Enterprise Mobility: The $3B Opportunity MSPs Can’t Ignore

Mobiles and tablets now outnumber laptops in Australian workplaces, yet enterprise mobility remains a blind spot for many MSPs. For years, telcos have dominated the conversation. But that’s changing fast, and MSPs are perfectly positioned to take the lead. The opportunity is real, and the timing couldn’t be better.

At its core, enterprise mobility is more than just a SIM card and a handset. It is the combination of the mobile plan, the device, and the critical wrap-around services that make the solution work for business: security, asset management, plan optimisation, cost control, and user support. In many ways, it mirrors what MSPs already deliver today in end-user computing. The difference is that enterprise mobility is a $3 billion market in Australia today — not a future projection, not a “nice to have,” but spend that’s already happening. Businesses collectively put $2 billion into voice and data plans, $600 million into professional and managed services, and another $400 million into device hardware.

So why haven’t more MSPs seized this opportunity?

Historically, three barriers stood in the way:

1. Access: A tier one network was only available to a partner who was prepared to trade access for exclusivity.

2: Terminology: telco terminology and culture often felt different to the world of IT.

3: Integration: integrating telco systems into MSP platforms simply wasn’t possible.

Over the last six months, those barriers have been removed. Through the partnership between Optus and Dicker Data, MSPs can now step confidently into this space, supported by a distributor that understands both sides of the equation.

How do I enter the market?

For partners, entry into this market can be as light-touch or as ambitious as you choose. The simplest path is the sales only model, where Optus bills the customer, takes on the credit and service obligations, and pays you a healthy GP commission. Dicker Data manages quoting, contracts, and transitions, leaving you free to focus on identifying opportunities. From there, you can offer Optus-branded managed services, offering higher-touch support and increasing your GP. The final stage is delivering your own branded and billed managed services, a longer-term play that enables you to leverage your existing systems, people, and processes for maximum profitability.

What your customers will say?

When you start talking to customers, you’ll typically find them in one of three situations. Some will already be working with a partner, however you will have a clear financial edge and will be able to offer a richer, enterprise-grade solution. Other customers will be managing their fleet directly with a carrier and may well be frustrated with the complexity. They’re open to alternatives that make life easier and more cost-effective. Finally, there are those who still rely on employee-expense models, where staff buy their own plans and claim reimbursement. This approach leaves corporate data exposed on unmanaged devices — something most businesses know is risky but aren’t sure how to solve. That’s where MSP leadership is vital.

Our message to you

The message is simple: enterprise mobility is no longer just a telco play. It’s a large, accessible market that aligns perfectly with the skills and service models MSPs already deliver. With the barriers removed, Optus and Dicker Data have created the pathway. 

Why Dicker Data Telco Solutions?

Because we’re doing what we’ve always done—partnering with strategic vendors to provide solutions that help your business grow.

We’ve built a dedicated Telco division with industry experts who support you at every stage:

•    Onboarding & Enablement
•    Quoting & Solution Design
•    Provisioning & Delivery

You're already positioned to win, just bring telco into your existing IT conversations and let us handle the complexity. Start today. Whether you’re curious about where to begin or ready to go to market with telco, our team is here to help. Contact our Telco Solutions experts at telco.sales@dickerdata.com.au or visit Dicker Data Telco Solutions.