the try step
TRANSCRIPT
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The “Try” StepThe Try Step
Randy Aimone
www BusinessPediatrician comwww.BusinessPediatrician.com
Bill Brelsford
www.rebar.com
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“Do or Do Not“Do or Do Not‐There is no Try”y
‐Jedi Master Yoda
poor marketing humanoidp g
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Pain
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Grandfather of Modern Computing?
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Lloyd ReynoldsReed College
Grandfather of Modern Computing?
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Family of Modern Computing
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Microsoft 1978
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The Home Computer Industry
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The Home Computer Industry
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The Home Computer Industry
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The Home Computer Industry, 2002
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The Home Computer Industry, 2002
Microsoft ~95% Apple ~2.5%
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Which would you choose for your family?Which would you choose for your family?
VS
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• Apple Sold primarily to Schools• Apple‐ Sold primarily to Schools
• IBM‐ Sold to Corporations( d h h d f l )(and the thousands of clones)
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Wh t did Th D i iWhat did The Decision M k b ?Makers buy?
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Wh t did Th D i iWhat did The Decision M k b ?Makers buy?
Th D i i M kThe Decision Makers Alias: “The TARGET MARKET”Alias: “The People with the Money”Alias: The People with the Money
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Obviously…
they kept buying the ugly IBMs.y p y g g y
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Obviously…
they kept buying the ugly IBMs.y p y g g y
Why?!?!Why?!?!
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•Fear of the unknown•Fear of the unknown
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•Fear of the unknown•Fear of the unknowni i•Pain Aversion
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•Fear of the unknown•Fear of the unknowni i•Pain Aversion
•What if... I choose wrong?
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The Try StepThe Try Step• Doesn’t NEED to be free‐ just significantly lessDoesn t NEED to be free just significantly less expensive‐
• Gives a comfort level in your company• Gives a comfort level in your company
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The Try StepThe Try Step• Doesn’t NEED to be free‐ just significantly• Doesn t NEED to be free‐ just significantly less expensive and easy to un‐do.
• Gives a comfort level in your business
• Lower Risk = less discomfort in doingLower Risk less discomfort in doing business
E i i ki ith fi• Experience in working with your firm
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What if your software was free?What if your software was free?
How would you make money?•Support?•Consulting?•Consulting?• Installation?
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• Whitepaper \ eBook– Focus on the business problem
– Case studies
– Industry examplesy p
• Webinar\Seminar– New Feature DemoNew Feature Demo
– Informational• 10 Keys to a successful implementation10 Keys to a successful implementation
• How to choose the product line that is right for your business
• Don’t forget to nurture
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• Trial or EvaluationTrial or Evaluation– Barracuda Firewall Appliance example
• Discovery \ Design Process– "Try" doesn't have to mean Free
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• Team up with a partnerTeam up with a partner– New tax rules
Information on health care law changes– Information on health care law changes
• Don't forget the Try stage when selling to existing customers
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Following up…..
Randy Aimone‐ [email protected] y p
Bill Brelsford‐ [email protected]
& Your Own Duct Tape Marketing Coach& Your Own Duct Tape Marketing Coach
Slides available to download at:
www Businesspediatrician com/sagewww.Businesspediatrician.com/sage