Yesterday I had the pleasure of speaking with the sales representatives and account managers at CompuCom, many of whom have been selling Ipswitch solutions for a long time. It was a return visit to CompuCom’s Dallas headquarters for me, having attended a similar vendor fair about 6 months ago.
Many of our conversations centered on the types of problems that CompuCom customers are asking them help solve with technology solutions. Top of the list are topics such as: Group policy management, security, compliance, B2B exchanges and virtualization.
About a dozen or so of the representatives I talked with focus solely on renewal business. It was nice to see the enthusiasm on long-term customer relationship and growing existing customer accounts. One upsell in particular that was mentioned quite often for existing WS_FTP Server customers was adding the Ad Hoc Transfer module for person-to-person transfers using either Outlook or a browser.
Oh, and team Veeam – nice spending time with you guys. You may have won the bowling match over team Ipswitch, but I return home to Boston knowing that Sam Adams beat Shiner Bock (TX’s so-called national beer) in the head-to-head comparison taste test!
I spent the day today at the CompuCom vendor fair in Dallas, TX. CompuCom is one of Ipswitch’s sales channel partners, and the purpose of attending today’s event was to talk about Ipswitch File Transfer solutions with CompuCom’s team of account managers and sales representatives.
Today’s goal was to raise awareness, education level and excitement about Ipswitch File Transfer solutions among CompuCom’s 130 or so software sales associates so that they, in turn, will proactively pitch our solutions to their accounts and ultimately close more deals.
I walk away having had dozens of conversations that align with our focus of solving real business problems. The days of selling “feature feature feature” are over. In past years, literally thousands of sales centered on a laundry list of features such as 256-bit AES encryption, FTPS, SHA-512 file integrity and administrative separation of duties. Today, a large (and growing) number of sales conversations center on higher-level topics such as policy enforcement, risk mitigation, visibility into all internal and external file interactions, and how to give end users a simple and secure way to quickly transfer files with other people.
It was definitely a very worthwhile event to participate in and I believe that we successfully raised mindshare and interest level in our portfolio of secure managed file transfer solutions within CompuCom. And it’s always nice to see some x-large belt buckles while hearing a few success stories from sales reps about how they recently closed some juicy deals.