(Wireless technology) Events — When to Conduct Yours
No commentsBy Ramon Vela
As part of our business we manage events for our clients. We do everything for them from event planning to event recruitment. Given this experience, I’ve developed 3 simple guidelines for deciding “if” to put on an event.
I am going to suspend, for now, the discussion of whether an event is a good idea or not. I will say this: I personally believe that if done correctly an event is a fantastic vehicle for generating leads and beginning/developing/nurturing new and existing customer relationships. However, my idea of an event is likely different than what you may be thinking — but we’ll touch on that later.
Let’s assume you are considering putting on a typical event with a speaker or two at a hotel or other facility about some technology solution. If I was your event planning company, here are the questions I would ask you in order to determine if an event is a right choice for your money.
* Are your reps committed to inviting new and existing customers? I mean, literally, are they going to spend time on the phone actually inviting people?
* Is your vendor partner going to actively invite people — and I don’t just mean that they are going to give you some half-baked list. I mean, are they going to *actively* invite new and existing customers and accounts?
* Are you and your reps going to follow up with each prospect?
An event planning company can do a lot to ease the workload for you but I have found that an event is only as successful as the involvement of you and your vendor partner. If you are not prepared to roll up your sleeves and get to work, then your marketing funds are better spent somewhere else.
*Sometimes I lose a project this way but also earn their trust*.
Recently, a Sr. VP of Marketing and Corporate Communications also shared this with me:
” I would add this question: How long have you been in the geographic area and how well known is your brand? Typically a prospect will not take off part of his/her day unless they have heard of you (you have credibility) and/or your content and agenda is compelling enough for them to take a risk and sacrifice hours of productivity at work for your event. People are too busy to leave the office and your event better be worth it.”
Absolutely correct. This is the *WIIFM principle* — What’s In It For Me ? Why should they attend? If they don’t know you, why should they spend their precious time?
Plus, the way many seminars are put together they are more like product pitches than actual information and knowledge exchanges. So, again, if IT executives can review a product presentation on their own and over the web, why would they come to your event?
This is when working with a vendor comes in handy because you have to answer the question — “Are you a known entity and would they come to see you?”
Ramon provides more marketing information, especially created for the IT VAR industry but also applies to everyone who wants to improve their sales. Stay up-to-date at StreetSmartVAR.com and while you’re there, don’t forget to sign up for Ramon’s popular, no-cost online marketing course!
VMware Virtualized Hosting Vs. Dedicated Hosting
By Amy Nutt
With so many hosting options available, it can be rather confusing what to go with. This isn’t referring to the many hosting plans that are on the market. This is referring to whether you should use VMware hosting, dedicated hosting, or shared hosting. In this case, we’re talking about VMware virtualized hosting and dedicated hosting since you want your website to exist on its own server and not have to share with others. The point is, it is a large decision to make.
VMware Virtualized Hosting
VMware virtualized hosting is different from any other hosting that you may research. You’ll find that it exists on a virtual server that operates independent of any operating system instead of it existing on a physical server that operates an operating system such as Windows. Servers usually have to have an operating system to rely on, but VMware virtualized hosting does not. It is an effective IT solution for your business when you want to manage your server in-house and want to do so in an effective manner.
VMware virtualized hosting also allows you to get multiple servers running in a matter of minutes without having to purchase any new hardware. If you have your own servers in which you require hardware, you can actually combine your VMware virtualized hosting and your hardware servers to make it all more manageable. Basically, you’re creating several virtual machines that are operating in one centralized area. This can save you both manpower and a lot of time. If something happens to your server hardware, you can quickly create more virtual servers to back yourself up. You technically have your own data center at your disposal that can do anything you need it to do with your hosting.
Dedicated hosting
Dedicated hosting is hosting in which the business leases a server that is not used by anyone else. It is not like shared hosting where several customers share the same server. This is a server in which you, the customer, can have complete control over it or you can go for managed hosting that allows the hosting company to take care of your server for you. If you have any problems, you simply have your hosting company take care of it. If you choose to do things in-house, you consult with your own IT department. It is what you find to be more cost-effective for you that determines how your server is managed. If you can afford an IT staff, you can do that. However, if you find that paying for managed hosting is the better solution, you can go that route as well.
The main difference between VMware virtualized hosting and dedicated hosting is the fact that you have to have the actual hardware with dedicated hosting. You can choose your hardware, your operating system, and other elements, but it can be costly. VMware does not require hardware, is not reliable on an operating system, and is vey cost-effective. As stated before, you have the ability to manage multiple servers in one centralized location. You do manage it on your own, but it takes very little manpower to make sure everything is up and running and to operate multiple servers.
Which is better?
Of course it is up to you as to what route you want to take when choosing a server for your website. You may choose that you want the hardware and other options that comes with dedicated servers. Then again, you may choose that you want to take the low cost route of VMware virtualized hosting and having a small staff manage it. Each has their own set of benefits, but only one is the solution for you.
Having a managed hosting services is crucial for any web application development demanding high-availability and performance. We are CICA 5970 and SAS 70 Certified, which is the highest available standards for measuring and improving data center operations and management.
Marketing Strategies: What’s In It For Me?
By Ramon Vela
When I started working in the technology industry in the late 80’s to early 90’s, I had a great sales manager who used to say, “are your clients listening to radio WIIFM?”
At first I didn’t quite fully understand what this meant. In fact, it took a few years for me to completely wrap my head around it. I paid attention to the concept most of the time but, as we all do, I tended to let my ego get in the way and started showing people how much I knew about a product, about how much research I had done, instead of telling them about what my product could do for them.
That was 15 years ago and we could get away with it every once in a while back then. Now, however, the importance of keeping this principle in mind in sales and marketing activities is crucial. The market is so competitive and purchasing dollars are so closely guarded that we all have to remember what’s most important to the client: WIIFM, What’s In It For Me?
Here’s the concept in a nutshell. Your clients don’t care how good you say you are and they really don’t care what the horsepower is under the hood of the new program or piece of hardware. They only care about What’s In It For Me (WIIFM). In other words, how are you going to help them solve their problems, challenges, issues, etc? What can you do to make their company or home run smoother, easier, cheaper?
For example, does your web site talk about all the awards and certifications you get? Does your client really care? Probably not. What they DO care about is how you can help them implement a solution that can solve their problems and that you do it the way you say you can.
Position your website from the customers WIIFM standpoint. Whenever you plan to do anything in your business, think about WIIFM. Your clients or customers will be thinking about it. This way you can give them what they need to help make a decision without them having to either be a mind reader or taking the initiative to contact you to find out more information.
Create sales presentations the same way. What’s in it for your customers? Tell them before they have to ask you. It will come through clearer to them and make more sales for you and That’s What’s In It For YOU! See? Easy!
Ramon provides more marketing information, especially created for the IT VAR industry but also applies to everyone who wants to improve their sales. Stay up-to-date at StreetSmartVAR.com and while you’re there, don’t forget to sign up for Ramon’s popular, no-cost online marketing course!
Friday, August 22nd, 2008 at 3:20 pm and is filed under technology. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.
