Bringing new services to market can be challenging. Learn how other MSPs market their innovative product offerings to grow their business and gain a competitive edge.

1. Selling New Services to Clients: Introducing
the Cloudfinder Client Awareness Playbook
Ariane Pollock
EMEA Marketing Coordinator
apollock@efolder.net
linkedin.com/in/arianepollock

2. Agenda
• Expert Introduction
• Partner Challenges
• Sales & Marketing 101
• Market Forces
• Introducing Cloudfinder
• Cloudfinder Client Awareness Playbook
• Questions and Discussion
2
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3. Expert Introduction
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4. MainBrain
© 2016 eFolder, Inc. All Rights Reserved.4
Founded in 2000
120 active clients
Client base across Denmark
Serves SMBs of every industry with focus on architecture,
engineering, entrepreneurship

5. Partner Challenges
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• Not enough time
• Not enough resources
• Not leveraging vendor relationships enough
• No dedicated marketing person

6. Partner Challenges
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On average, 6 to 8 customer touch points
are necessary to create a valuable lead1
1 Salesforce. “It Takes 6 to 8 Touches to Generate a Viable Sales Lead. Here’s Why." 16 April, 2015. Web.
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7. Growth Drivers
7
Client Type Existing clients New clients “Wedge” clients
“Hook”
• Upsell
• Cross-sell
• Expand
relationship
• Expose
existing
pain/risk
• Expose specific
pain/risk
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8. Sales & Marketing 101

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

10. Which Assets? What Stages?
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Prospects
Clients

11. Why Invest Time in Marketing?
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• Partners need:
– A scalable growth strategy beyond referrals
– A way to stand apart from other MSPs
– Solutions that offer high margins and make them more than a
mere reseller
• Clients want their MSPs to offer:
– A professional-looking image
– Managed services that clients feel are tailored specifically to
their wants & needs

12. 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

13. Moving to the Cloud

14. Market Forces
14
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
© 2016 eFolder, Inc. All Rights Reserved.
Businesses are moving to the cloud

15. 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.”
© 2016 eFolder, Inc. All Rights Reserved.

16. 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
© 2016 eFolder, Inc. All Rights Reserved.

17. Introducing eFolder Cloudfinder
17 © 2016 eFolder, Inc. All Rights Reserved.
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

18. 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
18 © 2016 eFolder, Inc. All Rights Reserved.

19. Cloudfinder Client Awareness Playbook
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20. Cloudfinder Client Awareness Playbook
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21. Cloudfinder Client Awareness Playbook
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22. Cloudfinder Client Awareness Playbook
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23. Cloudfinder Client Awareness Playbook
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24. Try it Yourself
• www.cloudfinder.com > Login
• User: cfalldemo
• Password: cfalldemo
24
© 2016 eFolder, Inc. All Rights Reserved.

25. Questions & Discussion

26. Questions for Nina
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• How do you overcome budget constrains?
• What has been your success rate with social
media?
• Which marketing activities have you found the
most engaging?
• What advice do you have for partners who want
to start marketing their solutions?

27. Thank You!
Ariane Pollock
EMEA Marketing Coordinator
apollock@efolder.net
linkedin.com/in/arianepollock