efolder expert series webinar — marketing and selling bdr: introducing the efolder business...
TRANSCRIPT
Marketing and Selling BDR: Introducing the eFolder Business Continuity Playbook
Carlo Tapia
Product Marketing Manager, eFolder
Agenda
• Expert Introduction
• Partner Challenges
• Client Concerns
• Sales and Marketing Guide
• eFolder Business Continuity Playbook
• Questions and Discussion
2 © 2015 eFolder, Inc. All Rights Reserved.
Expert Introduction
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Partner Challenges
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• Clients using tape or consumer-grade backup
• Difficulty in communicating the value of backup
and disaster recovery
• Lack of resources and vendor support to properly
market a business continuity solution
Client Concerns
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• “Is our backup strategy sufficient?”
• “Do we really need to invest in a backup and
disaster recovery solution?”
• “Could our business survive a significant
disruption or disaster?”
Sales and Marketing Guide
The Sales Funnel
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The key to success: masterful marketing
Prospects
Clients
Which Assets? What Stages?
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Prospects
Clients
Best Practices for Selling and Marketing BDR
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• Be informative and useful, not “sales-y”
• Don’t rely solely on “scare tactics”
• Emphasize benefits, not highly technical details
• Cold calling doesn’t work; form a relationship
before talking business
eFolder BDR Solutions
eFolder’s Vision for the Open Cloud
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eFolder Cloud
Rapidly evolving SMB needs
Software
IT managed services
Storage Compute Recovery
Key Features
• Business-class– Powerful image-based backup software
– File-level recovery and granular recovery for Exchange
– Free and fast pre-seed service
– Back up to the eFolder Cloud
– Encryption with partner- or user-owned encryption keys
– On-site or cloud-based virtualization and recovery
• Flexible and reliable– eFolder-supplied BDR appliances or build-your-own BDR options
– Small client options for protecting single server environments
– Recovery flexibility – P2V, V2P, V2V, P2P
– Multiple recovery options, including eFolder Continuity Cloud
• Channel-ready– Multi-tenant model
– Partner branding
– Robust monitoring and alerting
12 © 2015 eFolder, Inc. All Rights Reserved.
eFolder Business Continuity Playbook
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