Get More Clients: Growing Your Translation Business Through Referral Selling
Selling New Services to Clients- eFolder Expert Series
-
Upload
efolder -
Category
Technology
-
view
66 -
download
0
Transcript of Selling New Services to Clients- eFolder Expert Series
Selling New Services to Clients: Introducing the Cloudfinder Client Awareness Playbook
Ariane PollockEMEA Marketing [email protected] linkedin.com/in/arianepollock
Agenda
• Expert Introduction• Partner Challenges• Sales & Marketing 101• Market Forces• Introducing Cloudfinder• Cloudfinder Client Awareness
Playbook• Questions and Discussion
2 © 2015 eFolder, Inc. All Rights Reserved.
Expert Introduction
© 2016 eFolder, Inc. All Rights Reserved.3
© 2016 eFolder, Inc. All Rights Reserved.4
MainBrain
Founded in 2000
120 active clients
Client base across Denmark
Serves SMBs of every industry with focus on architecture, engineering, entrepreneurship
Partner Challenges
© 2016 eFolder, Inc. All Rights Reserved.5
• Not enough time
• Not enough resources
• Not leveraging vendor relationships enough
• No dedicated marketing person
Partner Challenges
© 2015 eFolder, Inc. All Rights Reserved.6
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.
© 2016 eFolder, Inc. All Rights Reserved.
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
© 2016 eFolder, Inc. All Rights Reserved.
Sales & Marketing 101
The Sales Funnel
© 2016 eFolder, Inc. All Rights Reserved.9
The key to success: masterful marketing
Prospects
Clients
Educate
Promote
Sell
Which Assets? What Stages?
© 2016 eFolder, Inc. All Rights Reserved.10
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?
© 2016 eFolder, Inc. All Rights Reserved.11
• 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
© 2016 eFolder, Inc. All Rights Reserved.12
• 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
© 2016 eFolder, Inc. All Rights Reserved.
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.”
© 2016 eFolder, Inc. All Rights Reserved.
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
© 2016 eFolder, Inc. All Rights Reserved.
Introducing eFolder Cloudfinder
17 © 2016 eFolder, Inc. All Rights Reserved.
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
18 © 2016 eFolder, Inc. All Rights Reserved.
Cloudfinder Client Awareness Playbook
© 2016 eFolder, Inc. All Rights Reserved.19
Cloudfinder Client Awareness Playbook
© 2016 eFolder, Inc. All Rights Reserved.20
Cloudfinder Client Awareness Playbook
© 2016 eFolder, Inc. All Rights Reserved.21
Cloudfinder Client Awareness Playbook
© 2016 eFolder, Inc. All Rights Reserved.22
Cloudfinder Client Awareness Playbook
© 2016 eFolder, Inc. All Rights Reserved.23
Try it Yourself
• www.cloudfinder.com > Login
• User: cfalldemo• Password: cfalldemo
24 © 2016 eFolder, Inc. All Rights Reserved.
Questions & Discussion
Questions for Nina
© 2015 eFolder, Inc. All Rights Reserved.26
• 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 [email protected] linkedin.com/in/arianepollock