© 2015 eFolder, Inc. All Rights Reserved.
Where OneDrive Falls Short
• Not designed for centralized syncing and
sharing
• Few security controls
• NoWebDAV access
• Incompatible with existing
file servers
• File size and file number limits
Beating the Competition:
Selling Against OneDrive
Bryan Forrester
Senior VP of Sales, eFolder
bforrester@efolder.net
Agenda
• Partner Introduction
• MarketTrends
• Where OneDrive Falls Short
• Introducing eFolderAnchor
• PartnerTestimonial and Case Studies: Unified
Systems Management
• How to SellAgainst OneDrive
• Questions and Discussion
© 2015 eFolder, Inc. All Rights Reserved.
© 2015 eFolder, Inc. All Rights Reserved.
Partner Introduction
© 2015 eFolder, Inc. All Rights Reserved.5
Founded in 2000
Clients in Atlanta, GA
Clients using eFolder Anchor include golf courses,
hotel chains, and design firms
30 clients and 100+ users on Anchor
Unified Systems Management
5 employees
© 2015 eFolder, Inc. All Rights Reserved.
53%use 3+ devices
96.2
million mobile workers in US in 2015
37%
work from multiple locations
IDC. “U.S. Mobile Worker Forecast, 2015-2020.” Framingham, MA. 2015
Forrester Research. “2013 Mobile Workforce Adoption Trends.” Cambridge, MA. 2013
Market Trends
© 2015 eFolder, Inc. All Rights Reserved.
Free File Sync: Not Suitable for Business Use
Businesses assume tremendous risk with
consumer-grade file sync products:
• Data theft
• Data loss
• Corrupted data
• Lawsuits
• Compliance violations
• Loss of accountability
• Loss of file access
© 2015 eFolder, Inc. All Rights Reserved.
Where OneDrive Falls Short
• Not designed for centralized syncing and
sharing
• Few security controls
• NoWebDAV access
• Incompatible with existing
file servers
• File size and file number limits
Introducing eFolder Anchor
9
eFolder Anchor allows your clients to work…
…across any device
…with anyone
….with any content
…without compromising security and control
© 2015 eFolder, Inc. All Rights Reserved
Business-grade file sync
Features – Anchor
© 2015 eFolder, Inc. All Rights Reserved.
Business-grade file sync
Features – Anchor
© 2015 eFolder, Inc. All Rights Reserved.
Business-grade file sync
Features – Anchor
© 2015 eFolder, Inc. All Rights Reserved.
Firewall and
VPN concentrator
File Server
Headquarters Remote Users
VPN tunnels = problems
Before
File Server Enablement
Features – Anchor
© 2015 eFolder, Inc. All Rights Reserved.
File Server Enablement
Features – Anchor
© 2015 eFolder, Inc. All Rights Reserved.
Firewall and
VPN concentrator
File Server
Headquarters Remote Users
Anchor
All devices
in sync
After
File Server Enablement
Features – Anchor
© 2015 eFolder, Inc. All Rights Reserved.
Secure and easy sharing
Features – Anchor
© 2015 eFolder, Inc. All Rights Reserved.
Secure and easy sharing
Features – Anchor
© 2015 eFolder, Inc. All Rights Reserved.
Secure and easy sharing
Features – Anchor
© 2015 eFolder, Inc. All Rights Reserved.
Backup and restore features
Features – Anchor
© 2015 eFolder, Inc. All Rights Reserved.
Backup and restore features
Features – Anchor
© 2015 eFolder, Inc. All Rights Reserved.
Backup and restore features
Features – Anchor
© 2015 eFolder, Inc. All Rights Reserved.
Partner Testimonial and Case Studies:
Unified Systems Management
Client #1: Golf Course Management Company
© 2015 eFolder, Inc. All Rights Reserved.23
• What problems did this client need to solve?
• Why was OneDrive inadequate for this company’s
file sharing needs?
• How has Anchor improved this client’s workflow
and overall productivity?
Client #2: Risk Management Firm
© 2015 eFolder, Inc. All Rights Reserved.24
• Why was OneDrive inadequate for this company’s
file sharing needs?
• What were this client’s specific needs?
• What additional features of Anchor have
benefited this client?
Client #3: Investment Company
© 2015 eFolder, Inc. All Rights Reserved.25
• What was this client using prior to adopting
Anchor for file sharing?
• What motivated this client to adopt a secure,
business-grade file sync solution?
• What features of Anchor have benefited this
client?
More questions for Ryan
© 2015 eFolder, Inc. All Rights Reserved.26
• Have you encountered any pushback from
clients? How do you counter this effectively?
• How has your pricing and packaging strategy set
your company up for success?
• How do you educate your clients about the
benefits of Anchor?
• How has deploying Anchor benefited your MSP
practice in addition to your clients?
Crash Course: Selling Against OneDrive
© 2015 eFolder, Inc. All Rights Reserved.27
• Understand the core needs of your clients and
logically explain why they may need a business-
class file sync solution
• Explain the downsides of OneDrive for Business
– “Just because it says ‘Business’ in the name doesn’t make it
business-class!”
• Use pricing and packaging strategies to
emphasize standout features of your superior
file sync offering
Choosing Products and Vendors
© 2015 eFolder, Inc. All Rights Reserved.28
60%
Unified Systems
Management’s average
gross margin on eFolder
Anchor
Anchor Playbooks
Playbooks include:
• Generically branded videos
• Email templates
• Brandable white papers
• Blogs
• Brochures
• Customizable presentations
• And much more!
© 2015 eFolder, Inc. All Rights Reserved.
Questions & Discussion
Thank you!
Bryan Forrester
Senior VP of Sales, eFolder
bforrester@efolder.net

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eFolder Partner Chat Webinar — Beating the Competition: Selling Against OneDrive

  • 1. © 2015 eFolder, Inc. All Rights Reserved. Where OneDrive Falls Short • Not designed for centralized syncing and sharing • Few security controls • NoWebDAV access • Incompatible with existing file servers • File size and file number limits
  • 2. Beating the Competition: Selling Against OneDrive Bryan Forrester Senior VP of Sales, eFolder [email protected]
  • 3. Agenda • Partner Introduction • MarketTrends • Where OneDrive Falls Short • Introducing eFolderAnchor • PartnerTestimonial and Case Studies: Unified Systems Management • How to SellAgainst OneDrive • Questions and Discussion © 2015 eFolder, Inc. All Rights Reserved.
  • 4. © 2015 eFolder, Inc. All Rights Reserved. Partner Introduction
  • 5. © 2015 eFolder, Inc. All Rights Reserved.5 Founded in 2000 Clients in Atlanta, GA Clients using eFolder Anchor include golf courses, hotel chains, and design firms 30 clients and 100+ users on Anchor Unified Systems Management 5 employees
  • 6. © 2015 eFolder, Inc. All Rights Reserved. 53%use 3+ devices 96.2 million mobile workers in US in 2015 37% work from multiple locations IDC. “U.S. Mobile Worker Forecast, 2015-2020.” Framingham, MA. 2015 Forrester Research. “2013 Mobile Workforce Adoption Trends.” Cambridge, MA. 2013 Market Trends
  • 7. © 2015 eFolder, Inc. All Rights Reserved. Free File Sync: Not Suitable for Business Use Businesses assume tremendous risk with consumer-grade file sync products: • Data theft • Data loss • Corrupted data • Lawsuits • Compliance violations • Loss of accountability • Loss of file access
  • 8. © 2015 eFolder, Inc. All Rights Reserved. Where OneDrive Falls Short • Not designed for centralized syncing and sharing • Few security controls • NoWebDAV access • Incompatible with existing file servers • File size and file number limits
  • 9. Introducing eFolder Anchor 9 eFolder Anchor allows your clients to work… …across any device …with anyone ….with any content …without compromising security and control © 2015 eFolder, Inc. All Rights Reserved
  • 10. Business-grade file sync Features – Anchor © 2015 eFolder, Inc. All Rights Reserved.
  • 11. Business-grade file sync Features – Anchor © 2015 eFolder, Inc. All Rights Reserved.
  • 12. Business-grade file sync Features – Anchor © 2015 eFolder, Inc. All Rights Reserved.
  • 13. Firewall and VPN concentrator File Server Headquarters Remote Users VPN tunnels = problems Before File Server Enablement Features – Anchor © 2015 eFolder, Inc. All Rights Reserved.
  • 14. File Server Enablement Features – Anchor © 2015 eFolder, Inc. All Rights Reserved. Firewall and VPN concentrator File Server Headquarters Remote Users Anchor All devices in sync After
  • 15. File Server Enablement Features – Anchor © 2015 eFolder, Inc. All Rights Reserved.
  • 16. Secure and easy sharing Features – Anchor © 2015 eFolder, Inc. All Rights Reserved.
  • 17. Secure and easy sharing Features – Anchor © 2015 eFolder, Inc. All Rights Reserved.
  • 18. Secure and easy sharing Features – Anchor © 2015 eFolder, Inc. All Rights Reserved.
  • 19. Backup and restore features Features – Anchor © 2015 eFolder, Inc. All Rights Reserved.
  • 20. Backup and restore features Features – Anchor © 2015 eFolder, Inc. All Rights Reserved.
  • 21. Backup and restore features Features – Anchor © 2015 eFolder, Inc. All Rights Reserved.
  • 22. Partner Testimonial and Case Studies: Unified Systems Management
  • 23. Client #1: Golf Course Management Company © 2015 eFolder, Inc. All Rights Reserved.23 • What problems did this client need to solve? • Why was OneDrive inadequate for this company’s file sharing needs? • How has Anchor improved this client’s workflow and overall productivity?
  • 24. Client #2: Risk Management Firm © 2015 eFolder, Inc. All Rights Reserved.24 • Why was OneDrive inadequate for this company’s file sharing needs? • What were this client’s specific needs? • What additional features of Anchor have benefited this client?
  • 25. Client #3: Investment Company © 2015 eFolder, Inc. All Rights Reserved.25 • What was this client using prior to adopting Anchor for file sharing? • What motivated this client to adopt a secure, business-grade file sync solution? • What features of Anchor have benefited this client?
  • 26. More questions for Ryan © 2015 eFolder, Inc. All Rights Reserved.26 • Have you encountered any pushback from clients? How do you counter this effectively? • How has your pricing and packaging strategy set your company up for success? • How do you educate your clients about the benefits of Anchor? • How has deploying Anchor benefited your MSP practice in addition to your clients?
  • 27. Crash Course: Selling Against OneDrive © 2015 eFolder, Inc. All Rights Reserved.27 • Understand the core needs of your clients and logically explain why they may need a business- class file sync solution • Explain the downsides of OneDrive for Business – “Just because it says ‘Business’ in the name doesn’t make it business-class!” • Use pricing and packaging strategies to emphasize standout features of your superior file sync offering
  • 28. Choosing Products and Vendors © 2015 eFolder, Inc. All Rights Reserved.28 60% Unified Systems Management’s average gross margin on eFolder Anchor
  • 29. Anchor Playbooks Playbooks include: • Generically branded videos • Email templates • Brandable white papers • Blogs • Brochures • Customizable presentations • And much more! © 2015 eFolder, Inc. All Rights Reserved.