Selling New Services to Clients- eFolder Expert Series
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The document introduces the Cloudfinder Client Awareness Playbook aimed at helping partners sell new services in a cloud-centric market. It outlines partner challenges, sales and marketing strategies, and the growth drivers for client engagement, emphasizing the importance of tailored managed services and effective marketing practices. The playbook also presents Cloudfinder's capabilities in backing up various cloud services, highlighting the need for data governance as businesses increasingly adopt cloud applications.
Selling New Services to Clients- eFolder Expert Series
- 1. Selling New Services to Clients: Introducing the Cloudfinder Client Awareness Playbook Ariane Pollock EMEA Marketing Coordinator [email protected] linkedin.com/in/arianepollock
- 2. 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.
- 3. Expert Introduction © 2016 eFolder, Inc. All Rights Reserved. 3
- 4. MainBrain © 2016 eFolder, Inc. All Rights Reserved.4 Founded in 2000 120 active clients Client base across Denmark Serves SMBs of every industry with focus on architecture, engineering, entrepreneurship
- 5. Partner Challenges © 2016 eFolder, Inc. All Rights Reserved. 5 • Not enough time • Not enough resources • Not leveraging vendor relationships enough • No dedicated marketing person
- 6. 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.
- 7. 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.
- 8. Sales & Marketing 101
- 9. The Sales Funnel © 2016 eFolder, Inc. All Rights Reserved. 9 The key to success: masterful marketing Prospects Clients
- 10. Which Assets? What Stages? © 2016 eFolder, Inc. All Rights Reserved.10 Prospects Clients
- 11. 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
- 12. 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
- 13. Moving to the Cloud
- 14. Market Forces 14 44% 8.90% PUBLIC CLOUD ON-PREMISES PUBLIC CLOUD VS. ON-PREMISES GROWTH 80%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
- 15. 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 cloud Symantec. “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.
- 16. 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.
- 17. 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
- 18. 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.
- 19. Cloudfinder Client Awareness Playbook © 2016 eFolder, Inc. All Rights Reserved. 19
- 20. Cloudfinder Client Awareness Playbook © 2016 eFolder, Inc. All Rights Reserved. 20
- 21. Cloudfinder Client Awareness Playbook © 2016 eFolder, Inc. All Rights Reserved. 21
- 22. Cloudfinder Client Awareness Playbook © 2016 eFolder, Inc. All Rights Reserved. 22
- 23. Cloudfinder Client Awareness Playbook © 2016 eFolder, Inc. All Rights Reserved. 23
- 24. Try it Yourself • www.cloudfinder.com > Login • User: cfalldemo • Password: cfalldemo 24 © 2016 eFolder, Inc. All Rights Reserved.
- 26. 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?
- 27. Thank You! Ariane Pollock EMEA Marketing Coordinator [email protected] linkedin.com/in/arianepollock
Editor's Notes
- #2: Hello. My name is Ariane Pollock. I am the EMEA Marketing Coordinator at eFolder and your host for today’s webinar. Welcome to the eFolder Expert Series. This webinar series brings together experts from eFolder’s staff and partner community for deep-dive discussions on key services and technical topics and as marketing new products and services is something that’s been on many MSPs’ radars for a while, we thought this was a very relevant topic for all of you. Hence, today’s presentation is all about event marketing and how to bring new services to your clients.