Q&A with Stephen Collins, AMI’s New Director of Partner Channels & Alliances
AMI Strategies is continuing to expand its reach into the world of mobility and IoT. We’re investing heavily in infrastructure and technology around Managed Mobility Services (MMS). We’re also bringing new mobility experts on board to help position AMI to grow the reach of our mobilityNOW product suite.
In that vein, we’d like to welcome our new Director of Partner Channels and Alliances, Stephen Collins, to the AMI Strategies team. With more than 25 years in sales, partner management, and sales operations experience Stephen brings deep knowledge of the enterprise mobility space. Stephen comes to us from our partner Nexlink Communications, where he was formerly the General Manager and Director of Sales of their Sprint/T-Mobile Sales Channel. And while he’ll still be working closely with Nexlink Communications as a valued AMI partner, in his new role he will also be responsible for expanding the AMI partner ecosystem – looking at different strategic relationships in mobility software, hardware and with other telecommunication solution providers.
We thought a quick Q&A with Stephen would be a fun way to get to know what makes him tick and introduce him to the AMI community:
Q: Why AMI?
A: I love to be a part of building something new. I’ve had very fulfilling roles in large organizations – AT&T, Sprint, etc. – that helped build my career in mobility. AMI has been around for a long time (30+ years) and is committed to expanding its mobility practice. For example, AMI has already invested a lot into its infrastructure and technology, and its mobilityNOW product suite it truly innovative. My goal is to continue that expansion with the mobilityNOW product suite, supercharge AMI’s go-to-market strategy and bring new revenue opportunities through partner channels and alliances. I’m excited to get to work with this very talented group of professionals
Q: You came from AMI’s partner, Nexlink Communications. How have these companies worked together in the past, and how will they continue to collaborate going forward?
A: Nexlink Communications’ core business is the wholesale distribution and fulfillment of non-stocked hardware. But increasingly, Nexlink’s enterprise customers needed more managed mobility services and support. AMI was a perfect partner to fulfill these needs because it already had the people and pieces in place – and was continuing to invest in those systems and services. This enabled AMI to fill gaps around managed mobility services like procurement, help desk, MDM Help Desk, reporting and analytics, inventory management – basically providing full lifecycle management via its mobilityNow platform.
Going forward, nothing changes. AMI will continue to work with Nexlink as a value-added reseller of their hardware products and 3PL services. AMI today supports many Nexlink customers with their MobilityNow Help Desk for procurement and ongoing MDM support and will continue to do so in the future.
Q: What are the benefits of “full lifecycle mobility management”?
A: When we talk about the mobility lifecycle, we mean the process for how mobility is managed from end to end from when decisions are being made about what devices and applications to deploy, who will manage those devices and platforms, through break/fix/upgrade/replacement requests, and finally, to the proper disposal and potential buyback of those devices. Organizations need tools to help them manage this process so that they can ensure employees have the devices they need, access to critical apps, data security and high quality service.
And if that’s not difficult enough, the onset of 5G and the growth of mobility in general are set to complicate this even further. Wireless will continue to replace fixed wire line. That means more connectivity, more end points managed, more devices, etc. So, customers will have to face an increasingly challenging environment. In fact, there’s a whole gamut of things to take into consideration: the number of carrier plans; amount of usage; how employees are using devices; how are those devices secured; etc.
AMI is uniquely positioned with its mobilityNOW product suite to respond to all of those needs across the full lifecycle of mobility and grow with companies as they confront the challenges of 5G, increasingly remote workers and more devices being added to their mobile ecosystem. AMI has people and systems in place, and partnerships that enable all of the necessary components, so it can help support or manage mobility fully – removing the burden of management off the shoulders of an organization’s personnel.
Q: How important is TEM in this equation?
A: For carriers, TEM is often viewed as a necessary evil. They know that their enterprise customers are often going to have several carrier relationships due to coverage and end user needs. This can provide a challenge in managing all those devices across multiple carrier platforms. The value of AMI’s temNOW is that it normalizes distinct carrier data across all an organization’s carriers in one platform. temNOW also provides insights that help customers understand their wireless data and device information – including HR data to see who has what device/how are they using it to identify cost savings.
Q: What’s your vision for how can/will AMI support other mobility technology partners/evolve in the future?
A: Our goal is to find partners connected to decision makers in the mobility/telecom space that have a need for AMI’s temNOW and mobilityNOW product suite. Reciprocally we would like to identify partners that have technology, products and services that can fill a gap or fulfill a need for our customers.
In these partnerships we will help drive new lines of revenue for ourselves and our partners. To do that we must build trust with our partners. We will do that by following some of the following guidelines.
- Listen to their needs and goals and help solve those needs and achieve those goals
- Keep our word
- Communicate clearly, often, and openly
- Exceed their expectations