efolder webinar, 5 ways to achieve a 20% increase in revenue in 2014
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TRANSCRIPT
5 Ways to Achieve a 20% Increase in Revenue in 2014
Ted HulsyVP of Marketing, [email protected]
Michael GeogheganCTO, Technology Management, Inc.703-493-0315
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Agenda
• Introductions• 5 Ways to Increase Revenue
– Empowering users at your clients’ sites– Performing client health checks– Using free trials– Pricing for profit– Targeting verticals
• Q&A
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eFolder Expert: Michael Geoghegan
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Technology Management, Inc.
© 2014 eFolder, Inc. All Rights Reserved.
• Technology Management, Inc.– Founded in 1999– Serves SMBs in Virginia, Maryland,
Washington D.C., national– 30 Employees– Anchor deployment
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Strategy 1: Empowering Users at Your Clients’ Sites
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• Case: Medical services client– X-ray technicians downloading hundreds of GB of
customer data onto laptops to access offline in the field
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Strategy 1: Empowering Users at Your Clients’ Sites
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• Strategy– Introduced Anchor– Technicians no longer spending unnecessary time in
the office• Continuous access and syncing of customer files via 4G
Hotspots or Wi-Fi
– For client, resulted in reduced errors, service calls and risk
• Key takeaway– Introduce technology that improves a business
process and is welcomed by or familiar to end-users
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Strategy 2: Performing Client Health Checks
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• Considerations:– Frequency– Client audience: business principal vs. users– Focus on business health first– Remember budgeting cycle
• Case: Non-profit client– ~25 employees– End-users are using slow, outdated computers to
complete work– People were unhappy– Budget was small and unpredictable
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Strategy 2: Performing Client Health Checks
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• Strategy:– Pick your battles on budget front– Allocated an additional $1,000 per quarter to
replace outdated computers
• Key takeaways– Business owners and end-users have unique
problems that often go unreported– User pain can lead to new budgets– Become the virtual CIO and be a trusted advisor
• Approach your clients as an engineer, NOT as a salesperson
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Strategy 3: Using Free Trials
• Case: Restaurant client– District managers of franchise restaurants are using a
remote desktop to access the file server• Process is rudimentary and not flexible• District managers are using Dropbox in their personal life
and introduced security risks
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Strategy 3: Using Free Trials
• Strategy: free trial– Offered client an initial 30-day trial with 100 GB and
unlimited users• Provided all aspects of deployment, maintenance and
support for free
– Cloud-enabled the file server– Field managers loved it and quickly adopted Anchor
into their workflow– Converted service into monthly recurring revenue
source
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Strategy 3: Using Free Trials
• Key takeaways– Free trials are the most sure way of demonstrating
benefits and overcoming decision makers that are resistant to change
– Always offer a generous trial package and your time– Successful trials and high utilization makes
negotiating easier because the organization has already bought in
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Strategy 4: Pricing for Profit
• Case: Financial services client– File server had already been cloud-enabled using
Anchor, but other features were under-utilized• Client had already purchased and paid for 250 GB of storage
– Other file sync features not in use– Lost upsell opportunity
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Strategy 4: Pricing for Profit
• Strategy:– Drive user adoption of personal productivity features– Get the solution to go viral– Upsold business owner to 500GB package
• Key takeaways– Price and package for future growth– Constantly train your clients on new features
and functions– User adoption and satisfaction is the lynchpin
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Strategy 5:Targeting Verticals
• Anchor positioned three ways for three different verticals– Backup for medical services client – Mobile file access for restaurant client– File server extension for financial services client– What verticals do you serve? Legal, accounting, etc.
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Strategy 5: Targeting Verticals
• Key takeaways– Analyze the unique processes and technologies that
your clients have by vertical– Develop vertical solution expertise to target
new clients– Remember your audience: owners vs. users– Craft marketing strategies to communicate vertical
expertise and to find new leads
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Final Note
• Ask yourself– How developed is my mobility practice?– How are my clients’ mobility needs evolving?– What consumer trends and technologies are
challenging my clients?
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Anchor Sync and Share
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Anytime, Anywhere Access
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Work anywhere…
With any content… Across any device…
With anyone… …without compromising security and control.
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eFolder and Anchor Offers
• 21 day free trial:– http://anchorworks.com/contact/
• Schedule a live demo:– http://anchorworks.com/contact/
• Call to learn more:– +1 415-541-9002
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Q&A
http://www.anchorworks.com
+1 415-541-9002