First Step In Positioning a Migration Sale – ExchangeDefender Blog

September 26, 2013

First Step In Positioning a Migration Sale

Filed under: Business Tips,Consulting — Anastasia @ 8:45 am

Since we’ve announced the launch of our new managed migrations we’ve been getting a lot of great feedback, many of you are ready to jump on board and get the ball rolling! ExchangeDefender is proud to be the only company on the market with this type of offering. We are here to help you understand how to successfully position the service and increase your profit margins to a number you’ve never seen before! Last week I gave you a general overview of the migrations , this week I will discuss the first step in the process, the sale.

· Be Prepared– One of the most important aspects of selling, or anything for that matter is being prepared. The end user does not have the vast knowledge of the cloud like you do; it’s your job to help educate them so they can see the value. Not only will they need to understand the cloud, they will need to understand the offerings being presented to them. When selling ExchangeDefender’s Hosted Exchange the client will need to comprehend there is a difference in the services they will receive from ExchangeDefender vs. the competition. As I discussed last week, ExchangeDefender is specifically designed to be a business enterprise solution, this is immensely different from the barebones, minimum cheap-o solution. To guarantee you are prepared, we offer FREE customized collateral for your business! Our collateral makes it simple to understand the product and its features; your clients will know exactly what they’re getting.

· Time and Cost– As you’ve probably experienced time and time again, the two most frequently asked questions and deciding factors for business owners are- how much will this cost and how long will this take/will I be down? Always come prepared with pricing and the scope of the project! E-mail is the primary form of communication and life blood of their business, so it makes sense they do not want to experience any downtime or difficulties that might arise from a migration. Migrations take time and time is money, but with our managed migrations you won’t have to worry about spending hours of your time or the client’s time ever again. We have developed a migration process that will allow us to seamlessly migrate their mail and this can all be done during off-peak hours. By the time they come in Monday morning, all of their mail will have been migrated to ExchangeDefender’s platform. We see the process through end to end. Price is also an important factor for business owners. As I discussed, your client will need to understand that what you’re offering with ExchangeDefender may be a few bucks more each month, but we are offering a true business enterprise solution, unlike the competition. Since we are doing the migration for you and that is pure profit, you have a little more flexibility on the quote for the migration piece. This will help offset some of the other cost and the client will be more willing to work with you. Most of our partners make their money off the migrations, not the monthly fees they collect from Hosted Exchange. We are giving you the opportunity to pocket every penny of the migration fee.

· Contract and Payment-The last and final step is documentation and setting up a payment agreement. Going back to being prepared, make sure you always have the contract on hand! Also, make sure to always have the payment details in writing and have them sign that agreement.

If you have any questions, please feel free to contact me directly at : Anastasia@ownwebnow.com or 877-546-0316 x 739.