eFolder Partner Chat_How to Do Lunch and Learns

© 2012 eFolder, Inc. All Right Reserved.1

Postcard Examples

Feeding Prospects, Getting Clients:A Proven Marketing Technique forIT Service Organizations

Ted HulsyVP of Marketing, eFolder415-235-6087ehulsy@efolder.net

Helen Moss

BIS Marketing Directorhmoss@askbis.com

© 2012 eFolder, Inc. All Right Reserved.3

Agenda

• Introductions• Feeding Prospects, Getting Clients:

– Why Do It? Value and ROI – How To Promote It– What to Do When They Get There

• Q&A

4

eFolder Partner Marketing Director: Helen Moss

© 2012 eFolder, Inc. All Right Reserved.

© 2012 eFolder, Inc. All Right Reserved.5

Why Lunch and Learns?

 Why Event Marketing?

79% of business owners rank events as important to their business

The blend: old-school plus new = results. Build trust and value. Groups further validate

the information exchanged.

Lunch and Learn ROI

Toss out the bottom line for a few minutes and think about the value of a new client

Results come from consistency

© 2012 eFolder, Inc. All Right Reserved.6

Getting the Right People to Come

 Qualify and invite prospects. 

Postcards Press Email Social Channels Phone calls

You have to invite them or they won’t come…

That means personally Team effort: sales, call center, field techs,

marketing, accounting…

© 2012 eFolder, Inc. All Right Reserved.7

Invitation Example 1

Focus on Problems and Solutions

not Product

© 2012 eFolder, Inc. All Right Reserved.8

Invitation Example 2

Don’t sell Do inform

© 2012 eFolder, Inc. All Right Reserved.9

Postcard Examples

© 2012 eFolder, Inc. All Right Reserved.10

Simple Registration

• Use an automated Registration program such asEventbrite or Constant Contact:

© 2012 eFolder, Inc. All Right Reserved.11

Optimizing Attendance

It’s a “Numbers Game”:

Use a CRM Have a List Build your List Refine your List To get one qualified

attendee you will need to invite and re-invite at least 10 qualified prospects

© 2012 eFolder, Inc. All Right Reserved.12

Timeline and Countdown, Weeks 8-4:

© 2012 eFolder, Inc. All Right Reserved.13

Timeline and Countdown, Weeks 3-1:

© 2012 eFolder, Inc. All Right Reserved.14

Venue Pointers

Relaxation

© 2012 eFolder, Inc. All Right Reserved.15

Venue Pointers 2

Focus

© 2012 eFolder, Inc. All Right Reserved.16

What To Do When They Get There

Content

What are you great at right now? What’s hot in the market right

now? Think seasonal, think local

(like produce) Surveys are key to effective

follow-up

© 2012 eFolder, Inc. All Right Reserved.17

Topics That have Worked for BIS

Best Practices of Data Backups and the Importance of Business Continuity Internet Marketing & SEO for Success… Should You Take Your Business to the Cloud? VOIP for the Small Business

© 2012 eFolder, Inc. All Right Reserved.18

General Marketing Materials

Have general materials available for prospects to take with them

© 2012 eFolder, Inc. All Right Reserved.19

Follow –through:

Capitalize on results:

Stay in touch

Use survey results to further qualify

Sort to determine appropriate contact strategies and tactics

Offer webinars and demos to attendees as well as to those interested who could not attend

© 2012 eFolder, Inc. All Right Reserved.20

Measures of Success

Keep Records

Note who had registered , who has attended and who has expressed interest

Cross reference with sales results

Remember: results are cumulative; consistency pays

© 2011 eFolder, Inc. All Right Reserved.21

Contact Us

Phone: 800-352-0248Email: info@efolder.netWeb: efolder.netBlog: efolder.net/blog/

Twitter: twitter.com/eFolder

Q&A

Appendix

24

eFolder cloud data protection services

eFolder Backup for Files

eFolder BDR for ShadowProtect

Image BackupBDR Appliance

On-site Virtualization

File / folder Backup

eFolder Cloud for AppAssure

Local Storage andAppAssure Core

Image Replication and Storage

eFolder Continuity Cloud

Cloud Recovery as a Service

STRICTLY CONFIDENTIAL – NOT FOR REDISTRIBUTION © 2012 eFolder, Inc. All Right Reserved.

25

eFolder cloud security services

eFolder Security Cloud

eFolder Email Security

Outbound

Inbound

Outbound

Inbound

Mail ServerUsers Third Parties

Spam Quarantine

Admin Console

Anti-virus Anti-spam

STRICTLY CONFIDENTIAL – NOT FOR REDISTRIBUTION © 2012 eFolder, Inc. All Right Reserved.