Esper powers seamless experiences across borders with AWS Global Passport

Whether they’re used to manage inventory, streamline self service, or monitor glucose levels, dedicated digital devices are becoming more and more essential for organizations across industries ranging from Quick Service Restaurants (QSRs) to clinical trial providers. But maintaining functionality and regulatory compliance for these mission-critical systems is a drain on time and resources.

Ensuring frictionless, exceptional experiences and consistent uptime is Esper’s sole focus. Whereas traditional MDM solutions are tied to specific devices, Esper’s granular provisioning allows customers to configure anything from warehouse robotics to retail POS systems for their specific security and use case requirements.

This approach also means Esper can continuously monitor devices and resolve instances where they have deviated from a compliant state over time.

While North America is Esper’s key target market, it’s already seeing growth in Asia-Pacific and Africa. Maddie Gainza, Partner Marketing Manager at Esper, says: “There’s a lot of different certifications and regulatory challenges when entering new markets. That’s been one of the biggest hurdles for us.” Fabian Eckstrom-French, Esper’s Partner Marketing Director, adds: “Achieving compliance with local regulations is where we see a big opportunity with AWS.”

Another step in making Esper’s vision for growth a reality is expanding its go-to-market efforts. While it’s looking to build distributor relationships in new regions, for Eckstrom-French, the most important part of this is how AWS can help them target key customers: “Tapping into those enterprise accounts is where we really see the most value, that’s a really key focus for us.”

When Esper became an AWS customer, the relationship quickly evolved into a more collaborative partnership. Gainza explains: “There’s clearly benefits on both sides. We have a high consumption of AWS services, and through that we built relationships with the right teams.” Today, Esper sees a great deal of value in having a partner that can support its growth journey holistically: “We needed to step back and create a high-level strategy, and AWS has been really beneficial for that,” says Gainza.

Through AWS Global Passport, Esper was able to connect with consultancy Think & Grow, an AWS Partner. They worked together to align Esper’s strategic aims and create its robust growth plan, including identifying the addressable market. Following this, Esper began an AWS Foundational Technical Review to help ensure compliance with local market regulations. This self-service process helps software providers qualify their solutions using AWS Well-Architected best practices. Once complete, Esper will also be able to unlock global co-selling opportunities through the AWS ISV Accelerate Program.

On the go-to-market side, Esper worked with AWS leadership to craft a strategy for targeting enterprise customers. This included aligning efforts between their sales teams. Esper has already onboarded two US-based telecommunications enterprises, and they’re not slowing down. Gainza says: “Working with AWS means we have a verified gateway with these customers, where usually it would take a long time for us to build that relationship.”

Eckstrom-French continues: “These go-to-market activations are where we’re seeing a lot of potential. We’re getting invited to regional and industry events, as well as AWS engagements.” One of these was an Executive Briefing at AWS offices in San Francisco. The Esper team met with AWS sales, marketing, and service leaders to discuss their co-building and go-to-market efforts, as well as how the software company could optimize its AWS consumption. As a result of that session, they were able to save 30 percent on compute costs by moving its services from Intel chipsets to AWS Graviton, an ARM-based processor.

Looking ahead, Esper is keen to work with AWS and expand its go-to-market efforts even further with enterprise customers. Eckstrom-French explains: “We’re looking at how we can package up a ready-made telco offering to help reach new customers and enhance our existing relationships.”

With its MDM platform currently supporting Android and Apple iOS devices, Esper recently began beta-testing support for Linux-based operating systems: “One day, we’d like to be truly operating system-agnostic,” says Summerson. “It doesn’t matter what platform, what device, or what location our customers are in, we want to be able to provide those exceptional experiences from a single place.”

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