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FCW : January 2015
Q What are government customers looking for from their mobility partners? The government’s mission is to protect the country. In order to do so efficiently, government agencies must conduct day to day busi- ness using commercial technology which means that device security and data protection is paramount. I’ve found that agencies are focused on making sure they have as many available options as possible when it comes to considering mobile solu- tions. Having a breadth of options allows agencies to leverage multiple commercial technologies and devel- op closer partnerships with the com- panies and organizations that deliver them. Government customers should be treated the same high level as other enterprise customers when it comes to mobility. I’ve found that companies across indus- tries are seeking products that not only solve business challenges, but also create a positive, secure employee experience. Q How should providers approach selling to agencies or to individual programs? A Before entering into conversations with government agencies, providers have to show that their products meet the general government common criteria. And before you can think about selling to agencies or individual programs, you have to understand the government sector’s baseline requirements in order to develop solutions that meet or exceed their needs. Every agency and program has a different mission and those missions drive other requirements and dependencies that must be taken into consideration. For example, agencies like the FBI manage sensitive and highly classified information, thus have security requirements that are much higher than some other agencies. Providers can’t just be sellers of things anymore. They must have people who are subject matter experts that understand the individual agencies and their individual needs - that’s critical to being proactive in delivering products and services. Q Given how fast mobile technology changes and threats occur, how can providers cope with lengthy procurement processes? A Technology is constantly evolving, which means that you’re often adapting to and addressing government requirements with an out-dated product portfolio. The government approval process can be lengthy for new product availability, so providers must make sure they bring extendable solutions to the table – not only with what they introduced a year ago, but also with new solutions moving forward. For example, products that came out 6 months ago are just making their way into the procurement process. That’s where that baseline understanding of agency’s needs comes in. Understanding that benchmark in addition to the common core requirements and developing from this core will help prepare agencies with the products they need that much faster. Q The compliance process is also long and involved. Can providers do anything about that? A It’s important to build products and solutions on top of a solid base. When there are compliance assessments, any changes can be made to the changes in the product itself, rather than the overall platform. Having people deeply engaged in the compli- ance process allows them to stay abreast of such changes. Maintaining good relationships with the various government organizations allows you to have an idea of where things are going and also allows for providers to be proactive. Having those kinds of resources, I think, has really worked to Sam- sung’s benefit. Q What does the government’s greater use of the cloud and outsourcing mean for mobile device providers? A As the government moves into the cloud environment, security requirements are becoming more rigorous. Providers must ensure that their government partners understand mobile cloud capabilities and that cloud solutions meet the governmental operation and security requirements. Outsourcing is dependent on what services are available. For Samsung, that means building out Samsung 360 Services for Business with people who have a deep background in providing government services and outsourcing resources to make sure we meet government and particular agencies needs A Supporting Secure Mobile Technology Inside Government Agencies Sponsored Content Sam Phillips, Vice President of Global Enterprise Services (GES), Security Solutions, Samsung To learn more go to: www.samsung.com/us/enterprise
November and December 2014