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eFolder Webinar, 5 Ways to Achieve a 20% Increase in Revenue in 2014

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  • 1. 5 Ways to Achieve a 20% Increase in Revenue in 2014 Ted Hulsy VP of Marketing, eFolder 415-235-6087 ehulsy@efolder.net Michael Geoghegan CTO, Technology Management, Inc. 703-493-0315 mic@tmi.net
  • 2. 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 2 © 2014 eFolder, Inc. All Right Reserved.
  • 3. eFolder Expert: Michael Geoghegan 3 © 2014 eFolder, Inc. All Right Reserved.
  • 4. Technology Management, Inc. • Technology Management, Inc. – Founded in 1999 – Serves SMBs in Virginia, Maryland, Washington D.C., national – 30 Employees – Anchor deployment 4 © 2014 eFolder, Inc. All Rights Reserved.
  • 5. Strategy 1: Empowering Users at Your Clients’ Sites • Case: Medical services client – X-ray technicians downloading hundreds of GB of customer data onto laptops to access offline in the field 5 © 2014 eFolder, Inc. All Rights Reserved.
  • 6. Strategy 1: Empowering Users at Your Clients’ Sites • 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 6 © 2014 eFolder, Inc. All Rights Reserved.
  • 7. Strategy 2: Performing Client Health Checks • 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on business health first Remember budgeting cycle • Case: Non-profit client – ~25 employees – End-users are using slow, outdated computers to complete work – People were unhappy – Budget was small and unpredictable 7 © 2014 eFolder, Inc. All Rights Reserved.
  • 8. Strategy 2: Performing Client Health Checks • Strategy: – Pick your battles on budget front – Allocated an additional $1,000 per quarter to replace outdated computers • Key takeaways – Business owners and end-users have unique problems that often go unreported – User pain can lead to new budgets – Become the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 8 © 2014 eFolder, Inc. All Rights Reserved.
  • 9. 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 9 © 2014 eFolder, Inc. All Right Reserved.
  • 10. 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 10 © 2014 eFolder, Inc. All Right Reserved.
  • 11. 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 11 © 2014 eFolder, Inc. All Right Reserved.
  • 12. 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 12 © 2014 eFolder, Inc. All Right Reserved.
  • 13. 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 13 © 2014 eFolder, Inc. All Right Reserved.
  • 14. 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. 14 © 2014 eFolder, Inc. All Right Reserved.
  • 15. 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 15 © 2014 eFolder, Inc. All Right Reserved.
  • 16. 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? 16 © 2014 eFolder, Inc. All Right Reserved.
  • 17. Anchor Sync and Share © 172014 eFolder, Inc. All Rights Reserved
  • 18. Anytime, Anywhere Access Work anywhere… With any content… Across any device… With anyone… …without compromising security and control. 18 © 2014 eFolder, Inc. All Rights Reserved
  • 19. 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 19 © 2014 eFolder, Inc. All Rights Reserved.
  • 20. Q&A http://www.anchorworks.com +1 415-541-9002