winning new business at mes - the channel company€¦ · exploiting data and analytics to drive...
TRANSCRIPT
Winning New Business at MESPresentation to International IT Companies
Maria Sullivan & Paul Harder
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Agenda
– Introduction
– Audience Snapshot
–Understanding US Business Culture
– Gartner Data – CIO Priorities
– 4 Guiding Principles when meeting prospects
– 5 Steps to “Win the Sale”
– Defining your Value Propositions
– How to Follow-up with Attendees
– Q + A
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Typical Vendor Routes to Market
Ven
do
rFortune 1000/
Enterprise
Large andMedium Business
Small and MediumBusiness
Solu
tio
n P
rovi
der
s
Direct
Dis
trib
uti
on
SIsVAR
Consultant
DMR
ResellersChannel Partner
MSPOEM
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Understanding US Business Culture
• Over 80% of business is done on the golf course?
• High percentage of business is done through offsite
Social Networking*
- Tickets to sports games, dinners, fishing, etc.
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Understanding US Business Culture
• Importance of social networking
• Humanize yourself – do not act 100% business– Have fun and let people know you like your job
– Enjoy yourself on a business level
• Be on time, 9:00am means 9:00am
• Respect a person’s schedule – read body language – do you have flexibility or should you be concise?
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X the “outsourcing” term
• Most US companies have hiring challenges: cost of benefits (health, retirement, social security, etc)
• Align yourself to the CIOs hiring challenges by using the following terms:–Staff Augmentation Services
–Extension of your team (subcontracting)
–Be available on their timeline
–REMEMBER to NOT use the term “outsourcing”
Midmarket CIO Priorities & IT Challenges
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How Gartner (and Vendors) Define Midsize Enterprises
100 Employees
$50 Million $1 Billion
1000 Employees
Lower Midmarket Upper Midmarket
500 Employees
$500 Million
Storage
Servers and
Virtualization
End Users
Cloud Services
IT Budget
IT Budget% of Rev. WAN Topology
IT Resources
Applications
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Common Threads Among Midsize Enterprises
$50 M — $1 BAnnual
Revenue
Privately Owned
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Cloud-Inspired Hybrid Infrastructure
Selective Utilization of "Anything as a Service (XaaS)"
Enhanced Security Detection and Response Capabilities
Platforms That Optimize Operations and Customer Experience
Exploiting Data and Analytics to Drive Business Transformation
Five Technology Trends Impacting Midsize Enterprises
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Top 3 IT Challenges in Midmarket Organizations - 2017
28%
20%
15%
7% 6% 5% 4% 4% 4% 4% 3%
0%
5%
10%
15%
20%
25%
30%
Source: Midsize Enterprise Summits Spring & Fall 2017
n=224
Source: Midsize Enterprise Summit West 2016 n=108
What do you see as the biggest threat
your organization over the next 24 months?
• Security
• Insufficient funding
• Skill shortages
• The Economy
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Top 3 IT Challenges in Midmarket Organizations - 2018
Gartner: n=490
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What are the technology areas where organization will be spending the highest amount of new or additional funding in 2018 ?
Rank Top Technology Investments
1 BI/analytics 19%
2 Cyber/information security 16%
3 Cloud services/solution 14%
4 Enterprise resource planning 11%
5 Digitalization/digital marketing 10%
6 Infrastructure and data center 9%
7 Networking, voice and data communications 6%
8 Mobility and mobility applications 5%
9 Customer relationship management 5%
10 Data management 4%Percentage of Respondents (North America n=632)
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Key MSE Vendor Selection Criteria Gartner 2018
IT Requirements:• Minimal IT Dependency
• Easy Integration; Complement Investments They've Made
• Proven Technology Foundation
• Solution Versus Product Focus to Eliminate Silos, Multiple Vendors
Functional Requirements:• Modular, With Relevant, Scalable Functionality
• Minimal Customization or Configuration in Order to Differentiate and Support Unique Processes
• Willing to Accept "Good Enough"in Commodity Processes
Implementation and Support:
• Easy to Install, Configure, Manage, Train,
Use and Maintain
• Reliable, Service and Support by
Responsive Providers
• Supports Ability to Grow Organically as
Well as by Mergers and Acquisitions
• Shows Empathy, Provides Intimacy
Provisioning:
• Straightforward Pricing, Flexible
Deployment Options
• Affordable and Flexible to Pay and
Implement Only What Is Needed Now
• Local Partner If "Backed“ by Strong Vendor
• References of Similar Size and
Requirements
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Emerging Providers Are on Equal Footing
Why would you be willing to invest in technology products or services from small or emerging providers?
71%
80%
77%
84%
82%
86%
74%
75%
79%
82%
85%
83%
0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100%
Don't offer the sales channels I prefer to procure from
Resellers and partners are inadequately trained or are slow toadopt…
Lack the innovation edge we require to maintaincompetitive advantage
Solutions are too complicated or improperly scaled to our needsand support capabilities
Lack the intimacy we seek in both sales and support relationships
Pricing is too high for the same quality solutions
Upper MM (n = 234) Low MM (n = 251)
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2017 IT budget distribution for Outsourcing
Q13B. Considering your answer to the previous question with regards to outsourcing, what percentage of your 2017 IT budget on outsourcing do you plan to spend with the following type of providers - % of IT budget on outsourcing
Cloud SaaS Providers16.8%
Managed Service Providers
11.8%
Consultants and System Integrators
9.1%
Hosting/Co-location Providers
9.0%
Incumbent Software Vendors
8.8%
Local Reseller (VAR)8.5%
Cloud IaaS Providers8.4%
Telecommunication Provider
8.4%
Incumbent Networking Vendors
8.0%
Incumbent Hardware Vendors
7.8%
Other3.3%
On average
Base : Those Planning to spend 2017 IT budget on outsourcing, Excluding DK, n=249
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4 Guiding Principles When Meeting Prospects
1. Plan wisely:• Know your prospect
• Know your value proposition
• Pre-event planning (presentation & pre-schedule meetings 1/1)
• Bring a client – client testimonials / client logos
2. Keep it simple• Listen to client & know your value proposition
3. Build a Relationship• Know the on-site agenda (networking)
4. Always remember to set “day and time” for next meeting
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5 Steps to Win the Sale
• Meet new prospects at events: Booth, Networking Functions, Conference Sessions, Competitor Speaking Sessions
• Set up as many face to face meetings as you can, this will shorten your sales cycle
• Be prepared:– Conduct research
• Company website
• Google the attendee
• Connect via LinkedIn
“Show me you know me” – in sales, they say you need to “earn the right” to speak to a buyer
Build your HORIZONTAL CONTACTS within in organization
Meet ListenRelay Value Proposition
Uncover Objections
Set Day & Time
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5 Steps to Win the Sale
• Understand the client goals
• Understand client “pain points”
• As sales people we talk too much
• Clients like to listen to themselves speak
Meet ListenRelay Value Proposition
Uncover Objections
Set Day & Time
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5 Steps to Win the Sale
• Relay your value proposition in a CLEAR, CONCISE manner
• Know how to distinguish yourself from your competitors
• Clients want to know why purchase from you over the competitor
• Align the client’s goals to your value proposition
Meet ListenRelay Value Proposition
Uncover Objections
Set Day & Time
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Crafting Your Value Proposition
Be CLEAR & CONCISE on the following:
• What is your product or solution?
• How is it DIFFERENT from the competitors?
–Who are your competitors?
• Why should I buy it? What are the BENEFITS?Add
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Sales Presentation Tips
• Place your strongest point in the FIRST and LAST slide
• Why does the CIO want to do business with you? *separate yourself from the rest*
• Why is your solution better than competitors?
– HOW ARE YOU DIFFERENT?
• Show that you are an EXPERT in the space you are presenting to
• Give a demonstration on how your technology works
• Bottom line benefits of working with you
Customer/Client
• Bring a client to present why they chose you over competitors
• Bring testimonials or case studies and speak from a client perspective
• Case Studies should be from “Like” companies (show that you are an expert within a specific space)
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5 Steps to Win the Sale
• If you have a great product or solution and people are not buying it, it’s because they
DON’T UNDERSTAND the value
• Uncover objections AND add value to each call
Meet ListenRelay Value Proposition
Uncover Objections
Set Day & Time
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Objections
• What are your most common objections?
• How do you overcome them?
OPEN DISCUSSION
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5 Steps to Win the Sale
• Most important step: Always set a day and time to speak with your client again
• Determine next steps by uncovering objections and determine details of next call
• On next call:
– Add value to the call
– Uncover objections
– Set time to speak next
– Series of calls where you set day and time to speak again
Meet ListenRelay Value Proposition
Uncover Objections
Set Day & Time
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Initial Follow-up: Step 1
Hello XXXXX,
It was great meeting you at MidSize Enterprise Summit (MES). Thank you for stopping by our booth.
Per our conversation, I would like to arrange a follow-up call where we can further discuss how “the benefits of our solution may align to your goals.” Are you available for a 15 – 20 minute call on Tuesday, March 7, at 10:00 a.m. ET? I will call your office line directly. If this time is not convenient, please let me know and we can reschedule.
Best regards,
Subject line of e-mail is important!
Suggest a specific date and time
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Follow-up: Step 2
Send Outlook invite:
-----Original Appointment-----
From: Maria Sullivan Sent: Tuesday, March 1, at 10:00 a.m. 9:29 AMTo: ‘Rob Mear'Subject: MES follow-up When: Tuesday, March 7, 2018 10:00 AM-10:30 AM (GMT-05:00) Eastern Time (US & Canada).Where: call XXXXX Office Direct line at XXXXXXXXX
More Specific?
Call Direct – Do NOT send dial in #
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Follow-up: Step 3
ONE DAY prior to the call, send an e-mail with the agenda:
Dear xxx,
I look forward to our MES follow-up call tomorrow at 10:00 a.m. ET.
Here is a brief agenda for our call:
- You current online Banking solutions and moving to a unified mobile platform
- Brief introduction of Dextra and how we differentiate ourselves from competitors
- Define any Next steps
Thank you.
**** ON THIS CALL, YOU WANT TO SET UP A DAY AND TIME TO SPEAK AGAIN ****
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Follow-up: Step 4
Follow the same steps:
• Send “Thank you “ e-mail and “recap” call and indicate the DAY and TIME of your next call in the e-mail.
• Send “Outlook Invite” with DAY and TIME of call
• Send the agenda one day prior to your call
** Uncover any objections on call and set day and time to speak again **
** Add value to each call **
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Final Thoughts
Persistence Pays!
• Keep in touch
• Listen
• Uncover objections
• Always schedule next time to speak
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MES Fall: September 16 – 18, 2018
San Diego Marriott Marquis • San Diego, CA
MES Events - All Attendees are “By Invitation Only end-user CIOs or IT Decision Makers”
MES IT Security: May 22 – 23, 2018
Sawgrass Marriott Golf Resort & Spa • Jacksonville, FL
MES Spring: May 5 – 7, 2019
Loews Sapphire Resort • Orlando, FL
MES Fall: September 15 – 17, 2019
JW Marriott Desert Ridge • Phoenix, AZ www.MidsizeEnterpriseSummit.com
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XChange
August 19 – 21, 2018
JW Marriott Hill Country
San Antonio, TX
XChange Solution Provider
March 2 – 5, 2018
Red Rock Resort
Las Vegas, NV
XChange Events - All Attendees are “By Invitation Only Resllers/SPs”
www.thechannelco.com/events
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MES offers a level playing field
- Most booths are the same size
- Prescheduled meetings BEFORE the event begins
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Questions & Contact
THANK YOU!
Mobile: 603-952-1246
Office: 603-898-1234