Winning New Business at MESPresentation to International IT Companies

Maria Sullivan & Paul Harder

CONFIDENTIAL

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

CONFIDENTIAL

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

CONFIDENTIAL

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.

CONFIDENTIAL

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?

CONFIDENTIAL

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

CONFIDENTIAL

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

CONFIDENTIAL

Common Threads Among Midsize Enterprises

$50 M — $1 BAnnual

Revenue

Privately Owned

CONFIDENTIAL

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

CONFIDENTIAL

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

CONFIDENTIAL

Top 3 IT Challenges in Midmarket Organizations - 2018

Gartner: n=490

CONFIDENTIAL

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)

CONFIDENTIAL

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

CONFIDENTIAL

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)

CONFIDENTIAL

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

CONFIDENTIAL

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

CONFIDENTIAL

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

CONFIDENTIAL

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

CONFIDENTIAL

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

CONFIDENTIAL

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

CONFIDENTIAL

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)

CONFIDENTIAL

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

CONFIDENTIAL

Objections

• What are your most common objections?

• How do you overcome them?

OPEN DISCUSSION

CONFIDENTIAL

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

CONFIDENTIAL

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

CONFIDENTIAL

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 #

CONFIDENTIAL

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 ****

CONFIDENTIAL

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 **

CONFIDENTIAL

Final Thoughts

Persistence Pays!

• Keep in touch

• Listen

• Uncover objections

• Always schedule next time to speak

CONFIDENTIAL

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

CONFIDENTIAL

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

CONFIDENTIAL

CONFIDENTIAL

MES offers a level playing field

- Most booths are the same size

- Prescheduled meetings BEFORE the event begins

CONFIDENTIAL

Questions & Contact

THANK YOU!

msullivan@thechannelcompany.com

Mobile: 603-952-1246

Office: 603-898-1234