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CUSTOMER JOURNEY
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CJ MilestonesUrgent PainWhat are the WOWs?Sign 1st ContractWhen is 1st Value?Full Deployment/ExpandNew Use CasesStrategic Platform
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CJ StageAwarenessInterestEngage #1
(with buyer)
Engage #2
(with others)
Selection/finalist
(Evaluation or Trial)
Decide
(exec meeting)
ContractingCloseGet LiveIn workflowRenewExpand #1Expand #2 (Firmwide)Integrate with Other WorkflowsExtend/New Use CasesStrategic Platform
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MOBL Customer Journey at Major CustomerNeed to move off current mobile platform (Blackberry) to the smartphone (iPhone)Introduced by Silicon Valley banking teamMobileIron is one of two very close finalists
Got input from other stakeholders (security, app developers).
Choose MobileIron because of confidence in the strategic destination: enable a mobile workforce.500 units first for IT and early senior champions.
Intend to standardize on MobileIron firmwide.
After 1k units for 1 year. Must solve security and quality issues during this time. The vendor must prioritize and not respond to too many requests -- only the most critical ones. Then to roll out to tech (15k devices).Initial architecture doesn't scale, breaks in unanticipated ways. Must solve scale issues before rolling out firmwide (40k devices)New apps launched with MobileIron support on nexisting app development platform.MobileIron support new apps and use cases. Ex: head of trading desk can see trading risk limit on his phone. Entire firm is enabled on mobile, with an integrated world of apps. Work device experience is just as good as their personal device experience.
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PLAYBOOK #1 Long
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PLAYBOOK #2 Short
(skip stages)
1st value
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SYSTEM VIEWLeadsLandStrategic (note: ties to our use of "strategic destination")
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MOBL PLAYBOOK
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OTHER PLAYBOOKS
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