1. #EMEACon15 ENABLING YOUR BUSINESS TO BE MORE SUCCESSFUL

2. #EMEACon15 KRIS NAGAMOOTOO SENIOR MANAGER, COMPTIA

3. 50k IT Channel: 26K Non IT Channel:24K 2k

4. Networking Complimentary Event Registration Communities Meet Ups Industry Insight ResearchTraining Education Business Tools and Templates Contracts Finance Marketing Human Resources Trustmarks Managed Services Managed PrintSecurityUK IT BusinessUK Audited Certification Discounts 15% How Solution Providers Benefit

5. ©2015 CompTIA Properties, LLC. All Rights Reserved. | CompTIA.org CompTIA Content  White Papers, Blogs, Fast Facts  Training Guides  Training Workshops  Webinars  Research  Industry Insight  Best Practices  Organisational Credentials

6. Solution Provider Lifecycle Plan ImplementAssessment Review

7. “Successful Marketing begins with a PLAN!”

8. ©2015 CompTIA Properties, LLC. All Rights Reserved. | CompTIA.org Marketing Plan Stages 1. Assess the Market – Understand the industry and marketplace 2. Know your Competition – Analyze your competition; know your competitive wedge 3. Find your Sweet Spot – Hone in on clients that need the services your provide 4. Tell a Compelling Story – Define your Value Proposition and Key Differentiators 5. Align Sales & Marketing – Understand importance of aligning Sales/Marketing efforts 6. Define your Goals – Tie goals to management benchmarks and sales targets 7. Select Attractive Marketing Tactics – Find mix of tactics to attract, convert and delight buyers 8. Measure Performance – Establish metrics and targets to repeat successes & avoid failures

9. Solution Provider Lifecycle Plan ImplementAssessment Review

12. ©2015 CompTIA Properties, LLC. All Rights Reserved. | CompTIA.org How to do a sales call (or not)….  https://www.youtube.com/watch?v=-1BfwRi0pzY https://www.youtube.com/watch?v=-1BfwRi0pzY

13. Solution Provider Lifecycle Plan ImplementAssessment Review

15.  I went through each question with the client prospect and the results I presented did all of the work for us.  Showed where they didn’t have the right configuration in place and the firewalls out of compliance  I was able to show the value and the risk that they were dealing with every day. They could suddenly see that we really cared about fixing their nightmare. Security Wizard

16. Solution Provider Lifecycle Plan ImplementAssessment Review

17. CompTIA Trustmark Program  Vendor-Neutral Credentials  IT Industry Association credential for best practices  Designed by Team of Experts  Many areas of the IT industry collaborated to create the credential  Achievable by Businesses of All Sizes  Affordability and achievability were design considerations  Enhances Credibility  Demonstrates adherence to the policies and processes identified as industry’s highest standards

18. Solution Provider Lifecycle Plan ImplementAssessment Review

19. #EMEACon15 SIMON DOBSON IT MARKETING SPECIALIST

20. Simon Dobson Go Wild with Marketing

21. You cant hide…the world has changed

22. And a fair few competitors You have lots of potential customers

23. Lesson #1 When hunting for customers... Being targeted will get you better results Find out more in the CompTIA Marketing Toolkit

24. Understand your territory Know your favourite prey Know the other predators in the area Use your senses to get the right information Ensure you know the names of your prey- or ask Don’t get caught…hunting out of season Top Tips

25. Not knowing what you offer causes confusion externally and internally!

26. Be Attractive – talk about what makes you special Lesson #2

27. “ It’s now how much ? ” Lesson #3 Its better to bring pricing down than push it up

28. Lesson #4 Use the web to capture and convert your prey Find out more in the CompTIA Marketing Toolkit

29. Lesson #5 Be Social !

30. Be Interesting

31. Start Conversations

32. Be Genuine

33. Don’t forget to make it fun ! Find out more in the CompTIA Marketing Toolkit

34. Don’t be afraid to… Reach out! Get it wrong ! Adapt and try new things!

35. Its all in the Marketing Toolkit

36. Good Luck Humans

37. Now ride like a dart frog on a stag beetle and go do marketing!!!! – Thank you

38. #EMEACon15 ANDREW BAILEY TRANSMENTUM/COMMERCIAL, STRATEGY4

39. ©2015 CompTIA Properties, LLC. All Rights Reserved. | CompTIA.org Sales Tips  Implement a sales process, measure and know what works.  Create a Sales methodology e.g. a Playbook.  Differentiate your sales approach as well as your offering – create an ‘experience’.  Focus on Value Conversations – retain and protect your value.

40. #EMEACon15 QUESTIONS FOR SPEAKERS?

41. ©2015 CompTIA Properties, LLC. All Rights Reserved. | CompTIA.org For more information  Kris Nagamootoo, knagamootoo@comptia.orgknagamootoo@comptia.org  Join CompTIA today with a Trustmark and get a 30% discount (£182 + VAT). Start differentiating your business today! See a CompTIA member of staff for more info…

42. THANK YOU.