New Client Profile
I connected with my newest client through LinkedIn, as both principals were connected to an old colleague of mine. I had reached out to inquire about providing my Lead Generation and Referral Development services. Cross-Roads Group was looking to rapidly generate leads with end-users to market a new “disruptive” technology from Actifio. Actifio is hitting their stride as a proven provider of a back-up/recovery solution to help companies deal with the storage explosion they are experiencing due to the proliferation of “copy data” – all those extra copies of production databases that are currently stored on a variety of hardware devices and managed with an array of silo tools. Research has suggested copy-data represents as much as 80% of all data stored in the enterprise… talk about an overhead problem! Actifio had just been named ”Product of the Year” for Backup Hardware by Storage Magazine; named to the list of America’s Most Promising Companies by Forbes; and positioned as Visionary by Gartner in the 2013 Magic Quadrant Enterprise Backup/Recovery Software. As the storage explosion has become a $44 billion market, Actifio’s ‘Copy Data” solution can recover anything instantly for 50 % less than you’re paying today in most situations, and as much as 90% in some cases. Cross-Roads Group’s Managing Partners, Michael Aonso and Richard Gaeta, have put together a team to deliver a number of “high tech” / “high value” solutions to their customers starting with Actifio. “We looked at Megafacts to provide us with Lead Generation services to reach our target markets and identify prospects, while we focused on providing the solution to our customers” said Michael Aonso, Managing Partner at Cross-Roads Group. “Marshall brings to the table a wealth of technology experience and a system of generating highly qualified leads; allowing us to maximize our time spent turning those prospects into happy customers.” Cross-Roads Group has other game changing technology solutions to bring to market and is currently updating their website to showcase specific solutions from leading edge...
Read MoreWant to win more business? Articulate your value proposition.
My friend and a business colleague Jonathan Verney posted a very good article on his website that I want to share with you. The approach provided in developing a strong UVP (unique value proposition) to reach potential clients is one that I practice and endorse. While the focus here is on wealth managers, the concepts can be applied to almost any market sector. You can read more on The Five Laws of Business Writing on Jonathan’s blog. http://jonathanverney.blogspot.ca Want to win more business? Articulate your value proposition. It’s amazing how easy it is for us to miss the obvious, simply because we can’t see the forest for the trees. We sometimes forget why were in business. Our knee jerk reaction is to say that we’re in business to make money. If you think that’s the answer.. You would be dead wrong. Making money is the result, not the goal. It’s the after-effect of your day to day efforts to perform and produce and complete whatever it is you do for a living. Because what you do for a living isn’t making money, it’s making satisfaction. Remember that old Stones song: I Can’t Get No Satisfaction? If you can’t satisfy customers and clients in some monetizable way, you won’t be in business very long. Some of my clients are wealth managers. Their job is to manage money for wealthy people. Of course, it’s a lot more complex than that, and while most wealth managers (and financial advisors) understand their value, they forget the big picture. They forget that their prospects and clients don’treadily understand their value the way they do, which is why they need to be told in clear and certain terms. This is why articulating your value proposition is so important to winning new business — and at the same time, so hard to do. (Shameless plug: you can find a whole chapter on value, and value propositions, in Feed the Startup Beast). Anyway, as part of my research for one of my wealth manager clients, I found an excellent article on value props for financial advisors. I’ve emphasized some of the points made, but otherwise left it intact. Even if you’re not in the wealth management business, you might find it useful too. I sure did. Going from Good to Great with the Right Unique Value Proposition BY: KEN HAMAN Financial advisors know there’s a lot of competition in the marketplace...
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