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Cashing in on BYOD

Mobile Iron has been in New Zealand less than a year and has since acquired about 20 customers here. The short term plan is to double that number, says Stephen Gillies, sales engineer for ANZ at Mobile Iron.

The company is also looking to partner with local system integrators and already has a couple on board. "We want partners with the capability to go on our journey. System integrators are our focus," says Daniel Ciampi, the company's ANZ channel sales manager.

According to Gillies, the company is targetting leading system integrators but "won't ignore specialists". "Mobile Device Management (MDM) is growing and Mobile Iron is growing with it. It is not a technology we want to rush to market."

Gillies says that a lot of companies are struggling with BYOD adoption. "They think of it as a silo. We talk about integration with the enterprise infrastructure. It's one of the few technologies being driven from the top down. IT is trying to catch up," he says.

Gillies says there is an opportunity for Mobile Iron partners to step in and help companies embrace the new trend.

Observatory Crest is Mobile Iron's distributor in New Zealand. The company has recently moved into new offices in Auckland and Tim Kranenburg relocated from Australia to New Zealand as marketing manager. With the local distributor, Mobile Iron does not yet see a need to set up a physical office in the country.

Observatory Crest's Jaynean Leaupepe says Mobile Iron's MDM solution is "an easy sell". "Demand has really picked up," she adds.

Partnering with Observatory Crest gives Mobile Iron the ability to reach new markets, as the solution can be bundled up with other products in Observatory Crest's portfolio, such as F5 Networks, Cisco or Palo Alto.

Gillies says one of the key differentiators for Mobile Iron is the fact that the company focuses 100 percent on MDM while "a lot of others do MDM and a lot of other things". Gillies says MDM will continue to grow and evolve and will eventually become its own category, which he describes as "mobile IT".

"We will continue to grow based on the demand we will see," says Ciampi.

Mobile Iron's MDM solution is designed for enterprises but can scale down to fit with the needs of SMBs. Customers range from small business to large corporations.

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