new anchor marketing tool: how to sell with playbooks
DESCRIPTION
eFolder has just launched the Anchor Client Awareness Partner Playbook, a partner enablement tool full of brandable, editable marketing assets for introducing, promoting, and selling Anchor. Join Carlo Tapia, Marketing Coordinator at eFolder, as he takes you through the Playbook and teaches you how to use it.TRANSCRIPT
New Anchor Marketing Tool:How to Sell with Playbooks
Ted HulsyVP of Marketing, eFolder678-888-0700 [email protected]
Carlo TapiaMarketing Coordinator, eFolder678-888-0700 [email protected]
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Agenda
Introductions
What are successful partners doing?
Maintain a wide definition of the “end-user”
Address the “Dropbox Problem”
Perform client health checks
Conduct free trials
Anchor Client Awareness Partner Playbook
Q&A
© 2014 eFolder, Inc. All Rights Reserved.
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eFolder Expert: Carlo Tapia
© 2014 eFolder, Inc. All Rights Reserved.
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What are successful partners doing?
© 2014 eFolder, Inc. All Rights Reserved.
Interviewed 10 partners
Asked questions
What does your sales process look like?
How are you promoting and positioning Anchor?
How are you pricing and packaging Anchor?
How are you increasing adoption/utilization?
© 2014 eFolder, Inc. All Right Reserved.5
Realize that everyone has multiple devices (BYOD)
Understand how different users can benefit from file sync
Are not afraid to interview the end-user
What applications are they using?
What (risky) workarounds have they developed?
How do users collaborate?
Takeaway: Market to any and all end-users
Maintain a wide definition of the end-user
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Perform RMM Audits
Identify “suspect” organizations (organizations at risk)
Define the “Dropbox Problem” in the context of industry
Present worst-case scenarios
Make a clear distinction between a consumer-grade service and a business-grade service managed by them
Takeaway: Exercise authority as clients’ trusted IT provider
Address the “Dropbox Problem”
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Schedule regular client health checks or QBRs
Spend a day “in the trenches” at the client site
Support problems, concerns, and solutions with facts
Balance and maintain the perspective of an end-user and business owner
Takeaway: Listen regularly to both front-line users and decision makers
Perform client health checks
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Develop small pilots or free trials with limited group of users
Ensure that trials are simple and seamless, fully supported
Make the pilot group advocates and experts
Check-in the with the pilot group regularly
Takeaway: Facilitate the trial until it becomes vital to the day-to-day productivity of the users
Conduct free trials
© 2014 eFolder, Inc. All Right Reserved.9
Anchor Client Awareness Partner Playbook
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Attendees will receive a copy after the webinar
© 2014 eFolder, Inc. All Right Reserved.
Anchor Client Awareness Partner Playbook
Q&A
www.efolder.net+1 800-352-0248
www.anchorworks.com+1 415-541-9002
Carlo TapiaMarketing Coordinator, eFolder678-888-0700 [email protected]