Sales & Marketing Manual

Transcription

1 Simplify tomorrow s workspace Sales & Marketing Manual

2 How Workspace 365 helps to offer all your services and build your brand Step 1: Choose a unique name for your Workspace 365 Step 2: Write down which services a customer uses & what the workspace would do for them Step 3: Easily adjust your own workspace using the names of those services and their branding Step 4: Send an to your customer showing the workspace and request a meeting to demo it Step 5: First show the advantage of having one portal for every employee using a cloud or hybrid workspace. After that, show the advantage of each part. (Sales Teams can learn this by following a webinar or by requesting a webinar) Step 6: Create a mailing funnel reminding them of all the specific advantages Step 7: After launching their workspace contact us so we can create a case study together Our goal is to simplify the path to success for our partners Workspace 365 Sales & Marketing Manual Page 2

3 Step 1: Choosing a unique name for your Workspace 365 IT service providers are selling services for other companies for years. During these years they have built up brand awareness for those companies instead of their own brand awareness. Until now You can give your Workspace 365 solution your own unique name. This will not only build brand recognition at the decision makers but will show your product name to every single user. Imagine what would happen if thousands instead of hundreds of people knew your company. We respect the hard work our partners do, that is why we want to make it easier for them to build their brand awareness. It is their time to be recognized instead of giving all the credits to the vendors. How to choose a good name? Naming your Workspace 365 solution can be as hard as naming your child company. That is why we want to help you, by giving some examples to think of while brainstorming for a good and unique name. Company name? New Day Online Vertical? Lawyer 365 Reference to a product? Citroxweb Link to a functionality? Workanywhere Regional link? Diego Online Fictional name Doozari It is an art to give the same name to different things, as each Workspace 365 Sales & Marketing Manual Page 3 workspace differs you have to find the mutual factors. Mark Grasmayer Product Evangelist, Workspace 365

4 Step 2: Write down which services a customer uses As mentioned above, IT service providers are selling services for years. This gives you a major advantage because you know your customers. Before introducing Workspace 365 write down two lists. One list containing all their services and one list containing the specific advantage for this customer. You know the services they use and here is a list to help spot the pains of the customer. Customer Challenge Employees can only access all the data from their device at work like a computer, laptop or tablet, if they have any. Customer is struggling to afford more expensive dedicated or co-located solutions. Office 365 is too complicated for many users, this reduces productivity. Most users have 21 different passwords for web apps. They lose them or choose 1 simple password for all their applications. This causes security issues and time losses on waiting for password retrievals & logging in for each app. Customer is thinking about upgrading their server or moving to the cloud. Customer uses an on premises environment but is struggling to maintain it Customers complain about unpredictable pricing How do you spot it? = Sales Opportunity Ask how long it will take for an employee to continue working when his or her device crashes. Find out if a customer still needs Windows applications? If not, offer a complete cloud workspace including Office 365 & Single Sign-on to Web apps. And a hybrid workspace containing hosted windows applications. Do users need a training to fully understand Office 365? If so, how much time and money does this cost? How many passwords does an employee have to remember? Does he remember all of them or is there time lost waiting for password resets and logging in? Ask about the Hardware refresh cycle. Are any servers due for hardware upgrades, or are any aging servers not meeting customer demands? Ask where customer server solutions are hosted. If they are hosted on premises, ask them if they have room to grow. What type of redundancy or security options do they have, and are they concerned if they are sufficient. If the hardware is run in the customer s premises, ask about backups and redundancy in case of a disaster like flood or fire. Ask the customers if they experience unpredictable pricing at their current IT provider. By offering your services in a package with monthly billing, customers will know their costs ahead of time, and can still scale up or down on users quickly, if necessary. Workspace 365 Sales & Marketing Manual Page 4

5 Step 3: Adjust your workspace using their services and branding With the list of services they already use or you know they want to use, you can quickly set-up your own demo workspace using their branding (logo and colors) and your unique product name. Bonus points: Add their name and picture as well, nobody likes to delete themselves. Step 4: Send an to your customer showing the workspace Make your customers curious. Send them a mail to ask if you can showcase the new type of workspace you recently launched and propose a date to visit them. Workspace 365 Sales & Marketing Manual Page 5

6 Step 5: Show the advantage of having one portal for every employee using a cloud or hybrid workspace, after that zoom in on each part When you tell a story always begin with the story line. In stories, they use a certain technique, like in Lord of the rings it quickly becomes clear that the ring has to be destroyed, yet it only happens at the end of the story. But people will pay attention because they are now triggered and want to know how and why. With Workspace 365, the trigger often is because you can use it as a platform to simplify work for each type of user. It is a platform that integrates every service and saves users time. Users can either get a full cloud version for a low price or they receive a hybrid version with hosted legacy applications. Your customer decides which type they want for which employee, allowing them to reduce costs drastically using cloud workspaces. Zoom in on each part After telling the main storyline, you should zoom in further and further. Showing more and more time savers so they will fall in love, with the workspace that uses their branding and photo. Learn how to zoom in on each part by following a How to Sell Workspace 365 webinar. VISIT THE WEBINAR Workspace 365 Sales & Marketing Manual Page 6

7 Step 6: Create a mailing funnel By offering your own workspace you can create a platform for all your services. This will not only allow you to sell Workspace 365 but you will also increase the sales of your other services and products. But how do you create a powerful mailing funnel? By telling the story and highlighting the essence of the functionalities. We have seen numerous partners use the model and subjects below. During these mails, they did not only focus on Workspace 365, instead they focused on their best-selling products. By telling the benefits of these products within Workspace 365. This makes partners stand out from their competitors who offer the exact same products, but without Workspace 365 and the benefits it brings. Keep customers in this mailing while they show interest, to simplify this process you can choose to automate your mailings and set it up once, allowing you to add new contacts to it and then just monitor them. Workspace 365 as a portal using Web & Windows apps in one central starting point, offering cloud and hybrid workspaces Single Sign-On to web apps, saving time logging in and waiting for lost passwords 2 opens = Call to try and plan a demonstration Simplify Office 365, save time and money on trainings Business Apps to simplify each process Integration with other software tools Call Workspace 365 Sales & Marketing Manual Page 7

8 Step 7: Contact us after launch so we can create a case study together Hooray, you did it. You have a customer. Now what? Well let s not stop here. It is important to know that we will always keep busy in improving the workspace, adding new functionalities and giving you reasons to contact your customers to create upsells to the products you already offer. And as your success is our success as well we should celebrate it together. Contact us if you have launched a customer, so together we can write a case study. This creates trust and evidence for your other customers to choose your company as their Workspace 365 provider (and in most cases as their main IT provider). Also, we will share your story on our site, social channels and in mailings. Building your brand and expertise level even further. You are not alone. Let s do this together! Reviewing documents or participating an event As New Day at Work we have helped many partners to become successful in selling cloud services and building brand recognition. To reach success we think it is important to share as much information with each other as possible. We would love to work close with you as well to share our knowledge and to gain more knowledge about your market. Feel free to contact us if you want a review on your documents, mailings, advertisements or if you would like us to go along to an event. CONTACT US TO DISCUSS YOUR PLAN CONTACT US FOR A REVIEW Workspace 365 Sales & Marketing Manual Page 8

9 Who can help you (a.k.a. save these contacts) Gijs van Hees Opportunity Maker Helps: Set up Go-to-Market & support for sales Laurens Holtkamp Cloud Support Engineer (press 2) Helps: Training support & PoC support Wesley de Graaf Service & Quality Engineer (press 2) Helps: Configure & install Workspace 365 Mark Grasmayer Product Evangelist mark@newdayatwork.com Helps: Support for PR & Marketing Not sure who to contact? Send an to partner@newdayatwork.com Let s create magic together Our goal is not only to help you offer Workspace 365, but to use Workspace 365 as a portal boosting all your products! Marketing & Support documentation and videos can be found on Workspace 365 Sales & Marketing Manual Page 9