After his recent appointment as Vice President of Business Development within DMI’s Enterprise Solutions Division, WashingtonExec sat down with John Buscher, a seasoned IT expert, to talk about where he has his eyes set for expanding the company’s mobile and cybersecurity solutions.
WashingtonExec: How do you think selling mobile technology in the government sector is different than selling in the commercial sector?
John Buscher: When selling a solution to the public sector, versus the private sector, you have to acknowledge that the concept of the solution will remain the same, but the drivers will change. It’s about missions versus market competition. The first thing I try to remember is to not be everything to everybody, but rather lead and focus on our unique products and services and competitive pricing.
In the government space, you’re looking at major drivers being cost effectiveness and efficiency. The pressure is on for agencies to deliver on mission-critical promises in order to achieve success. Every penny counts and all eyes are on the way federal agencies are spending their budgets. On the private side, companies want to be armed with the best solutions, at the most cost-efficient price, to put their business ahead of the competition.
DMI is well positioned to continue to expand into the commercial market. We’ve built a great team with subject matter expertise in our focused products and services, and are led by executives who bring extensive federal backgrounds and commercial expertise. When we leverage technology to solve business problems – we bring together the best people, strategy and technologies to do that. We are committed to excellence in both the federal and commercial markets.
At DMI, we will focus on the vertical markets where we think there is the highest demand, such as Financial Services, Manufacturing and Telecommunications. Through our focus on these core areas, we’ll be able to build brand recognition and business on our expertise in Enterprise Mobility, Cybersecurity, Microsoft Solutions and Big Data.
As I mentioned before, we also are not trying to be everything to everybody. Although we are capable of managing very large government programs, we also work with smaller clients in order to establish a relationship, and gain the trust of our clients and expand our reputation from the ground up.
“To pioneer a new breed of company where our dedication to innovation and pervasive excellence sets expectation our competitors cannot match and delivers results our clients cannot succeed without.”
WashingtonExec: What do you think will be the greatest challenges DMI will have to overcome as the company expands their commercial footprint with mobility and cybersecurity solutions?
John Buscher: Government is often thought to be slower when it comes to adopting new technology, but they have actually invested significantly in mobility and cybersecurity. The experience we gained and the IP we have developed for the government is an endorsement of our expertise in these areas.
We believe we are in the forefront in providing the entire lifecycle of technology management with end-to-end enterprise mobility solutions. We are ahead of the market in mobility and cybersecurity, so in many cases we are educating as part of our sales process. We provide forward provisioning, completely secure reverse provisioning, and ongoing monitoring and management.
We are aware our competition has bits and pieces of the solution, but we are providing the entire stack with end-to-end enterprise mobility solutions. One of the greatest challenges facing customers today is the “Bring Your Own Device (BYOD)” problem. On issues such as this, our value proposition is simple but compelling — we take away huge management headache of managing point solutions with multiple suppliers, we save the client money, we create a revenue stream and we do it all completely securely. In addition, we help our clients keep up with and manage the proliferation of new devices and technology changes in this space.
WashingtonExec: What key trends do you see shaping the market in the next few years?
John Buscher: One of the key trends that we see companies struggling to develop is sustainable models for is “Bring Your Own Device (BYOD).” Last year the shipment of mobile devices outpaced PCs and Laptops for the first time. In 2010, 62% of CIO’s said expanding use of mobile technology is a critical or high priority. By 2016, 85% of enterprise employees will be using smart phones or tablets.
If agencies do not implement mobile strategies that can be scaled to accommodate changing technology, security requirements and mission demands, their cost savings will greatly diminish. DMI’s “Hi-Gain” enterprise mobility solution integrates security, agile applications development and full enterprise mobility management services, allowing companies to take control of the mobile enterprise, securely deploy and manage mobile devices and apps, and realize the highest return on their investment.
WashingtonExec: How far do you think the federal government is from a blanket BYOD policy?
John Buscher: Given the statistics above regarding device proliferation, I think the government is fully aware that “BYOD” is here to stay and will incorporate the inevitable into its policies. While there will be some aspects of a mobile device policy that are common across all the government agencies, there is not a one size fits all blanket policy that fits all the various agencies with differing missions and objectives.
WashingtonExec: What is something that you are most proud of thus far in your career? What are you looking forward to most in your new endeavors with DMI?
John Buscher: One accomplishment I am most proud of in my career is helping my former company expand internationally. I went to the UK in 1998 as our only employee to establish and build our European business. Opening a business in one foreign country and expanding into all of Europe is not for the faint hearted. Despite the many obstacles, such as culture and language to name a few, I built a great team and we grew and expanded to become a respected and profitable business.
My past experiences will help me grow DMI beyond the government arena and further into the commercial sector. I am really excited to be part of a company that is at the forefront of two very exciting technologies, mobility and cybersecurity, and the intersection of the two. There is great satisfaction in being able to help companies be more agile and grow through “mobility done right.”
WashingtonExec: What are some of the most used apps on your iPad (or smartphone)?” (What’s on your iPad?)
John Buscher: The most used apps on my iPhone are productivity apps, followed by news, social networking, and travel… and of course “Angry Birds!”