ServerLIFT Partner Sales Training

Presented to:

JCSTech

Presenters:

Randall Crockett Director of Marketing

Steve BashkinDirector of Sales

What Sells A ServerLIFT brand product?Any ServerLIFT brand product should sell itself with regards to quality of construction, ease of use and operational simplicity.

However beneficial these features are, we all know that benefits sell over features.

Feature Benefit

Telescoping Mast Install up to 9’ and still fits through any door.

Sliding Shelf Provides precise alignment for rail placement.

Platform Brake Hands free and fast. Lock down your lift completely.

24” width Easily navigates even the tightest aisles.

TouchStop® Sensor Prevents damage to pipes and overhead tracks.

Ambidextrous Controls Can operate from either side.

Steel frame construction Limited lifetime warranty on the frame.

Potential for Growth

Data center growth has continued to be among the fastest growing markets among all businesses and will continue at this rate for at least another 10 years.

Limitations in data room floor space, consolidation and growth require new solutions to address these configuration challenges.

These include:Higher cabinet heightsHeavier equipmentTighter aisle configurations

Intel, Gartner and Forrester all predict IT spending to either remain the same or go down in 2016 meaning data center staff will have to do more with less.

Growth in services will come in 3rd party “outsourced” solutions and solutions that enable teams to manage more resources with less manpower.

Why A ServerLIFT Brand Product?

ServerLIFT brand lifts are in 51% of the Global Fortune 100.

ServerLIFT was the original data center lift and continues to be the market leader.

The secret to our success comes in the form of Purpose Built Design.

Built in the US and distributed world wide.

Every product we have created or will create is driven from input from our customers.

Intelligent accessories to maximize efficiency.

The only lift certified for Data Center Use.

What does Certified for Data Center use mean?

1. We self certify that every product we create was designed for data center use.

2. GSA and other government agencies have evaluated our products and have determined that they can be used in any government facility.

3. A large number of Fortune 500 companies have had their safety engineers evaluate our products and have mandated that all server moves be done using a ServerLIFT brand lifting device.

CE Compliant

4. The SL-350X is the only manual data center lift to be UL Listed.

FCC Compliant.

ISO 9001 and ISO 14001 Certified Company

EN Certified

Who buys a ServerLIFT? [Psychographic]

In House Data Centers (Private) 64%Lab Facilities (manufacturing) 11%Collocation or NAP 18%Cloud Providers 6%Blackout Sites 1%

6’ Cabinets 4%6½’ Cabinets 28%7’ Cabinets 44%8’ Cabinets 16%9’ Cabinets 8%

Data Room Size [in square feet]Under 5,000 32%5,000 – 10,000 40%25,000 – 50,000 4%50,000-100,000 7%Over 100,000 7%

Who buys a ServerLIFT ? [Demographic]

Facilities Management 29%Operations Management 37%Technician 4%

Reason for buying a ServerLIFT product

Features 5%Reputation 5%Safety 58%OSHA/EHS Mandated 10%

Age21-29 3.23%30-39 12.90%40-49 35.48%50-59 32%Over 60 16.13%

Why customers buy a ServerLIFT

2014Top reason to buy a ServerLIFT was on FeaturesTop solution that was resolved is Safety

2015Top reasons to buy is now SafetyTop solution that it resolved is now Workflow Improvement

Reduction in labor, faster server deployment and less downtime are now the critical pain points for a purchase.

In 2014 22% of the data center surveyed used some form of lifting solution.

Today, that is now 60%.

Who drives the sale? [Technical Staff]

The people who want a lift the most are the ones whose safety and efficiency are impacted directly

!@#*%*!!!

Who drives the sale? [Executive Staff]

But, the person who makes this decision may not have the same priorities as the person using the lift since they are not impacted directly.

$$$

How do you sell to all stakeholders?

The perfect vision match is where a common priority is found across Multiple business units.

The ServerLIFT Marketing program is designed to help you bridge this gap

and find common ground.

ServerLIFT Sales and Marketing Resources

80% of the buying decision is made before the customer ever calls you.

84% said they would be extremely likely to recommend a ServerLIFT Product to a friend.

60% of ServerLIFT customers surveyed in 2015 said they first heard about ServerLIFT from a friend.

As such, today’s tech buyers are using a number of resources to help them decide on the best solutions for their needs.

Leveraging existing customers will be your fastest way to success!

HOT TIP #1

ServerLIFT Sales and Marketing Resources

ServerLIFT marketing takes painstaking effort to analyze and respond to today’s market with relevant and factual data designed to arm anyone in an organization with the resources they need to advocate our product.

Industry White PapersData Center ConsolidationData Center MigrationData Center SafetyBest Practices in Server HandlingMotivating Employees to Implementing ChangeEverything you Should About Buying A Data Center Lifting Device

Leverage Video for Stronger Engagements

46% of users take some sort of action after viewing an ad, according to Online publishers association.

The average user spends 88% more time on a website with video. (Source: Mist Media)

90% of information transmitted to the brain is visual, and visuals are processed 60,000X faster in the brain than text. (Sources: 3M Corporation and Zabisco)

According to Forbes, 59% of executives would rather watch video than read text.

According to Retail Touchpoints, the Step2 Company found that shoppers who viewed video were 174% more likely to purchase than viewers who did not. (Retail Touchpoints Channel Innovation Awards)

HOT TIP #2

ServerLIFT Sales and Marketing Resources

Video Theme Target GroupServerLIFT Overview Product Overview All

Mission Possible Mission Critical Workflow Data Center Technicians/advocates

Serving Those Who Serve Governments and Institutions Government, academia, not for profits

SL-350X Manual Lift Promotional All

SL-500FX Front Loader Promotional All

SL-500X Powered Side Loader Promotional All

SL-1000X Super Duty All

The 60 Second Install Fast installs for slotted rails using the Rail Lift.

All

Server Installation Made Easy Simple steps to install using a ServerLIFT data center lift

Management

Easily Unpack Hardware Using the LE 500X and 1000X to unpack heavy equipment

Data Room Tech

ServerLIFT Platform Extension Low or on the floor installs Tech to Management

Care and Feeding of Your ServerLIFT An entertaining twist on a training video of how to use your lift safely

All

Quick Safety Tips Fast instruction of the most important safety tips

Intuitions and more governments

Unpacking your ServerLIFT How to unpack your new unit Data Room Tech

Catch Their Attention…quickly

Customer’s average attention span is 6-8 seconds, 1 second less than a gold fish.

First impressions are made in 50 milliseconds.

The average user will click 1 display banner out of 8,400. You have a higher likelihood of getting hit by lightening than getting someone to click your banner.

HOT TIP # 3

Match your messaging to your target audience

Tested Ad Campaigns

With Appropriate Landing Pages

Email marketing is not dead, its just ignoring you

Video in e-mail marketing can increase click-through rates by more than 90%.(Source: Mist Media)

Leads who are nurtured with targeted content produce a 20% increase in sales opportunities.

Personalized emails deliver 6X higher transaction rates.

HOT TIP # 5

Summary

✓ Understand your product and how your customer can benefit. It’s not always about the sale but it is always about your customer’s best interest.

✓ Leverage existing customers through referrals, testimonials, references and demonstrations.

✓ Catch their attention quickly with short, high impact messaging.

✓ Use the ServerLIFT content library to tell your story. Let our content do the work for you.

✓ Landing pages with video have up to 800% more conversion than the same page without a video. (Source: Orion21)

✓ Videos are shared 1200% more times than links and text combined. (Source: Orion21)