thought process that people create, will communicate value, differentiation, influence and decision in clear, consistent and compelling ways on the mobile device.

With the proliferation of mobile devices, has come an explosion of content. Users now have access to amazing amounts of content from many different systems, including all the tools and systems they need to do their jobs. “Content” now means more than just the list of files and folders from the N: Network Shared Drive in the office, or a list view of a standard folder tree on a cloud storage file system. For today’s mobile device user, content includes everything on their mobile device: apps, web sites, interactive forms, HTML5 mini apps running locally, interactive media players, animated presentations, RSS feeds, social media, calendar events, and even files and folders. And where content is king, context is queen. Delivering the right, relevant, curated content to the right person on their mobile device is critical to ensuring employees are productive and not distracted by content they don’t need.

According to the Content Marketing Institute (2014), the average enterprise uses 17 different tactics to distribute original content. Asking the average enterprise user to learn and then interact with these multiple systems is causing a major problem in the uptake of content inside the enterprise. The Challenges the B2B Content Marketers Face result is confusion on where users can find the information they need. Lack of Time 69%

According to a report by leading independent Producing Enough Content 55% marketing analyst firm SiriusDecisions, 70% Producing the Kind of Content That Engages 47% of content churned out by b-to-b marketing Lack of Budget 39% departments today sits unused. That’s billions of Producing a Variety of Content 38% dollars of wasted work from knowledge workers Inability to Measure Content Effectiveness 33% each year — and it’s been going on for decades. Lack of Integration Across Marketing 26% How does this problem exist, when economic Inability to Collect Information from SMEs 25% downturns and recessions have forced almost every other area of business to become more Lack of Knowledge and Training 25% efficient? Organizations should not keep churning Lack of Buy-in/Vision 23% out documents, brochures, white papers, and Lack of Integration Across HR 15% PowerPoint presentations without understand- Finding Trained Content Marketing Professionals 10% ing whether they are being used. The trick is to figure out which 30% of content is being used — 0 10 20 30 40 50 60 70 80 90 100

and how it’s being used. 2014 B2B Content Marketing Trends - North America: Content Marketing Institute/Marketing Profs

Mobile Content Enablement White Paper www.bigtincan.com The Problem with the Sales Organization A recent Corporate Executive Board study of more than 1,400 business-to-business customers found that nearly 60% of purchasing decisions have been made (research on solutions, ranking options, setting requirements, benchmarking pricing) before having a meeting with a supplier sales representative. If an organization’s sales representative is not well prepared with the right content before meeting with a well-informed prospect, the results will be disastrous. In addition, IDC Research on sales enablement discovered that 57% of sales reps are not well prepared for an initial call with a buyer. When only 5 out of 10 of field reps are prepared for a sales call before it starts, and it’s likely that the customer is already close to making a decision, there’s an opportunity to improve sales productivity and stop wasting time and money. The problem is probably not whether the sales organization is motivated, but rather that they don’t have access to the right content or knowledge when they need it.

Buyer – Seller Alignment At your initial meeting, what percentage of reps were: Extremely Prepared Not Prepared 26% 16% Not Prepared 26% Somewhat Prepared 31%

Very Prepared 27%

Very Extremely Prepared 16% Prepared 27% Somewhat Prepared 31%

IDC – Customer Experience Panel

What Do You Mean By Enablement? Mobile Content Enablement is all about ensuring the success of the mobile worker, by focusing on their needs. Specifically, it’s about:

• Enabling users to get access to and engage with the content they need, when they need it, wherever they are, so they don’t have to access and learn multiple systems to be productive. • Focusing on providing access to the tools, content and information that users need to do their jobs better than in the past. • Implementing a platform that’s secure and powerful and has an engaging, user-friendly interface that is built with mobile users in mind.

Mobile Content Enablement White Paper www.bigtincan.com For a Regional Sales Manager, this could mean using their tablet or smartphone to access: reports from her field sales team, a mobile forms-based workflow process, local and remote legacy apps, push- delivered content from Microsoft SharePoint, and salesforce.com. At the same time, she could create her own content (files, notes, pictures, and more) that can be tied into a corporate controlled back end. It all can be realized through a single, scalable, easy-to-use content-based platform that works across all mobile devices.

Sharing Best Practices Another element of fully enabling the field is to identify and share their tribal knowledge, or best practices. The right content-based platform will allow you to identify the achievements of your top performers and pass their methods on to the rest of the organization. Identifying “what works” and transforming success stories into repeatable behavior is a sure path to success. For example, identifying which pieces of content were shared throughout a successful sales engagement could help other salespeople with their processes. Or, learning how top customer service representatives aid customers using corporate systems can improve that department’s workflow. And, this can be accomplished with the right content enablement platform in a passive manner.

Can’t I Just Build My Own Apps and Enable My Mobile Workforce That Way? The answer is yes. You can take specific parts of your enterprise’s work processes and turn them into engaging applications for mobile devices. But to make an investment in process-centric apps more rewarding, you need to build them around a horizontal content-centric platform that’s designed to deliver immediate productivity benefits across the entire organization. An “app for that” has real power inside the enterprise, but to make it even more flexible, powerful and quicker to market, it’s vital to build on a mobile content delivery and interaction platform.

It’s also tempting to build “silo” apps — or apps that just address a single workflow issue. Loading your employees with multiple apps requires them to learn additional interfaces and toggle between apps. This is not a great way to improve productivity.

Mobile Content Enablement White Paper www.bigtincan.com Automating Manual Tasks for the Mobile Workforce Making enterprise applications mobile device “The fragmentation of apps friendly is a non-trivial effort. Providing all the features and capabilities of an enterprise business appli- and services for mobile cation to a field service/repair technician, route content access, collaboration delivery person, insurance claims adjuster or sales and productivity increases professional on their mobile device is unnecessary. There’s no need to port an entire ERP system, the complexity of workplace procurement application, time/expense system innovation initiatives, raising or employee portal to a tablet or smartphone. the challenges for the IT Organizations should focus on the specific tasks and processes that need to be addressed in the organization.” field, and enable mobile users to execute them Gartner – Mobile Collaboration Will using their mobile devices. In many cases these Drive Innovation in Your Workplace, tasks are manual in nature. August 2013 Consider a claims adjuster’s workflow, which requires field-based interactions and high degree of accuracy. These individuals are required to collect information at a policyholder’s location with paper-based manual forms and cameras to provide separate visual documentation. Then, they transfer the information into a back office business system on the corporate network, via a laptop or desktop back at their office. Using an interactive, user-friendly form on a mobile device to complete this transfer of information would be far more efficient.

By leveraging the mobile device’s capabilities across multiple content types (photo, video, documents and forms) coupled with the ability to process information into corporate systems via a wireless network, we can consolidate and automate a number of manual processes in this scenario to improve this mobile worker’s productivity.

Mobile Content Enablement White Paper www.bigtincan.com Other Examples Include

Patient Field Service Self-Service for Monitoring Technicians Road-Warriors

A patient submits A Service Work Order (SWO) form is created Form-submission a form once a by office staff and allocated to a field technician. capabilities for day reporting their The SWO appears on the technician’s mobile ordering business progress. Clinical device and the technician is notified. The work cards or printed support staff monitor is performed, the form is updated and extra collateral, requesting submissions and information (such as photos, notes, spreadsheets, demo requests for respond if the patient etc.) is attached. When finished, the technician prospects, product/ has concerns. Data marks the work order as complete. The form solution configurators, accumulates in the is then synced from the mobile device back to submitting expense database and can be central hub and the new information is made reports or order entry extracted for analysis. available to the desktops of the office staff to forms. review and close.

Ensuring My Mobile Business Initiative Is Successful Implementing a mobile content enablement platform leads to mobile user productivity, and is the foun- dation for a successful mobile business initiative. bigtincan’s approach to mobile content enablement delivers content from different systems to a single platform, without concerning the user which content repository the content and information originated.

bigtincan has created the industry’s leading mobile content enablement platform, bigtincan hub, which enables mobile workers to work with any type of content from any platform on any type of mobile device without having to learn and access multiple systems. Users get dynamic push content delivery — ensuring access to the right content for the right people at the right time and location — even when offline — layered with the security and control that the enterprise needs.

And with bigtincan’s flexible definition of content, users can be provided role-based access to what they need to do their jobs, from file and folder access, to HTML5 apps, animated presentations, multimedia content viewers, web sites, mobile forms and workflow and more. And users can do more than just access and view content — they can create and edit content (documents, presentations, spreadsheets, feeds, forms, notes and more) from their mobile device. This keeps them in the field and more produc- tive everyday.

Mobile Content Enablement White Paper www.bigtincan.com Implementing a Secure Mobile Content Enablement System Implementing bigtincan hub is easy. Either a cloud- or premise-based system can be up in minutes, and scale to tens of thousands of users. Both work in conjunction with corporate management systems, and provide secure employee access to your corporate content no matter what kind of mobile device is being used (BYOD or corporate deployed, smartphone or tablet). It allows for the distribution, management and governance of a range of content, including documents and rich media content. Enabling secure access and interaction with a wide range of information resources over mobile devices is an imperative for managing risk and compliance objectives, and bigtincan hub provides enterprise-grade security.

Key Security Advantages of bigtincan hub

Secure Protocol Use: The system is based on Secure Sockets Layer (SSL) communications, encrypting the link that end-user devices use to get access to the server. File Obfuscation: Files are not stored using their original file names. All files uploaded to the server are obfuscated. Internal Content Store: The content store server can be hosted in a secure bigtincan cloud facility or internally, behind the corporate firewall and other secure private network access restrictions. With the creation of an internal content store, the enterprise can control access to data for its employees and approved external parties. All content stored on the server is encrypted and access is controlled through user authentication. Ability to Remote Wipe: The bigtincan hub server can initiate a remote wipe of content from devices automatically over the air. This allows the organization to immediately remove content, including both read and unread, from the device in real time. This system works even if the user has the bigtincan hub application open and is engaged in the content to be deleted. This process also allows for live-editing content, with new content replacing existing content on the device. Selected Content Cache of File Attachments: bigtincan hub offers the option of providing device- side content cache for file attachments. Organizations that choose to disable content cache will force a reload of file content each time the user accesses it, ensuring that no secure content is on a lost or stolen device. Two-factor Authentication: bigtincan uses a unique device identifier to identify the specific device that a user is using to access the content store. It is possible to whitelist devices that are usable on the system and tie them to a user account to select which content is delivered to each device. This gives the ability for the end system to deliver specific content to a unique device. Jailbreak Detection: bigtincan hub incorporates technology to work with Apple iOS-delivered encryption to detect ‘jailbroken’ iOS devices, and ‘rooted’ devices on Android. This secure structure controls highly sensitive content and ensures that the organization does not expose secure content to devices that have been compromised. Network Access Control: The system allows network access to be controlled to a specific set of IP addresses, ensuring that only approved users are able to access the server and engage with content. Content Expiry: A specific expiry date can be set for specified content. The content is automatically removed from all the devices, with no user intervention, on the expiry date. Location Based Content Controls: Content can be tied to a location determined either by a GPS coordinate (Lat/Long) and radius, or by micro-location systems like iBeacons, allowing users to only get access to the content when they are in a particular area. Device Whitelisting: bigtincan hub can allow the administrator to whitelist a set of devices and map those devices to a particular user, thus enabling them to control which users can access the content from which devices. This ensures that access rights are preserved.

Mobile Content Enablement White Paper www.bigtincan.com Mobile Content Enablement with bigtincan Allows You to Focus On the Key Elements in Driving a Successful Mobile Business Initiative: • Creating and deploying the ideal mobility platform for your entire mobile workforce • Empowering your employees with the ability to access and engage with the right information and content • Getting users to work quickly, and productively, on their mobile devices • Sharing “tribal knowledge” practices from top performers to improve overall team results

We invite you to visit us at www.bigtincan.com and get a free trial of bigtincan hub, the industry’s leading mobile content enablement platform for your organization.

Welcome to the mobile productivity revolution.

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Mobile Content Enablement White Paper www.bigtincan.com