Open a secure mobility review with device facts

When a firm asks for secure mobility, the account executive should resist turning a security concern into a product claim. Attorneys may use several device types, and the organization may still be revising the policy that governs them. A strong first conversation finds the owners of those decisions and gives the security team a clear question to review.

Elise, the CIO of a law firm, says, “Our partners travel constantly. Can your mobility program guarantee that client files never leave a device?” Sam replies, “Your security and legal teams should decide what controls meet the firm’s policy. To prepare that review, how many phones and tablets are managed today, and which devices still access client material outside the management program?” Elise says some tablets are unmanaged and the policy is under revision. Sam says, “Let’s bring your security lead and policy owner into an architecture session. We can document the access paths, enrollment concerns, and approved materials they need to evaluate.”

Sam has placed the decision with the people who own it. The discussion can now cover enrollment, identity, remote access, and support experience without making an absolute protection statement. Send the attendees a simple inventory request that distinguishes firm owned devices from personally owned devices and asks who approves exceptions.

Before your next mobility call, roleplay a customer asking for certainty. State the decision that requires their security review, then ask a question that reveals the device population. A manager can score the practice by checking whether the answer remains specific to the firm’s actual access paths.