{"id":1970,"date":"2018-08-21T11:36:40","date_gmt":"2018-08-21T15:36:40","guid":{"rendered":"http:\/\/www.exchangedefender.com\/blog\/?p=1970"},"modified":"2018-08-17T10:52:00","modified_gmt":"2018-08-17T14:52:00","slug":"how-to-market-email-security-solutions","status":"publish","type":"post","link":"https:\/\/www.exchangedefender.com\/blog\/2018\/08\/how-to-market-email-security-solutions\/","title":{"rendered":"How to Market Email Security Solutions"},"content":{"rendered":"

\"Email<\/p>\n

We\u2019ve had the opportunity to spend quite a bit of time with our top small business partners over the summer as they hold meet & greets \/ lunch & learns while kids are out of school and staff takes vacations. We got to see firsthand how the features and the problems are both the same as they have always been (budget, buy-in) and completely different in a way that technology solves business problems \u2013 cloud compliance, vendor\/mobility management. One of the businesses that moved to ExchangeDefender was able to get rid of 7 (seven!!) different vendors involved in email & mobility solutions alone.<\/p>\n

\u00a0 \u00a0It’s all about the Story.<\/h3>\n

ExchangeDefender is increasingly becoming the modular security solution that can help service your mobile & security needs end to end. From email hosting to support for everything that entails, from managing mobile devices to assuring their compliance, archiving, business continuity and data management \u2013 ExchangeDefender does it all from a single pane of glass. All you have to do is change the way you tell the story.<\/p>\n

\u00a0 \u00a0Product vs. Service<\/h3>\n

Typically, small business partners follow the same \u201cvendor\u201d approach to positioning ExchangeDefender \u201cwe kill SPAM for a living\u201d and then mention the other nice \u201cbonus\u201d features we offer. While that may work on larger companies with CIOs where a point solution is necessary (or required for redundancy), in small business you need more finesse as you introduce our solution as the Swiss knife for typical SMB problems. Small business decision makers typically aren\u2019t that interested in technology specs, even if they are familiar with the problems, they are looking at the price and at the time this the solution is going to take away.<\/p>\n

\u00a0 \u00a0So here is what works for us:<\/strong><\/h3>\n

We position ExchangeDefender as a service (not even mentioning the cloud) that takes care of keeping junk out of the mailbox, keeping people productive and safe, making sure any outages have a workaround and as needed we also do encryption to protect data automatically and compliance archiving to help meet regulatory requirements and keep fines away \u2013 and we build, manage and support 100% of it end to end. In a way, we\u2019re the last security product you need to look at and the only one you need to contact when there is a problem.<\/p>\n

Give it a shot \u2013 this is fully compliant with the Elevator Pitch\u2122 guerrilla marketing and truly disarms the most common objection in SMB which is \u201cwe already have something\u201d \u2013 everyone has something, they just don\u2019t know where it is, who does it, how it\u2019s used and what it does \u2013 and that\u2019s the biggest selling point of ExchangeDefender. You don\u2019t have a dozen vendors for email, mobile, security, archiving, compliance, encryption, DDoS protection, business continuity, mobile device wipes, etc, etc you get the picture. Instead of going in and trying to sell yourself, you\u2019re going in and looking at ways to save them money \u201cWell, you won\u2019t need to renew this product, or this service, your old firewall won\u2019t have to be upgraded, you now get all the additional features, etc\u201d<\/p>\n

In a way, our go to market has been the same as it\u2019s always been \u2013 but with the cloud you\u2019re dealing with small businesses with data all over the place and providing security to a mobile organization with decentralized storage is no longer a \u201csecurity\u201d pitch, it\u2019s a management pitch that gives them back their time.<\/p>\n","protected":false},"excerpt":{"rendered":"

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