![\"ca\"](\"http:\/\/www.exchangedefender.com\/blog\/media\/9b707763a750_BEC1\/ca.png\" "\\"ca\\"")
<\/p>\nExchangeDefender Compliance Archive is a secure, long term storage, recovery and eDiscovery system that ensures compliance with regulatory requirements established by IRS, HIPAA, SOX and SEC. ExchangeDefender Compliance Archive functionality is provided free \u2013 we only charge for the cost of storage. ExchangeDefender Compliance Archive uses the latest Microsoft Windows Server and Microsoft SQL Server technology to archive, index and replicate messages safely and securely. All data is further encrypted and backed up offsite to ensure ultimate resiliency in case of a disaster. <\/p>\n
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Makes perfect sense, right? The problem is, when you say something like this to many small business owners, it makes them feel very uncomfortable, even if meeting a compliance requirement is really important to them. And as we all should know, uncomfortable clients tend to keep their wallets closed. <\/p>\n
The key to selling Compliance Archive to the small business is very simple: lose the buzzwords and jargon. Think about it this way: those small business owners are experts at some line of business that is NOT technology, and are choosing both to trust in and to pay for someone else\u2019s knowledge and expertise in their chosen line of business, which IS technology. <\/p>\n
Certainly, small business clients usually need some education, particularly during the sales process. That\u2019s a part of your job as the technology expert, too. Rather than deliver your message in jargon and acronym-laden tech and compliance speak, though, the better way to win is to highlight the benefits of compliance email archiving beyond just actual compliance itself. It\u2019s as if we are losing something by leaving our clients to \u201ctranslate\u201d for themselves, and it makes it harder to sell compliance archiving services. <\/p>\n
It turns out that may be exactly what it is. We\u2019ve learned from our partners that small business clients rarely care about all the regulatory compliance acronyms and regulation language or details \u2013 they just want the peace of mind of knowing they meet the requirements. Business decision makers also don\u2019t like the idea of paying for \u201cregulatory compliance,\u201d but they love the idea of being able to find any email they sent or received over the past 10 years without having to buy extra servers, more software or deal with cumbersome MS Outlook. Even better, most everyone understands and is comfortable with a flat per-user storage fee (just $3.99 per month) that isn\u2019t dependent on any measured unit of storage. <\/p>\n
When you address the real problems and speak in a language of true benefits that people want, you\u2019ll find there are far fewer objections over price and questions about features they don\u2019t understand, and that deals close more quickly and more smoothly. <\/p>\n
Do you find this information useful?<\/b> <\/p>\n
Kate Hunt […]<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[4],"tags":[],"class_list":["post-344","post","type-post","status-publish","format-standard","hentry","category-exchangedefender"],"_links":{"self":[{"href":"https:\/\/www.exchangedefender.com\/blog\/wp-json\/wp\/v2\/posts\/344","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.exchangedefender.com\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.exchangedefender.com\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.exchangedefender.com\/blog\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/www.exchangedefender.com\/blog\/wp-json\/wp\/v2\/comments?post=344"}],"version-history":[{"count":0,"href":"https:\/\/www.exchangedefender.com\/blog\/wp-json\/wp\/v2\/posts\/344\/revisions"}],"wp:attachment":[{"href":"https:\/\/www.exchangedefender.com\/blog\/wp-json\/wp\/v2\/media?parent=344"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.exchangedefender.com\/blog\/wp-json\/wp\/v2\/categories?post=344"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.exchangedefender.com\/blog\/wp-json\/wp\/v2\/tags?post=344"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}![\"lc\"](\"http:\/\/www.exchangedefender.com\/blog\/media\/9b707763a750_BEC1\/lc.png\" "\\"lc\\"")
<\/a>If you\u2019d like a lot more in-depth discussion about the cloud and how it affects you and your clients, visit Looks Cloudy http:\/\/www.lookscloudy.com<\/a> where I blog daily about the adoption of the cloud in SMB, conduct live webcasts and podcasts with industry leaders, and more. <\/p>\n
VP Community Development, ExchangeDefender
kate@ownwebnow.com
(877) 546-0316 x777<\/p>\n","protected":false},"excerpt":{"rendered":"