Selling New Services to Clients: Introducing the Cloudfinder Client Awareness Playbook

Ariane PollockEMEA Marketing Coordinatorapollock@efolder.net linkedin.com/in/arianepollock

Agenda

• Expert Introduction• Partner Challenges• Sales & Marketing 101• Market Forces• Introducing Cloudfinder• Cloudfinder Client Awareness

Playbook• Questions and Discussion

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Expert Introduction

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MainBrain

Founded in 2000

120 active clients

Client base across Denmark

Serves SMBs of every industry with focus on architecture, engineering, entrepreneurship

Partner Challenges

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• Not enough time

• Not enough resources

• Not leveraging vendor relationships enough

• No dedicated marketing person

Partner Challenges

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On average, 6 to 8 customer touch points are necessary to create a

valuable lead1

1 Salesforce. “It Takes 6 to 8 Touches to Generate a Viable Sales Lead. Here’s Why." 16 April, 2015. Web.

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Growth Drivers

7

Client Type Existing clients New clients “Wedge” clients

“Hook”• Upsell• Cross-sell• Expand

relationship

• Expose existing pain/risk

• Expose specific pain/risk

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Sales & Marketing 101

The Sales Funnel

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The key to success: masterful marketing

Prospects

Clients

Educate

Promote

Sell

Which Assets? What Stages?

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Prospects

Clients

Educate

Promote

Sell

Emails, social media messaging,

blogging, webinars, white

papers Videos, website

collateral, events & trade shows, on-

hold phone promotionBrochures,

presentations, competitive comparisons

Stages Assets

Why Invest Time in Marketing?

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• Partners need:– A scalable growth strategy beyond referrals– A way to stand apart from other MSPs– Solutions that offer high margins and make them more

than a mere reseller

• Clients want their MSPs to offer:– A professional-looking image– Managed services that clients feel are tailored

specifically to their wants & needs

Best Practices for Marketing and Selling

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• Be useful and educational

• Cold calling doesn’t work — use education as an on-ramp to building new relationships with potential clients

• Provide genuine, honest advice based on clients’ individual needs

Moving to the Cloud

Market Forces

14

Public Cloud On-premises

44.00%

8.90%

Public Cloud vs.On-premiseS

Growth80%

Businesses that have reported using some form of SaaS

application in their organization

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Businesses are moving to the cloud

Market Forces

15

- Silicon Angle, Jack Woods, January 27, 2013“20 cloud computing statistics every CIO should

know”

40% Companies that have lost data in the cloudSymantec. “Avoiding the Hidden Costs of the Cloud.” Mountain View, 2013

“More than half of survey respondents say their organization currently transfers sensitive or confidential data to the cloud.”

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Challenges

16

Rapid adoption of cloud applications by SMBs has created two problems:

Businesses today risk data loss, data

fragmentation and compliance violations as more workloads move

from on-premises servers to the cloud

IT channel partners are seeking to replace traditional revenue

streams from on-premises managed services as their clients rapidly adopt cloud

applications

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Introducing eFolder Cloudfinder

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A better way to back up the cloud

Cloudfinder

Backup

Search

Restore

Reporting

Second-site backup

Tamper-proof SafeHaven

Search across cloud services

Point-in-time restores

Corporate data governance

Cloudfinder

Multi-Service Support

Back up Office 365 emails, files, folders, attachments, and metadata

Back up Google Apps emails, files, folders, attachments, and metadata (Gmail, Drive, Calendar, Contacts, Sites, etc.)

Back up Salesforce records, standard objects, custom objects, emails, and files

Back up Box files, folders, and metadata

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Cloudfinder Client Awareness Playbook

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Cloudfinder Client Awareness Playbook

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Cloudfinder Client Awareness Playbook

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Cloudfinder Client Awareness Playbook

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Cloudfinder Client Awareness Playbook

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Try it Yourself

• www.cloudfinder.com > Login

• User: cfalldemo• Password: cfalldemo

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Questions & Discussion

Questions for Nina

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• How do you overcome budget constrains?

• What has been your success rate with social media?

• Which marketing activities have you found the most engaging?

• What advice do you have for partners who want to start marketing their solutions?

Thank You!

Ariane PollockEMEA Marketing Coordinatorapollock@efolder.net linkedin.com/in/arianepollock