What Troy Mobility Invested In -- And What MobileIron Provided

"One of the things we did a little differently is that we immediately invested in engineering, so that we didn't have to be that burden to the sales and engineering team [at MobileIron]," Troisi said. The thinking, he said, was that "if we're going to be the primary [sales force] on this, we need to know this product."

Meanwhile, MobileIron provided Troy Mobility with "the necessary training, tools, software -- everything we needed for us to be able to be successful," Troisi said. Troy Mobility thus became a "mirror of their organization, from both an engineering and sales perspective. Out of the gates they gave us all the resources."