eFolder Expert Series Webinar — Selling New Services to Clients: Introducing the Cloudfinder Client Awareness Playbook

Which Assets? What Stages?

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Prospects

Clients

Educate

Promote

Sell

Emails, social media messaging,

blogging, webinars, white

papers

Videos, website collateral, events &

trade shows, on-hold phone promotion

Brochures, presentations, competitive comparisons

Stages Assets

Selling New Services to Clients: Introducing the Cloudfinder Client Awareness Playbook

Ted HulsyVice President of Marketing, [email protected]

Agenda

• Expert Introduction• Partner Challenges• Sales & Marketing 101• Market Forces• Introducing Cloudfinder• Cloudfinder Client Awareness

Playbook• Questions and Discussion

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Expert Introduction

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Partner Challenges

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• Not enough time

• Not enough resources

• Not leveraging vendor relationships enough

• No dedicated marketing person

Growth Drivers

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Client Type Existing clients New clients “Wedge” clients

“Hook”

• Upsell• Cross-sell• Expand

relationship

• Expose existing pain/risk

• Expose specific pain/risk

Sales & Marketing 101

The Sales Funnel

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The key to success: masterful marketing

Prospects

Clients

Educate

Promote

Sell

Which Assets? What Stages?

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Prospects

Clients

Educate

Promote

Sell

Emails, social media messaging,

blogging, webinars, white

papers

Videos, website collateral, events &

trade shows, on-hold phone promotion

Brochures, presentations, competitive comparisons

Stages Assets

Best Practices for Marketing and Selling

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• 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

Moving to the Cloud

Market Forces

12

Publ ic Cloud On-premises

44.00%

8.90%

Public Cloud vs.On-premiseS

Growth80%

Businesses that have reported using some form of SaaS

application in their organization

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Businesses are moving to the cloud

Market Forces

13

- 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.”

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Challenges

14

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

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Introducing eFolder Cloudfinder

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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

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

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Cloudfinder Client Awareness Playbook

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Try it Yourself

• www.cloudfinder.com > Login

• User: cfalldemo• Password: cfalldemo

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Questions & Discussion

Thank you!

Ted HulsyVice President of Marketing, [email protected]