With clients moving more data into the cloud, MSPs need to implement new marketing strategies in order to sell clients on cloud-focused managed services. In this eFolder Expert Series webinar, join Ted Hulsy, Vice President of Marketing, and Neeraj Periwal, Marketing Coordinator, as they share best practices on marketing and selling new cloud-focused services, such as cloud-to-cloud backup, to SMB clients.

1. Which Assets? What Stages?
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Prospects
Clients

2. Selling New Services to Clients: Introducing
the Cloudfinder Client Awareness Playbook
Ted Hulsy
Vice President of Marketing, eFolder
ehulsy@efolder.net

3. Agenda
• Expert Introduction
• Partner Challenges
• Sales & Marketing 101
• Market Forces
• Introducing Cloudfinder
• Cloudfinder Client Awareness Playbook
• Questions and Discussion
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4. Expert Introduction
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5. Partner Challenges
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• Not enough time
• Not enough resources
• Not leveraging vendor relationships enough
• No dedicated marketing person

6. 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

7. Sales & Marketing 101

8. The Sales Funnel
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The key to success: masterful marketing
Prospects
Clients

9. Which Assets? What Stages?
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Prospects
Clients

10. 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

11. Moving to the Cloud

12. Market Forces
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44%
8.90%
PUBLIC CLOUD ON-PREMISES
PUBLIC CLOUD VS.
ON-PREMISES
GROWTH
80%Businesses that have reported using
some form of SaaS application in
their organization
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Businesses are moving to the cloud

13. Market Forces
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- 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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14. Challenges
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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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15. 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

16. 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
16 © 2015 eFolder, Inc. All Rights Reserved.

17. Cloudfinder Client Awareness Playbook
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18. Try it Yourself
• www.cloudfinder.com > Login
• User: cfalldemo
• Password: cfalldemo
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19. Questions & Discussion

20. Thank you!
Ted Hulsy
Vice President of Marketing, eFolder
ehulsy@efolder.net