The document outlines 5 ways for companies to increase revenue by 20% in 2014. It discusses strategies such as empowering users through mobile access, performing client health checks to improve processes, offering free trials to demonstrate value, pricing services for future growth, and targeting solutions towards specific industries. Case studies are provided for each to illustrate how the strategies have been successfully implemented.

1. 5 Ways to Achieve a 20% Increase in
Revenue in 2014
Ted Hulsy
VP of Marketing, eFolder
415-235-6087
ehulsy@efolder.net
Michael Geoghegan
CTO, Technology Management, Inc.
703-493-0315
mic@tmi.net

2. Agenda
• Introductions
• 5 Ways to Increase Revenue
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Empowering users at your clients’ sites
Performing client health checks
Using free trials
Pricing for profit
Targeting verticals
• Q&A
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3. eFolder Expert: Michael Geoghegan
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4. Technology Management, Inc.
• Technology Management, Inc.
– Founded in 1999
– Serves SMBs in
Virginia, Maryland, Washington
D.C., national
– 30 Employees
– Anchor deployment
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5. Strategy 1: Empowering Users at Your Clients’ Sites
• Case: Medical services client
– X-ray technicians downloading hundreds of GB of
customer data onto laptops to access offline in the
field
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6. Strategy 1: Empowering Users at Your Clients’ Sites
• Strategy
– Introduced Anchor
– Technicians no longer spending unnecessary time in
the office
• Continuous access and syncing of customer files via 4G
Hotspots or Wi-Fi
– For client, resulted in reduced errors, service calls
and risk
• Key takeaway
– Introduce technology that improves a business
process and is welcomed by or familiar to end-users
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7. Strategy 2: Performing Client Health Checks
• Considerations:
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Frequency
Client audience: business principal vs. users
Focus on business health first
Remember budgeting cycle
• Case: Non-profit client
– ~25 employees
– End-users are using slow, outdated computers to
complete work
– People were unhappy
– Budget was small and unpredictable
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8. Strategy 2: Performing Client Health Checks
• Strategy:
– Pick your battles on budget front
– Allocated an additional $1,000 per quarter to
replace outdated computers
• Key takeaways
– Business owners and end-users have unique
problems that often go unreported
– User pain can lead to new budgets
– Become the virtual CIO and be a trusted advisor
• Approach your clients as an engineer, NOT as a
salesperson
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9. Strategy 3: Using Free Trials
• Case: Restaurant client
– District managers of franchise restaurants are using a
remote desktop to access the file server
• Process is rudimentary and not flexible
• District managers are using Dropbox in their personal life and
introduced security risks
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10. Strategy 3: Using Free Trials
• Strategy: free trial
– Offered client an initial 30-day trial with 100 GB and
unlimited users
• Provided all aspects of deployment, maintenance and
support for free
– Cloud-enabled the file server
– Field managers loved it and quickly adopted Anchor
into their workflow
– Converted service into monthly recurring revenue
source
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11. Strategy 3: Using Free Trials
• Key takeaways
– Free trials are the most sure way of demonstrating
benefits and overcoming decision makers that are
resistant to change
– Always offer a generous trial package and your time
– Successful trials and high utilization makes
negotiating easier because the organization has
already bought in
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12. Strategy 4: Pricing for Profit
• Case: Financial services client
– File server had already been cloud-enabled using
Anchor, but other features were under-utilized
• Client had already purchased and paid for 250 GB of storage
– Other file sync features not in use
– Lost upsell opportunity
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13. Strategy 4: Pricing for Profit
• Strategy:
– Drive user adoption of personal productivity features
– Get the solution to go viral
– Upsold business owner to 500GB package
• Key takeaways
– Price and package for future growth
– Constantly train your clients on new features
and functions
– User adoption and satisfaction is the lynchpin
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14. Strategy 5:Targeting Verticals
• Anchor positioned three ways for three
different verticals
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Backup for medical services client
Mobile file access for restaurant client
File server extension for financial services client
What verticals do you serve? Legal, accounting, etc.
14 © 2014 eFolder, Inc. All Right Reserved.

15. Strategy 5: Targeting Verticals
• Key takeaways
– Analyze the unique processes and technologies that
your clients have by vertical
– Develop vertical solution expertise to target
new clients
– Remember your audience: owners vs. users
– Craft marketing strategies to communicate vertical
expertise and to find new leads
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16. Final Note
• Ask yourself
– How developed is my mobility practice?
– How are my clients’ mobility needs evolving?
– What consumer trends and technologies are
challenging my clients?
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17. Anchor Sync and Share
©
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18. Anytime, Anywhere Access
Work anywhere…
With any content…
Across any device…
With anyone…
…without compromising security and control.
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19. eFolder and Anchor Offers
• 21 day free trial:
– http://anchorworks.com/contact/
• Schedule a live demo:
– http://anchorworks.com/contact/
• Call to learn more:
– +1 415-541-9002
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20. Q&A
http://www.anchorworks.com
+1 415-541-9002