Trends and Security Threats for 2016
While some of these trends started in 2014 or even 2013 they are expected to continue, others will bring new challenges for security professionals.
36 inch chest, 28 inch waist, 35inch hip
Internet of things IoT
Bitdefender is expanding its UK Partner Programme to address growing enterprise security concerns
Andy Brockhurst met Bitdefender’s Chief Security Strategist, Peter Laakkonen, OEM General Manager, and Jamie Pearce, UK & Ireland Regional Sales Director to discuss the move into the enterprise space, with a view to recruiting key distributors and OEM specialists and resellers in the UK.
The aim is to build a UK Partner Programme, to address the increasing threat landscape from business security headaches and protect the enterprise from sophisticated threats with the upscaling of its established UK partner programme.
The pitch is an opportunity to put meat on the bones.
This conversation should outline the whole proposal raising the merits and qualities of the product and service, taking the listener down a well trodden path explaining in detail, the various stages, from the initial sign up to attaining the platinum partner status with clear and decisive rewards available.
Presenting your brand, your product and your personalised solution, providing essential reassurance of the training and support available can be daunting. It doesn’t need to be. The information you have acquired and your skillset gives you all the tools you need. A good “Pitch” will take your partner / client to the end with ease, not a monolog , but a conversation, giving lots of opportunity for questions and giving answers.
Yellowfin has a 100 percent channel-based go-to-market strategy and this partnership will see System C provide Yellowfin‘s BI solution, to its existing and future healthcare clients throughout the UK. Yellowfin Managing Director for EMEA, Peter Baxter, said System C was a perfect example of the type of reseller that Yellowfin was looking to partner with in the UK.
System C provides its customers with clinical and patient administration systems offering the ability to have a flexible data presentation tool allowing customers to monitor and understand their performance in near real-time giving time for strategic decision-making.
Peter Baxter MD Yellowfin
Warm calling not Cold Calling
Cold calling takes a considerable amount of time and work. By giving sales professionals the support they require, it can become a much more efficient process if you utilise exhibitions.
A structured conversation or “Pitch” is essential and going into calls prepared, will result in a much better success rate. The conversation needs to be structured taking your intended target don’t a path, so any sales person conducting these calls needs to be suitably prepared. That means knowing the right questions to ask and the importance of having the answers to potential questions. Making notes of the important details and ensure that you are speaking with the right people.
To help resellers and dealers maximize their bargaining prowess in business and in life, here Eldonna lists the 7 critical strategies for emerging victorious in any negotiation to European Reseller:
Project confidence through preparedness
Many people think they need to show a certain kind of confidence, like being loud, bold or brazen, to successfully negotiate a deal. Others think that a lot of experience is required to be a good negotiator. Most of the time it merely takes tenacity and good old preparation to ensure you are aptly equipped to assert mutually desirable terms, anticipate objections, and discern what are motivators or “hot buttons” will resonate with your opponent. Projecting confidence also means having heart, which is endearing to others whether or not you have years of negotiation experience. This can also result in the opposition having a less defensive stance, making them more amenable to your stipulations. Projecting a notable level of confidence, and backing that up with solid, well-researched information, will help ensure you prevail.
Learn how to get the best ROI from your lead generation:
Performance metrics should be used to set targets and estimate ROI. It’s important to establish a benchmark, on each stage of the process, not just email opening and click rates as well as a breakdown of phone usage and other resources. In our experience performance metrics like these can be used to calculate targets, but they should be formed with an understanding of past results, expected performance and required ROI. Knowing the cost of each lead generated and the conversion rate at each stage of the process is vital to setting realistic goals.
Cost effective marketing
Set a target of getting through to decision makers, it may be 10% or if generated via exhibitions it can be as high as 50%, because it is not a cold call! In fact a lot of the contacts can be incoming so if those calls generate a meeting from 25% of these conversations, the numbers will stack up.
Following your conversation send a proposal, confirming that facts and figures you have already discussed. If you are in a competition you will know the outline of the proposition and secured a place among the final contenders. It’s time to position yourself as the only option. As proposals can be used to demonstrate the full extent of your understanding and expertise, they should be used to their full effect. You’re asking for commitment, for attention and time, so put some in yourself.
Effective proposals don’t just disclose proposed terms, they educate and confirm the facts discussed and persuade potential customers.
As always in sales KISS ( Keep it simple Stupid ).
We are involved in IT, but there are many different sectors ranging from Data Centres, Cloud Computing, Managed Service Providers, Internet service providers, through to the life blood of the channel with Resellers, Value added resellers, distributors, Value added distributors and system integrators.