New Anchor Marketing Tool: How to Sell with Playbooks

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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.

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New Anchor Marketing Tool: How to Sell with Playbooks

  1. 1. New Anchor Marketing Tool: How to Sell with Playbooks Ted Hulsy VP of Marketing, eFolder 678-888-0700 x152 ehulsy@efolder.net Carlo Tapia Marketing Coordinator, eFolder 678-888-0700 x167 ctapia@efolder.net
  2. 2. 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.2
  3. 3. eFolder Expert: Carlo Tapia © 2014 eFolder, Inc. All Rights Reserved.3
  4. 4. What are successful partners doing? © 2014 eFolder, Inc. All Rights Reserved.4 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?
  5. 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 © 2014 eFolder, Inc. All Right Reserved.5
  6. 6. 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” © 2014 eFolder, Inc. All Right Reserved.6
  7. 7. 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 © 2014 eFolder, Inc. All Right Reserved.7
  8. 8. 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.8
  9. 9. Anchor Client Awareness Partner Playbook © 2014 eFolder, Inc. All Right Reserved.9
  10. 10. Attendees will receive a copy after the webinar © 2014 eFolder, Inc. All Right Reserved.10 Anchor Client Awareness Partner Playbook
  11. 11. Q&A www.efolder.net +1 800-352-0248 www.anchorworks.com +1 415-541-9002 Carlo Tapia Marketing Coordinator, eFolder 678-888-0700 x167 ctapia@efolder.net

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