This document provides an agenda for a presentation by Chris Boyle and Bill McCharen at the Cloud Integrator Summit on August 23rd-24th in San Diego, CA. The presentation will cover how to effectively market and sell cloud services to prospects, including how to conduct needs analyses, ask questions to understand customer priorities, compare total cost of ownership for cloud versus on-premise solutions, and why customers may choose cloud even if it is similarly or slightly more expensive. Real-world case studies are also included to illustrate how the presented strategies have helped close deals for MyITpros, a managed IT services company specializing in cloud computing.
Service Marketing and How It Relates To Product ManagementSam Klaidman
A presentation to the Boston Product Managers Association describing the role of Service Marketing, how it fits with the Product Management function, Solutions as a source of Differentiation
See how hosting Sage 300 CRE (formerly Sage Timberline Office) or Sage 100 Contractor on the Cloud will save you time money and headaches. Increase data security, improve response times, gain anywhere, anytime access and reduce IT maintenance! Hosting and data migration services from Ledgerwood Associates are customized for Sage software (Timberline and Master Builder). Get up on the Cloud quickly and painlessly with Timbercloud.
BSI Teradata: The Case of the Dropped Mobile CallsTeradata
The BSI team helps Intergalactic Telephone Corp., whose customers are experiencing dropped mobile phone calls. Using Teradata Aster, Teradata Hybrid Storage, Aprimo and Tableau, the team develops some novel approaches to analyzing call detail records to identify the top potential defectors and to improve customer satisfaction with a powerful combination of real-time apolgies, credits on bills, software upgrades, and free femtocell boosters for selected customers. Watch the video at http://bit.ly/zDfmJH.
Service Marketing and How It Relates To Product ManagementSam Klaidman
A presentation to the Boston Product Managers Association describing the role of Service Marketing, how it fits with the Product Management function, Solutions as a source of Differentiation
See how hosting Sage 300 CRE (formerly Sage Timberline Office) or Sage 100 Contractor on the Cloud will save you time money and headaches. Increase data security, improve response times, gain anywhere, anytime access and reduce IT maintenance! Hosting and data migration services from Ledgerwood Associates are customized for Sage software (Timberline and Master Builder). Get up on the Cloud quickly and painlessly with Timbercloud.
BSI Teradata: The Case of the Dropped Mobile CallsTeradata
The BSI team helps Intergalactic Telephone Corp., whose customers are experiencing dropped mobile phone calls. Using Teradata Aster, Teradata Hybrid Storage, Aprimo and Tableau, the team develops some novel approaches to analyzing call detail records to identify the top potential defectors and to improve customer satisfaction with a powerful combination of real-time apolgies, credits on bills, software upgrades, and free femtocell boosters for selected customers. Watch the video at http://bit.ly/zDfmJH.
Using Yammer & SharePoint Intranets to Drive Employee EngagementPerficient, Inc.
We take a look at what planning for Yammer success really entails, and the importance of a social maturity assessment, community use case planning and a communication plan. We also discuss the value of a Yammer pilot, or SharePoint social on premises where appropriate
eFolder Partner Chat webinar — Making the Transition from Break-Fix to Manage...eFolder
Bill Blum, President and Owner of Alpine Business Systems, was tired of the inconsistent revenue and lack of client loyalty that characterized his MSP practice. That's why he successfully transitioned Alpine Business Systems to a managed services model.
In this webinar, learn why and how Bill de-emphasized his break-fix practice in order to establish a better footing in the MSP world. Bill and Ted Hulsy, VP of Marketing at eFolder, discuss best practices on making the transition from break-fix to managed services.
assert(CPA < LTV) - the most important line of code (AKA Startup Metrics ...David Jones
My annual 2012 "startup metrics for pirates" talk for Matt Barrie's Technology Venture Creation class.
Not too much different from 2011 except:
a) I added a matrix from Thiel's recent similar
b) added "engines of growth" examples to be clearer.
The concept of IT intensity is explained, and I show how an organisation with the correct IT intensity will be better able to survive future threats. This little understood concept can change the way you do business and the way you think about IT.
However IT intensity is much more than just adding more technology. This must be linked with your processes and strategy.
The bottom line: Do it to yourself before someone does it to you
BSI Teradata: The Shocking Case of Home Electronics PlanetTeradata
Home Electronics Planet, a big-box retailer, has digital marketing campaigns that are failing. Their Chief Marketing Officer gets some analytics and data science help from Business Scenario Investigators who recommend changing their search keywords mix, creating tighter customer segments based on product purchase sequencing coupled with real-time web page personalizations, and revising their e-mail marketing to improve business results.
Here are ten rules that describe the new CIO. Some are following them (ask a successful CIO), but most are not. CIOs are about business use of technology, not Information Technology
Just for MSPs: How to Create an Effective Marketing Plan that Delivers ResultsKaseya
In this 60 minute webinar, IT marketing veteran Robin Robins will show you how to create an effective MSP marketing plan. New MSP marketing tips you'll learn: How to start your marketing plan if you've never created one before What is the single most important question you need to answer about your business What are the critical numbers and percentages you'll need to know How to draft a marketing budget and what – and where – to spend How, when and what to look for when hiring a marketing manager How to use blended media to attract more clients (including web, social media, e-mail, direct mail, telemarketing and more) What are the secrets to IMPLEMENTATION – and keeping your campaigns on track
Check out The Modular Analytics Company (TMAC) and start making better decisions faster with affordable AI. TMAC specialise in enterprise-ready next best action, affordable and easy to use speech analytics and behaviorally-designed digital employee coaching.
Using Yammer & SharePoint Intranets to Drive Employee EngagementPerficient, Inc.
We take a look at what planning for Yammer success really entails, and the importance of a social maturity assessment, community use case planning and a communication plan. We also discuss the value of a Yammer pilot, or SharePoint social on premises where appropriate
eFolder Partner Chat webinar — Making the Transition from Break-Fix to Manage...eFolder
Bill Blum, President and Owner of Alpine Business Systems, was tired of the inconsistent revenue and lack of client loyalty that characterized his MSP practice. That's why he successfully transitioned Alpine Business Systems to a managed services model.
In this webinar, learn why and how Bill de-emphasized his break-fix practice in order to establish a better footing in the MSP world. Bill and Ted Hulsy, VP of Marketing at eFolder, discuss best practices on making the transition from break-fix to managed services.
assert(CPA < LTV) - the most important line of code (AKA Startup Metrics ...David Jones
My annual 2012 "startup metrics for pirates" talk for Matt Barrie's Technology Venture Creation class.
Not too much different from 2011 except:
a) I added a matrix from Thiel's recent similar
b) added "engines of growth" examples to be clearer.
The concept of IT intensity is explained, and I show how an organisation with the correct IT intensity will be better able to survive future threats. This little understood concept can change the way you do business and the way you think about IT.
However IT intensity is much more than just adding more technology. This must be linked with your processes and strategy.
The bottom line: Do it to yourself before someone does it to you
BSI Teradata: The Shocking Case of Home Electronics PlanetTeradata
Home Electronics Planet, a big-box retailer, has digital marketing campaigns that are failing. Their Chief Marketing Officer gets some analytics and data science help from Business Scenario Investigators who recommend changing their search keywords mix, creating tighter customer segments based on product purchase sequencing coupled with real-time web page personalizations, and revising their e-mail marketing to improve business results.
Here are ten rules that describe the new CIO. Some are following them (ask a successful CIO), but most are not. CIOs are about business use of technology, not Information Technology
Just for MSPs: How to Create an Effective Marketing Plan that Delivers ResultsKaseya
In this 60 minute webinar, IT marketing veteran Robin Robins will show you how to create an effective MSP marketing plan. New MSP marketing tips you'll learn: How to start your marketing plan if you've never created one before What is the single most important question you need to answer about your business What are the critical numbers and percentages you'll need to know How to draft a marketing budget and what – and where – to spend How, when and what to look for when hiring a marketing manager How to use blended media to attract more clients (including web, social media, e-mail, direct mail, telemarketing and more) What are the secrets to IMPLEMENTATION – and keeping your campaigns on track
Check out The Modular Analytics Company (TMAC) and start making better decisions faster with affordable AI. TMAC specialise in enterprise-ready next best action, affordable and easy to use speech analytics and behaviorally-designed digital employee coaching.
Evolving Towards a Modernized Platform: Our Success StoryVMware Tanzu
SpringOne Platform 2019
Session Title: Evolving Towards a Modernized Platform: Our Success Story
Speakers: Pierre Braganza, Sr. Director of Architecture, Liberty Mutual Global Retail Market East/West and Brett Mathews, Senior Leader, Architecture & Modernization, Liberty Mutual
Youtube Link: Coming Soon
Evolving Towards a Modernized Platform: Our Success StoryVMware Tanzu
SpringOne Platform 2019
Session Title: Evolving Towards a Modernized Platform: Our Success Story
Speakers: Pierre Braganza, Sr. Director of Architecture, Liberty Mutual Global Retail Market East/West and Brett Mathews, Senior Leader, Architecture & Modernization, Liberty Mutual
Youtube: Coming Soon
Unified Communications
The integration of real-time communication services such as instant messaging, presence information, telephony, video conferencing, desktop sharing, data sharing, call control and speech recognition with non-real-time communication services such as unified messaging.
Unified Communications - Collaborative services that deliver greater busines...Exponential_e
Unified Communications - Collaborative services that deliver greater business efficiency
Built on Exponential-e’s fully resilient platform, our UCC offering includes presence, IM, voice, video and collaboration tools - and we believe reflects the next generation in telephony communications.
Time to Re-Visit Your Cloud Contact Center DecisionIntelePeer
If you have looked into replacing an aging, inflexible premises-based system with a cloud-based application over the past couple of years, now might be a great time to consider your options. Or maybe you're already on the cloud but are wondering what is new?
With over 30 years experience in the communications industry, including 12 years as an industry analyst with The Pelorus Group, no one offers insight into the contact center industry like Sheila McGee-Smith.
Sheila, along with IntelePeer’s Felipe Rodriguez and IntelePeer customer Jay Nalli of Triton Technologies discuss how cloud contact center solutions will benefit your company.
Collaborating in Context - NexJ SystemsSymphony.com
Learn how leading global financial services firms integrate Symphony's communications platform with enterprise customer relationship management (CRM) tools to keep collaboration centered around customers, accounts, and deals.
Too often, banks calculate the value of software solutions on their time to market. The quicker the solution goes live, the better the ROI. But what banks keep missing, is the value of their time-to-decision. In many situations, the dreadful and highly political decision-making processes during the Request for Information (RFI) phase, takes longer than actually implementing the software. Therefore, time-to-market goes both ways.
The Secret of Successful Contractors: How to Master the Customer CycleSurefire Local
Find out how the top home improvement contractors across the country are using new tools and processes to win more jobs and grow their businesses.
Some of the things you'll learn are:
- Understanding the journey homeowners take to find you online
- A proven system for turning more leads into happy customers
- Best practices for staying organized and keeping your jobs on track with CRM software
- Creating a great customer experience that inspires referrals
- Establishing a process for acquiring online reviews and how to use them in your marketing and job pitches to win the bid
Slides from IDC analyst Darren Bibby and Microsoft partner Alex Brown, CEO of 10th Magnitude, on how partners can build successful cloud practices with Microsoft Azure.
MongoDB World 2019: From Transformation to Innovation: Lean-teams, Continuous...MongoDB
Come and listen to Mike Braasch, Doug Calegari and Jeff Needham talk about Lean Teams, Continuous Delivery Pipelines, and Artificial Intelligence at Travelers Insurance. You’ll hear how MongoDB is part of a new era of innovation at one of the nation’s oldest, most respected insurers.
Services Marketing and Product ManagementSam Klaidman
This is the slide deck used at a Boston Product Management Association meeting to demonstrate how Services Marketing and Product Management are mutually dependent. This is a good overview of the role of Services Management in a business.
CloudIBN is a leading Cloud Infrastructure Consulting & Deployment company since 1999, helping from startup to enterprise level across every industry providing business continuity and high availability. We have expertise in Private, Public- AWS, AZURE, Google cloud, Hybrid cloud optimizations. We help to meet your business objectives fulfilling highly robust, secure and affordable solutions.
Unveiling the Secrets How Does Generative AI Work.pdfSam H
At its core, generative artificial intelligence relies on the concept of generative models, which serve as engines that churn out entirely new data resembling their training data. It is like a sculptor who has studied so many forms found in nature and then uses this knowledge to create sculptures from his imagination that have never been seen before anywhere else. If taken to cyberspace, gans work almost the same way.
Falcon stands out as a top-tier P2P Invoice Discounting platform in India, bridging esteemed blue-chip companies and eager investors. Our goal is to transform the investment landscape in India by establishing a comprehensive destination for borrowers and investors with diverse profiles and needs, all while minimizing risk. What sets Falcon apart is the elimination of intermediaries such as commercial banks and depository institutions, allowing investors to enjoy higher yields.
What is the TDS Return Filing Due Date for FY 2024-25.pdfseoforlegalpillers
It is crucial for the taxpayers to understand about the TDS Return Filing Due Date, so that they can fulfill your TDS obligations efficiently. Taxpayers can avoid penalties by sticking to the deadlines and by accurate filing of TDS. Timely filing of TDS will make sure about the availability of tax credits. You can also seek the professional guidance of experts like Legal Pillers for timely filing of the TDS Return.
LA HUG - Video Testimonials with Chynna Morgan - June 2024Lital Barkan
Have you ever heard that user-generated content or video testimonials can take your brand to the next level? We will explore how you can effectively use video testimonials to leverage and boost your sales, content strategy, and increase your CRM data.🤯
We will dig deeper into:
1. How to capture video testimonials that convert from your audience 🎥
2. How to leverage your testimonials to boost your sales 💲
3. How you can capture more CRM data to understand your audience better through video testimonials. 📊
Premium MEAN Stack Development Solutions for Modern BusinessesSynapseIndia
Stay ahead of the curve with our premium MEAN Stack Development Solutions. Our expert developers utilize MongoDB, Express.js, AngularJS, and Node.js to create modern and responsive web applications. Trust us for cutting-edge solutions that drive your business growth and success.
Know more: https://www.synapseindia.com/technology/mean-stack-development-company.html
Enterprise Excellence is Inclusive Excellence.pdfKaiNexus
Enterprise excellence and inclusive excellence are closely linked, and real-world challenges have shown that both are essential to the success of any organization. To achieve enterprise excellence, organizations must focus on improving their operations and processes while creating an inclusive environment that engages everyone. In this interactive session, the facilitator will highlight commonly established business practices and how they limit our ability to engage everyone every day. More importantly, though, participants will likely gain increased awareness of what we can do differently to maximize enterprise excellence through deliberate inclusion.
What is Enterprise Excellence?
Enterprise Excellence is a holistic approach that's aimed at achieving world-class performance across all aspects of the organization.
What might I learn?
A way to engage all in creating Inclusive Excellence. Lessons from the US military and their parallels to the story of Harry Potter. How belt systems and CI teams can destroy inclusive practices. How leadership language invites people to the party. There are three things leaders can do to engage everyone every day: maximizing psychological safety to create environments where folks learn, contribute, and challenge the status quo.
Who might benefit? Anyone and everyone leading folks from the shop floor to top floor.
Dr. William Harvey is a seasoned Operations Leader with extensive experience in chemical processing, manufacturing, and operations management. At Michelman, he currently oversees multiple sites, leading teams in strategic planning and coaching/practicing continuous improvement. William is set to start his eighth year of teaching at the University of Cincinnati where he teaches marketing, finance, and management. William holds various certifications in change management, quality, leadership, operational excellence, team building, and DiSC, among others.
Digital Transformation and IT Strategy Toolkit and TemplatesAurelien Domont, MBA
This Digital Transformation and IT Strategy Toolkit was created by ex-McKinsey, Deloitte and BCG Management Consultants, after more than 5,000 hours of work. It is considered the world's best & most comprehensive Digital Transformation and IT Strategy Toolkit. It includes all the Frameworks, Best Practices & Templates required to successfully undertake the Digital Transformation of your organization and define a robust IT Strategy.
Editable Toolkit to help you reuse our content: 700 Powerpoint slides | 35 Excel sheets | 84 minutes of Video training
This PowerPoint presentation is only a small preview of our Toolkits. For more details, visit www.domontconsulting.com
[Note: This is a partial preview. To download this presentation, visit:
https://www.oeconsulting.com.sg/training-presentations]
Sustainability has become an increasingly critical topic as the world recognizes the need to protect our planet and its resources for future generations. Sustainability means meeting our current needs without compromising the ability of future generations to meet theirs. It involves long-term planning and consideration of the consequences of our actions. The goal is to create strategies that ensure the long-term viability of People, Planet, and Profit.
Leading companies such as Nike, Toyota, and Siemens are prioritizing sustainable innovation in their business models, setting an example for others to follow. In this Sustainability training presentation, you will learn key concepts, principles, and practices of sustainability applicable across industries. This training aims to create awareness and educate employees, senior executives, consultants, and other key stakeholders, including investors, policymakers, and supply chain partners, on the importance and implementation of sustainability.
LEARNING OBJECTIVES
1. Develop a comprehensive understanding of the fundamental principles and concepts that form the foundation of sustainability within corporate environments.
2. Explore the sustainability implementation model, focusing on effective measures and reporting strategies to track and communicate sustainability efforts.
3. Identify and define best practices and critical success factors essential for achieving sustainability goals within organizations.
CONTENTS
1. Introduction and Key Concepts of Sustainability
2. Principles and Practices of Sustainability
3. Measures and Reporting in Sustainability
4. Sustainability Implementation & Best Practices
To download the complete presentation, visit: https://www.oeconsulting.com.sg/training-presentations
Sustainability: Balancing the Environment, Equity & Economy
Cloud services provider sales techniques
1. Chris Boyle & Bill McCharen, Presenters
Cloud Services Provider
Cloud Integrator Summit
August 23rd – 24th
San Diego, CA
2. Who we are
How to respond to new inquires to set the stage from the beginning that
you’re clearly different (and more competent) than most other IT firms
How to conduct a detailed discovery and needs analysis to make sure
your proposing the RIGHT solution for that customer
Key questions to ask prospects to get them to reveal why they’ll buy and
what their hot buttons are
How to get a prospect to share their current IT costs with you
Important points and information every great proposal should contain
The best way to deliver your proposal to the client and explain it to them
How to create an accurate Total Cost Of Ownership (TCO) comparison of
on premise versus your cloud solution, and then present that to the
customer
Why customers will buy cloud solutions even if the price is the same (or
slightly higher) than on premise solutions
3. Chris Boyle Bill McCharen
CEO COO
MyITpros MyITpros
Austin, TX Austin, TX
Personal Personal
• Owned a variety of small businesses • Graduate of University of Texas
• Construction, real
• 12 years IT experience
estate, trucking, horticulture and IT
• After joining MyITpros in 2000 • After joining MyITpros as Systems
• Took over operations in 2002 Engineer in 2004
• Bought out founder over 5 years • IT Director in 2008
from 2004 to 2009 • Minor shareholder in 2009
• Became a principal shareholder in
• HTG Peer Groups 2010
• Member since Q1 2009 • MyITpros sales leader
• Facilitator since Q1 2011 • Future CEO of MyITpros
• Married to Louise – 4 stunning grandkids • Married to Nicole – 2 beautiful children
4. • Founded January 20, 1993
• 13 Employees
• $1.87MM Total Revenue (rolling 12 mos. Through July 31, 2012)
• Average annual growth last 5 years: 22%
• On track to hit $2MM to 2.5MM in 2012 (20% to 50% growth over 2011)
• Local leader in Managed IT Services with a particular emphasis and strength in Cloud
Computing Services. As of July 30, 2012:
• Managed Service Clients: 69
• Managed Servers: 300
• Managed Desktops/Laptops: 943
• Revenue Breakdown 2012 YTD:
• 54% Managed & Cloud Services
• 22% Project & Break/Fix Services
• 24% Product & Other
5. Initial Cloud offerings were Hosted Backup/BCDR
and Hosted Exchange beginning in 2007
All MyITpros’ servers in the Cloud since 2009
Our first client on Hosted Server in 2010
Current Cloud Statistics
◦ Active: 13 Companies / 31 Servers / 198 Users
◦ Pending: 2 Companies / 2 Servers / 58 Users
Monthly Managed Services Growth July 2011 to July 2012
Core Managed Services Growth: 95%
Cloud Services Growth: 65%
TOTAL Managed Services Growth: 87%
6. The most critical element of professional
services marketing is the service itself.
Existing clients know what it’s like to work
with you.
Prospective clients will be impressed when
you address their hottest buttons and answer
their burning questions EARLY, or even
before the ask.
7. What are the TOP THREE IT SERVICES
CUSTOMER HOT BUTTONS?
1. Expected results
2. Timely results
3. Integrity/Trust
How can we address these in marketing and sales?
8. At MyITpros we give prospects a taste of what it’s
like to work with us by:
Responding FAST when we receive a web inquiry
Having 100% of incoming calls during business
hours answered by a smart, friendly person who
quickly gets them in touch with a principal in the
firm who can answer their questions and get
them the help they need
Not selling.
◦ First and always: Answer every question authentically.
◦ Then: Ask good questions and LISTEN.
21. Client Testimony
Business Situation
Questions
IT Situation
Questions
22. Client Testimony
Business Situation
Questions
Business Case IT Situation
Questions Questions
23. Client Testimony
Test Consults
Business Situation
Ballpark Prices
Questions
Site Survey
Business Case IT Situation
Questions Questions
24. Case Study: Aircraft Parts Distribution Startup
Situation at First Call:
2/17/11: "Is hosted server right for us?”
We want to focus on the business, not on IT.
Used to use another MSP at that company, and
felt like they were very costly.
Starting with 3 to 5 people in the first 6
months, expanding to 10 in the first year
25. Case Study: Aircraft Parts Distribution Startup
Situation Through Close & One Year Later:
Proposed and closed Hosted Server and Cisco on premise VoIP
Sales Cycle: Initial call 2/17/11 – Signed Agreements 3/3.
Only one face to face meeting on 3/2/11
One year later, on 3/8/2012, Bill sent an email to all our Hosted
Server clients about recent datacenter outages.
This was the client’s response:
◦ Bill - Thanks for the note. Your service (server, phone, support) has been
excellent the past year and we are glad we chose MyITpros as our hosted
server provider and IT consultant. Hopefully the overhaul will make the
service even better. No need to provide the credit on this downtime.
26. How do you get a prospect to share
their current IT costs with you?
27. Executive Summary including
Background
Goals
Recommendations
And here’s an easy way to help you write a great one
28. Consultative sellers are huge fans of the right questions, and Tom
Sant (Persuasive Business Proposals) has seven that drive writing a
winning proposal.
1. What is the client's problem or need?
2. What makes this problem worth solving? What makes this
need worth addressing?
3. What goals must be served by whatever action is taken?
4. What goal has the highest priority?
5. What product/applications/services can I offer that will
solve the problem or meet the need?
6. What results are likely to follow from each of my potential
recommendations?
7. Comparing these results to the customer's desired
outcomes or goals, which recommendation is best?
29.
30.
31. Cover Page A Typical Deployment
Executive Summary Process
What is Cloud Pricing
Computing?
Startup Costs
What is MyITpros’
Cloud7? Reactive/Project Hours
◦ The Webtop (Outside of the Managed
◦ Applications Service Plan)
What benefits will my Payment Terms
company see by using Appendix A –
the MyITpros Cloud7?
The Benefits of MyITpros’
Who Uses the Cloud?
Cloud7
32. Including realistic TCO Analysis is almost an
afterthought, but a very important one.
It helps the buyer rationalize and justify the
decision they’ve already made.
33.
34.
35.
36.
37. Present the TCO Analysis and proposal
Present both in person
Alternative over the phone
◦ Send the proposal and TCO Analysis 30-60 minutes
before the teleconference
In reality, we send many Proposals via email
38. …even if the price is the same (or slightly higher)
than on premise solutions
39. Don’t want servers on premise any more (or ever)
Maintenance is cheaper (internal or outsourced)
Flexibility * Speed * Agility
Multiple Offices or Remote Workers
Highly Mobile or Widely Dispersed Workforce
Multiple Devices per User
Device Disparity Between Users
Scalability Up or Down: Rapid Growth / Downturns
Focus on Core Business / Competitive Advantage
Bad Experience with IT Support
40. Case Study: Venture Funded Manufacturing Startup
Situation at First Meeting:
Executive Leadership meeting at MyITpros office
◦ Five Senior Executives and one Manager
◦ Met at MyITpros because they didn’t have an office yet
Everyone working from home for at least the first
6 months
CEO did not want SBS Server at his house
Start with 6 people, expand to 24 in the first year
41. Case Study: Venture Funded Manufacturing Startup
Situation Through Close & Two Year s Later:
Proposed and closed Hosted Server, MS and Hosted VoIP
Client Hot Buttons:
Don’t want servers on premise
Flexibility * Speed * Agility
Multiple Offices or Remote Workers
Highly Mobile or Widely Dispersed Workforce
Scalability Up or Down: Rapid Growth / Downturns
Focus on Core Business / Competitive Advantage
42. Case Study: Automotive Body Shop
Situation Before Cloud:
Existing MS Client for 6 months
3 locations around Austin
2 discreet LOB applications with separate
databases at each location
Horrible infrastructure by previous ITSP
Very old servers badly in need of refresh
43. Case Study: Automotive Body Shop
Situation After Cloud:
Proposed and closed Hosted Server
Client Hot Buttons:
Multiple Offices or Remote Workers
Focus on Core Business
Maintenance is cheaper (internal or outsourced)
Bad Experience with IT Support
44. Case Study: Fast Growing Exercise Equipment Manufacturer
Situation February, 2012:
Existing MS Client for 1 month
2 year old company at 40+ users and no server
Initially wanted SBS Server with MS Exchange
The day we were deploying the server, the client began
asking for remote connectivity functionality
MyITpros’ Project Manager halted the project
Bill came in and demonstrated Cloud7
45. Case Study: Fast Growing Exercise Equipment Manufacturer
Situation Today:
Proposed and closed Cloud7 with Go Live Date of September 1
Client Hot Buttons:
Flexibility * Speed * Agility
Multiple Offices or Remote Workers
Highly Mobile or Widely Dispersed Workforce
Multiple Devices per User
Device Disparity Between Users
Scalability Up or Down: Rapid Growth / Downturns
Focus on Core Business / Competitive Advantage
46. 1. Find ways to deliver the message: “This is what
it is like to work with us.”
2. Never stop working to improve your skill at
Asking Great Questions and being a Great
Listener
3. Always propose the solution that’s in the best
interests of your client – even when it means
recommending another solution provider
48. Chris Boyle Bill McCharen
chris@myitpros.com bill@myitpros.com
Editor's Notes
Prospective clients for IT services are almost always looking for an better alternative to their current IT support situation
How can we address these in marketing and sales?By messaging and positioning ourselves in ways that are relevant to the dissatisfaction the prospect is feeling with their current situation.
(e.g. stories of clients who received a call from our CEO or COO or IT Director within minutes, and said “WOW!” or laughed out loud and said “You guys are FAST!” or “THANK YOU for responding so QUICKLY!”
Car sales story
For years, this is what our Needs Analysis Meetings looked like, and I assume it’s what most new prospect meetings look like in our industry.Because I’ve been a business owner most of my life, business issues have always been a part of my conversations with prospects. But we always want to have conversations nobody else is having with our clients and prospects, so here is what our ideal Discovery Process looks like (next slide)
We typically begin by thanking them for inviting us, then inviting them to begin by telling us or asking us whatever they’d like to tell us or ask us.
Business Situation Questions (first needs analysis meeting)What’s going on in your business that’s driving / causing this change?How will it help your business?Tell us more about the IT situation.Timeframe for making a change. When do you want to do this?Ideally when would you like to address this?What are your business objectives for the next year?How do you see yourself achieving them?
IT Situation QuestionsIs your organization growing? ________If yes, what kind of growth do you project in the next 3-5 years and how do you see this affecting your I.T. situation? # of users from ____ to ____ in ______ Have technology failures ever caused you to miss a commitment to your clients? What is the number one technology related complaint of your staff? Have you experienced any problems with your network in the last 30-60 days? (Describe)
The Business Case QuestionsQuestion to understand the financial impact of the problem on the company’s business.ISSUE(s) How does this issue impact your ability to achieve your business objectives?Have you thought about what impact it will have if you don’t make the change / do this? Who else in your company is affected by this issue? Specifically how is this problem affecting your ability to operate effectively? How critical is the solution of this problem to the attainment of your company goals? How is the issue impacting your organization financially? What’s it costing you in:Hard dollars (revenue, expenses and capital investments)Productivity Your ability to compete effectively with your competitorsCustomer satisfactionOther
Along the way, to give the prospect a feel for what it’s like to work with us, we’ll to some test consultations and possible options we might recommend. We’ll share stories of similar business scenarios if possible, and offer ballpark pricing to gauge their reaction.THEN we do a site survey to gather the technical information we’ll need to prepare a proposal.
Many times things do not go according to process…But we always try to find a way to ask great questions and LISTEN
Ask the audienceOur experience – we rarely feel the need to ask. When we do, if we’ve built a strong foundation of trust, guess what?They just tell us.
Now that you’ve built a strong foundation of trust by asking great questions, you will reinforce that foundation (and separate yourself from the competition) by delivering a proposal that shows how well you listened to their needs and proposed a solution with their best interests at heart.
(I would get his book and go right to that section of the book for the details).
BEFORE NEXT SLIDE: Demonstrate latest version of Excel