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Zimbra APxJ Partner Summit - Sales Track
This document contains an agenda and presentation slides for a sales training on selling the value of Zimbra. The presentation teaches salespeople to sell the problem the product solves rather than the product itself. It discusses identifying customer needs, budget, authority, and timeline using the BANT framework. Examples of Zimbra's value proposition in terms of cost, security, reliability, and adaptability are also provided. The presentation aims to train salespeople to focus on value rather than price when selling Zimbra.
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Similar to Zimbra APxJ Partner Summit - Sales Track
Zimbra APxJ Partner Summit - Sales Track
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- 3. • Sell the Problem you Solve, Not the Product • Sell on Value, NOT on Price • Q&A 28 April 2016 3
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- 5. Identifying the Problem through B.A.N.T. 6 • Determines if there is a budget for what you are selling • Do they have the ability to spend? Budget • Determines if the person you are talking to has the authority to make a purchasing decision • Do we know who the decision maker is? Authority • Determines if there is a business need for what you are selling • Does the prospect have an urgent business problem and pain to address? Need • Determines the timeframe for implementation • Do we know a timeframe in which they will need a solution? Timing 28 April 2016
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- 7. Budget – Sample Discovery Questions • What are your expectations for the investment necessary to purchase the solution? • Do you have a portion of your budget allocated to this? • Is your /inance team or CFO involved in approving this? (Note: While this can come off as an “Authority” type of qualifying question, it is equally indicative of how the budget approval process works at the company depending on the prospect’s answer) • What is your typical budget allocation process from when you need to invest in a solution like this that was outside of the original budget? • When do you plan to ask for budget allocation for this investment? 8 28 April 2016
- 8. Authority – Business Decision Maker 9 • CIO, Product Management VP Service Providers • Minister, Senior Director or General Manager of IT Governments • CIO Educational Institutions • Business Owner, IT Director or CIO SME/SMB 28 April 2016
- 9. Authority – InGluencer & Evaluator 10 • Director or Manager of IT Infrastructure Service Providers • Email Administrator or Manager of IT Infrastructure Governments • Email Administrator Educational Institutions • Email Administrator or Manager of IT Infrastructure SME/SMB 28 April 2016
- 10. Authority – Sample Discovery Questions • Who, in addition to yourself, is involved in making this solution happen at your company? • How are purchasing decisions made for products like ours and who is involved in looking at this solution? • What concerns do you think they may have? If they have any potential concerns, how do you think we should handle them? • Would it make sense for us to schedule a call together with them to answer any potential questions they may have? 11 28 April 2016
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- 12. Needs – Sample Discovery Questions • What challenges are your business facing and what problems do you need to solve? • What is driving your interest in our solution? • How long have you had this challenge or problem? What made you decide to solve this problem now? • What objectives are you looking to achieve by solving this pain? • What are the likely consequences if the pain is not solved? 13 28 April 2016
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- 14. Timeline – Sample Discovery Questions • Do you currently have a contract? If so, when is it due for renewal? Is there a cancellation fee? • When were you planning on starting the implementation? • So what’s a realistic timeframe that we should be targeting here? When would you like to have the problem solved? • How important is this to you and where does this stack up in terms of priority and urgency? What are some of the other priorities now? • Do you have the time and bandwidth to begin implementation now? • Would you like to hear about how other people I’ve worked with have implemented plans like these? (If they are interested then it indicates that this is important and high on the list of priority and timeline) • Are you looking at or evaluating any other similar solutions to help you solve the problem? • Where do we stack up in terms of functionality and pricing when compared to these other solutions you’ve been looking at? • What is your relationship like with your current vendor? (If they have one) 15 28 April 2016
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- 16. Zimbra C.A.R.E.S 17 Cost • a scalable, enterprise- class email collaboration environment at the lowest TCO in the business. Secure • visibility to its source code, enabling customers to perform their own security, privacy and compliance audits. Extensible • an open API to tightly integrate Zimbra into their IT infrastructure and line-of-business applications. Reliable • more than 500 million people across multiple sectors trust Zimbra for their messaging and collaboration needs. Adaptable • a choice of deploying email collaboration in their data center or to consume email as a could-base service. 28 April 2016
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- 20. 21 Passionate about helpingservice providers adapt and thrive in the emerging cloud economy Channel First Cloud First
- 21. 22 Telco Data Centres SIs VARs Enterprise MSPs ISVs SaaS Hosters Others Vendors Customers OurChannel Value End-Users rhipe Build Channel Mkting Up-sell Educate Compliance Enable Billing & Collections Trusted Advisor Business Transformation Technical expertise Support Implementation
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- 24. Source: World Bankdata 2012, aseanup.com
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- 33. Increased Cloud Adoption 34 Stage 1 Ad Hoc Stage2 Opportunistic Stage 3 Repeatable Stage 4 Managed Stage 5 Optimized Australia New Zealand Indonesia Malaysia Thailand Philippines Australia New Zealand Singapore Indonesia Malaysia Thailand Stage 0 No/unclear strategy Stage of maturity Singapore Every country is experiencing uplift in Cloud maturity Lots of upside and opportunity 2013 2014 Source: IDC Oct 2014 #AP250869
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- 37. Building a Sustainable Business Model • Leverage ef/iciencies and TCO of Zimbra platform • Capture virtual “AD” (personal and corporate) and own the customer relationship • Delivery business value to create a recurring revenue stream • Repeat and scale 38 Zimbra Talk Dedicated Private Business Value
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- 47. Painful Email Problems • No support • No Roadmap, new feature • Not easy to use and not friendly UI EGA have 2 choices to improve exist MailGoThai 1. Inhouse re-develop from old source 2. Outsource as a services
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- 51. INET’s ProGile Infrastructure as a ServiceProvider of the Year ISO 9001:2008 Quality Assurance System for Enterprise Access, MetroLAN and IDC ISO/IEC 27001:2013 INET Data Center (Bangkok Thai Tower & Thai Summit Tower) with Information Security Management System ISO/IEC 27001:2013 Cloud Security Service Management ISO/IEC 20000-1:2011 Cloud Service with Information Technology Service Management (ITSM) CSA STAR (Only one in Thailand) Cloud Security Alliance (CSA) Security, Trust and Assurance Registry Advanced Cloud and Manage Services Certified Partner: CISCO Channel Partner Program Frost & Sullivan Thailand Excellence Awards : Datacenter Services Provider of the year 2013 Infrastructure as a Services Provider of the year 2016
- 52. Why Zimbra is the best Choice 200,000+ Customers 500+ MillionFree Users 100+ Million Paid Users Trusted by • Famous Open source/ Commercial Version is available • API support able to integrate with in-house EGA development • Easy customization • Small footprint • Price performance Value to EGA
- 53. • Premium anti-spamand antivirus protection provided by multiple virus scanning engines • Data is replicated in Geo-redundant datacenters to protect against datacenter wide failures • Risk mitigation multi-dimensional approach to help safeguard services and privacy of data • Help customers comply with ISO 27001,CSA STAR • Backed by a 99.90% financially backed Service Level Agreement INET Value to EGA
- 54. Email Usage 702 5904 12243 38164 40864 52433 54440 58049 46430 30000 30000 30000 38164 40864 52435 54417 58049 46430 0 10000 20000 30000 40000 50000 60000 70000 Jul-58 Aug-58 Sep-58 Oct-58 Nov-58 Dec-58 Jan-59 Feb-59 Mar-59 Actual Mail Boxes Chargeable to EGA
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- 59. 0 1 0 2 0 3 0 4 Leading Zimbra Providerin Indonesia Enterprise-class Support Professional Service Established in 2009
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- 62. 01 02 03 0605 04 Obstacles
- 63. 65 1 2 3 4 Migrations Issue Temporary UsingDual Platform, Password Migration Dual Platform Issue Permanently Using Dual Platform Issue Sending Restriction Email Sending Restriction (Size, Subject, etc) Forgotten password Admin Burden for resetting forgotten password
- 64. 66 7 Authentication Issue Multiple Authentication Services Issue LogManagement Issue Understanding Current Condition Easily Users Signature No Standardization for Users’ signatures Issue 5 6 8 Local Expert The obvious need for the skilled resources
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- 71. Thanks & Keepin Touch! CONTACT US: info@jabetto.com 6221-83787381
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