http://ITSalesSecrets.com SUMMARY SLIDES: In this case study about Xanadu Technology, we show you how selling managed services can be a success using a resonating focus approach. Copyright (C) SP Home Run Inc.

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Selling Managed
Services –
A Case Study on
Xanadu Technology
Courtesy of the
Small Business Computer Consulting Blog
http://blog.sphomerun.com
Source: iStockphoto

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Xanadu
Technology is
a Managed
Services Provider,
Based in the UK,

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That Had a Stand
and a Series of
Seminars at
Business 2012
in London

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How Xanadu
Technology
Presented Its
Value Proposition

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Xanadu
Technology’s
Marketing Collateral
and Presentation
Delivery

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Came Very Close
to a Resonating
Focus Approach

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Demonstrated its
In-depth Knowledge
of their Audience’s
Needs

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Empathized with
Issues Commonly
Faced in Today’s
Economic
Environment

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Displayed the
Features and
Benefits of Using
its Products and
Services

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What I Enjoyed
Most About
Xanadu
Technology’s
Presentation

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Here’s What I
Found Most
Valuable:

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• Their Connection
with the Audience

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• Their Presenters
Educated and
Informed

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• The Passion of
the Presenters

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• The Lack of
Jargon

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What I Think
Xanadu
Technology Could
Improve Upon

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• There was
Overplaying of
the Fear of Loss

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of Data/Security
Breaches in this
Presentation

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• The Term
“Business
Enablers” was
Overused in this
Presentation

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It Displayed a
Classic Resonating
Focus Approach
Which is the Best
in Class

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As Far as
Relationship
Marketing is
Concerned

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What have You
Found Works Best
When Selling
Managed
Services?

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Share Your
Experiences
With Us in the
Comments
Section

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Recommended Reading:
Seven IT Sales Secrets
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