We Preserve, Protect and Present the World’s Information.

Sonian's Email & Data Archiving Blog

RSS Feed RSS Feed
  • Insider tips from a sales superstar

    October 21, 2014

    Insider tips from a sales superstar

    The sales team has kicked off an 18-week competitive program named the Sonian Masters. Each week, sales is given a pair of goals to achieve and the rep who gets the highest score wins. The goals range from the number of opportunities created and the most appointments set to the most deals closed and the greatest amount of potential revenue added to the pipeline.

    At the close of Week 3, Account Executive Dan Goldstein won the trophy for the second time.

    Although reluctant to reveal his secret selling magic with the competition still underway, Dan answered a few questions about his success.

    What can you attribute to your recent success?
    “I work closely with my partners to build realistic forecasts that allow me to add real opportunities to the pipeline and close deals!”

    What’s the secret to creating and nurturing great partner relationships?
    “Yes! Regular communication and structured calls with a partner’s sales, marketing and other teams allow us to plan strategic campaigns and execute them quickly. I also provide their sales reps with tips on how to use the benefits of email archiving to upsell existing customers and engage prospects.”

    What happens when a deal is lost that you thought was a slam-dunk?
    “The Partner usually calls me and we walk through the deal and evaluate what went wrong. We can usually identify something to change moving forward, learn from our mistakes and take steps to win future deals.

    What do you do after you close a deal that was hard to get?
    “I do the same thing after every deal: I go back and review it step-by-step. I try to figure out what I could have done better and how to make a similar deal go more smoothly next time.”

    What’s a bit of advice you’d give someone who’s starting a career in sales?
    “Never give up. If you lose a deal or someone hangs up on you, move on. Don’t let a failed attempt ruin your day, week or career. When one door closes, 10 more open! Opportunity is everywhere. You just have to go for it!”


    Insider tips from a sales superstar
    Steve Martin is the vice president of marketing at Sonian. Have questions? Want more info? Need help? Call 800-275-8794 or email sales@sonian.net.

     


    About Sonian
    An early innovator in cloud-based archiving, Sonian preserves, protects and presents the world’s information. More than 15,000 customers in 40 countries trust Sonian’s secure proprietary SaaS platform and cloud search engine to retain and retrieve valuable data and protect intellectual property. Sonian manages more than 20 billion objects in the cloud; every day, 17 million new documents are uploaded to Sonian’s email archive, which is integrated with the world’s 5 largest public clouds.

    Have questions? Want more info? Need help?
    Let’s talk!


    MSP Trends Survey Results

    MSP Trends Survey Results

    Evaluate your current situation, protect valuable information and eliminate risk.

    Get your FREE eBook!

    TwitterLinkedInFacebookGoogle+Share

  • Build your pipeline with effective phone scripts and emails

    October 16, 2014

    Build your pipeline with effective phone scripts and emails

    Get to the point!

    With phone calls and emails, you only have a few seconds to grab your prospect’s attention. Don’t waste that precious time fumbling around with a lot of unnecessary words. Make a short and focused pitch, whether you’re selling email archiving or anything else.

    Before you pick up the phone or send an email, have a short script to keep you on-point and help quickly deliver your message. Give the prospect the reason you’re calling or emailing. If it’s a cold call, mention that you’ve done research on the company and tell them why your product or service seems to be a great fit for their organization. If it’s an existing prospect, call to discuss next steps.

    Never call or email to just “check in, “follow up” or “touch base.” Your prospect will think you’re wasting their time and that you lack any real value.

    Set a goal for each call and ask your prospect to take action. During your phone call or in your email, ask for a desired next step. For example, if you’re looking to set a 30-minute call with a decision maker, ask “What’s the best way to get 30 minutes on your calendar next week?” Using direct, open-ended questions increases your likelihood of getting results.

    By grabbing your prospect’s attention and pushing for next steps, you’re sure to have more valuable conversations and increase your pipeline.


     

    Osten-blogMatt Osten is a Business Development Representative on the Sales team at Sonian. Have questions? Want more info? Need help? Call Matt at 781-352-3052 or email him at mosten@sonian.net.

     


    About Sonian
    An early innovator in cloud-based archiving, Sonian preserves, protects and presents the world’s information. More than 15,000 customers in 40 countries trust Sonian’s secure proprietary SaaS platform and cloud search engine to retain and retrieve valuable data and protect intellectual property. Sonian manages more than 20 billion objects in the cloud; every day, 17 million new documents are uploaded to Sonian’s email archive, which is integrated with the world’s 5 largest public clouds.

    Have questions? Want more info? Need help?
    Let’s talk!


    MSP Trends Survey Results

    MSP Trends Survey Results

    Evaluate your current situation, protect valuable information and eliminate risk.

    Get your FREE eBook!


  • Archiving Emails, Instant Messages and Attachments

    October 14, 2014

    Archiving Emails, Instant Messages and Attachments

    Do you think your company’s intellectual property and other valuable information only live in your email? Think again!

    If you’re not preserving critical information in all your electronic communications, you’re putting your organization at risk.

    Instant messages also contain conversations worth preserving.

    For legal purposes, instant messages are subject to the same retention and production requirement as email and other communications.

    Here’s some good news: You can secure and search your Microsoft Lync instant messages in Sonian’s cloud archive, along with the rest of your valuable business information.

    Don’t let parts of the conversation slip through the cracks. Archive all your email, attachments and IMs.

    See for yourself how businesses are leveraging the benefits of a cloud archive to protect intellectual property and cut data storage costs.

    Don’t miss out! Take a look the infographic right now!


    About Sonian
    An early innovator in cloud-based archiving, Sonian preserves, protects and presents the world’s information. More than 15,000 customers in 40 countries trust Sonian’s secure proprietary SaaS platform and cloud search engine to retain and retrieve valuable data and protect intellectual property. Sonian manages more than 20 billion objects in the cloud; every day, 17 million new documents are uploaded to Sonian’s email archive, which is integrated with the world’s 5 largest public clouds.

    Have questions? Want more info? Need help?
    Let’s talk!


    Secure, Reliable and Compliant

    Secure, reliable and compliant

    From the experts at Osterman Research: Don’t miss the economic benefits of cloud-based email archiving for MSPs.

    Get your FREE white paper!


  • Deliver demonstrations that convert

    October 10, 2014

    Whether you’re selling business software or Sham-wow towels, eventually your prospect is going to want to see a demonstration. Creating compelling demonstrations is critical to closing the deal, but many of these demos are so scripted and procedural they seem rote and can be excruciating for the audience to endure.

    demonstration

    Engage the audience with use cases!

    The key to breaking this cycle is for the presenter to take time before each demonstration to consider the audience. Obvious, right? Then why do so many of these presentations seem like a litany of feature/functions, with presenters following a script that “talks at the audience”?

    Don’t go through the motions; Create emotion!
    To connect with your audience and connect them to your product, show the product from a use case perspective. Start the demonstration of each feature by telling a story. Paint a picture. Say to the prospect “Imagine you’re trying to recover all the messages between two parties…” or “Let’s say you’re launching a new product in an emerging market…” or “Have you ever had critical employees leave your company?” Set the stage for an event that you think will resonate with the prospect based on their persona, their vertical industry or market category. Look at life from their perspective, not just how they might use your product, but how they might go through their day.

    Create scenarios that make the value clear for this individual. Avoid describing features that don’t support this scenario, it will muddy the waters. Put yourself in the position of the prospect and then present each feature within the context of that’s prospect’s needs and pains.

    Finally, no matter how well you know your product, shake up the demo a little each time. Start in a different place, give different examples, wherever possible get away from the “canned demo.” Making it new for you will make it new for the audience as well, but reciting the same thing you’ve said over and over will come across as a lifeless presentation, and demos that close are demos that resonate. Get outside yourself and get inside the mind of the audience; create a scenario that matters and you’ll see greater returns from your demonstrations.


    Jason PaulJason Paul, senior sales engineer at Sonian, delivers dozens of demos each week and tries to make each and every one fun and fact filled. Have questions? Want more info? Need help? Call Jason at 781-471-5034 or email him at jason.paul@sonian.net.

     


    About Sonian

    An early innovator in cloud-based archiving, Sonian preserves, protects and presents the world’s information. More than 17,000 customers in 40 countries trust Sonian’s secure proprietary SaaS platform and cloud search engine to retain and retrieve valuable data and protect intellectual property. Sonian manages more than 20 billion objects in the cloud; every day, 17 million new documents are uploaded to Sonian’s email archive, which is integrated with the world’s 5 largest public clouds.

    Have questions? Want more info? Need help?
    Let’s talk!


    MSP Trends Survey Results

    MSP Trends Survey Results

     

    Evaluate your current situation, protect valuable information and eliminate risk.

     

    Get your FREE eBook right now!


  • Secure and search your instant messages in the cloud

    October 6, 2014

    Lync Archiving for Microsoft Lync instant messages

    Are instant messages a liability for your business? Are you sure?

    If you’re not preserving and protecting the valuable information in your instant messages, you’re putting your organization at risk.

    Instant messages contain intellectual property that should be preserved as part of your overall data management strategy. Plus, for legal purposes, instant messages are subject to the same retention and production requirement as email and other electronic communications.

    That’s the reason you have to check out Lync Archiving for Microsoft Lync instant messages!

    With Lync Archiving, you leverage the cloud to secure and search your instant messages:

    • Capture all Microsoft Lync instant messages in a unified cloud archive
    • Effectively meet IM retention mandates
    • Quickly and completely respond to discovery requests and compliance audits
    • Search and retrieve instant messages and emails in one interface
    • Take advantage of unlimited storage and retention at a fixed, predictable cost

    Don’t miss out! See all the business benefits of Lync Archiving for yourself right now!


    About Sonian
    An early innovator in cloud-based archiving, Sonian preserves, protects and presents the world’s information. More than 15,000 customers in 40 countries trust Sonian’s secure proprietary SaaS platform and cloud search engine to retain and retrieve valuable data and protect intellectual property. Sonian manages more than 20 billion objects in the cloud; every day, 17 million new documents are uploaded to Sonian’s email archive, which is integrated with the world’s 5 largest public clouds.

    Have questions? Want more info? Need help?
    Let’s talk!


    [Infographic] Archiving Emails, Instant Messages and Attachments

    [Infographic] Archiving Emails, Instant Messages and Attachments

    Protect intellectual property and cut data storage costs by leveraging the cloud.

    Don’t miss this infographic!


  • Show your prospects “why you, why now”

    October 1, 2014

    Show your prospects “why you, why now”

    MSPs, here’s a helpful tip to grab your prospect’s attention and get them talking!

    When you’re trying to reach a prospect, do you have a hard to getting them to engage with you over the phone? How about getting them to respond to an email?

    When I’m on the phone or sending an email, I use the “Why you, why now” approach. This is how it works…

    First, here’s the “why you” part. Before each call, find a specific reason the prospect is a good fit for email archiving. For example, mention research you’ve done on the company and talk about other companies with a common challenge you’ve helped solve.

    Next comes the “why now” part. Creating a sense of urgency is very important. Find a recent article about how a company is under scrutiny after email went missing. Ask your prospect what would happen if something similar happened at his company. By using a relevant attention grabber, you’ll engage the prospect in a valuable business conversation and be seen as a subject matter expert.

    Once you’ve captured the prospect’s attention, set up the next steps and move closer toward closing the deal.


    Morgan Hiller

    Morgan Hiller is an Business Development Representative on the Sales team at Sonian. Have questions? Want more info? Need help? Call Morgan at 857-255-3240 or email him at mhiller@sonian.net.


     

    About Sonian
    An early innovator in cloud-based archiving, Sonian preserves, protects and presents the world’s information. More than 17,000 customers in 40 countries trust Sonian’s secure proprietary SaaS platform and cloud search engine to retain and retrieve valuable data and protect intellectual property. Sonian manages more than 20 billion objects in the cloud; every day, 17 million new documents are uploaded to Sonian’s email archive, which is integrated with the world’s 5 largest public clouds.

    Have questions? Want more info? Need help?
    Let’s talk!


    Opportunities Abound

    Opportunities Abound

    See how MSPs are boosting margins and profits by adding email archiving to existing product offerings.

    Download your copy now!

     


  • [White Paper] Email Archiving and the Cloud: Perfect Together for Data Preservation, Storage and Retention

    September 29, 2014

    [White Paper] Email Archiving and the Cloud: Perfect Together for Data Preservation, Storage and Retention

    IT professionals, beware!

    If you’re not properly storing and retaining the intellectual property and other valuable information in your email, you’re putting your career, your company and your future at risk.

    That’s why you have to see this white paper! Email Archiving and the Cloud: Perfect Together for Data Preservation, Storage and Retention is packed with valuable secrets.

    After all, as an IT pro, you’re one of the people responsible for protecting your business with a solid data governance strategy. That has never been more challenging, based on the sheer volume of critical data being created and the accompanying explosion of mandates regulating it.

    Do you know which archiving model businesses are running away from at lightning speed? (Hint: it’s the one early adopters used to love – before it became too costly and complex!) This is just one of the surprising tips you’ll get in Email Archiving and the Cloud: Perfect Together for Data Preservation, Storage and Retention – FREE!

    More than ever, you need to know about all the latest data preservation, storage and retention best practices that help mitigate institutional risk, improve operational efficiency and cut costs.

    Don’t miss out! Email Archiving and the Cloud: Perfect Together for Data Preservation, Storage and Retention is loaded with strategies and techniques to protect your data, your job and your company.

    Get your FREE white paper right now!


    About Sonian
    An early innovator in cloud-based archiving, Sonian preserves, protects and presents the world’s information. More than 15,000 customers in 40 countries trust Sonian’s secure proprietary SaaS platform and cloud search engine to retain and retrieve valuable data and protect intellectual property. Sonian manages more than 20 billion objects in the cloud; every day, 17 million new documents are uploaded to Sonian’s email archive, which is integrated with the world’s 5 largest public clouds.

    Have questions? Want more info? Need help?
    Let’s talk!


    [Infographic] Small Business Archiving Needs

    dataprevvid

    Don’t miss what businesses have to say about leveraging the critical information in emails and file attachments.

    Check out the infographic!


  • Even non-regulated businesses need email archiving

    September 24, 2014

    Business in the cloud

    Do prospects tell you they don’t need email archiving because their businesses aren’t regulated? When that happens, I explain that data preservation is a best practice for all businesses.

    Cloud-based email archiving protects your company’s valuable intellectual property. At a time when the majority of business is conducted by electronic communications, securing and retaining those important conversations that contain intellectual property and other valuable information protects your business.

    Cloud archiving also provides fast and accurate search, so you can illuminate dark data and make it actionable. When you have access to meaningful data, you make better informed decisions.

    Lastly, you can eliminate risk and protect your company from potential fines associated with failing to produce relevant information in a timely manner. In case of a legal dispute, with email archiving, you can quickly respond with all relevant information, including conversations, contracts or other files.

    Email archiving protects intellectual property, makes data actionable and reduces risk. Protect your customers, their data and their businesses with email archiving.


    John Hines

    John Hines is an Account Executive on the Sales team at Sonian. Have questions? Want more info? Need help? Call John at 857-255-3233 or email him at john.hines@sonian.net.


    About Sonian

    An early innovator in cloud-based archiving, Sonian preserves, protects and presents the world’s information. More than 15,000 customers in 40 countries trust Sonian’s secure proprietary SaaS platform and cloud search engine to retain and retrieve valuable data and protect intellectual property. Sonian manages more than 20 billion objects in the cloud; every day, 17 million new documents are uploaded to Sonian’s email archive, which is integrated with the world’s 5 largest public clouds.

    Have questions? Want more info? Need help?
    Let’s talk!


    [Infographic] Why Partner With Sonian for Email Archiving?

    [Infographic] Why Partner With Sonian for Email Archiving?

    Take advantage of cloud economics and make more money.

    See for yourself now!


  • [Infographic] Small Business Archiving Needs

    September 22, 2014

    [Infographic] Small Business Archiving Needs

    Take a look at these new survey results!

    Small business owners have spoken: It’s critical to leverage the intellectual property and other valuable information in email messages and file attachments. Stakeholders clearly understand the need for fast data discovery and want to be able to take action on the information they find.

    Businesses are adopting cloud archiving solutions to retain data more efficiently, comply with audits quickly and easily and cut storage costs.

    Check out everything small businesses are saying about archiving:

    • The most popular productivity platform
    • Motivations for archiving
    • Archive features and their value
    • The types of content IT pros prefer to archive
    • The most valuable insights gleaned from archived data
    • Giving end users access to search data
    • And much more!

    Don’t miss out.

    See the complete infographic and survey results right now!


    About Sonian
    An early innovator in cloud-based archiving, Sonian preserves, protects and presents the world’s information. More than 15,000 customers in 40 countries trust Sonian’s secure proprietary SaaS platform and cloud search engine to retain and retrieve valuable data and protect intellectual property. Sonian manages more than 20 billion objects in the cloud; every day, 17 million new documents are uploaded to Sonian’s email archive, which is integrated with the world’s 5 largest public clouds.

    Have questions? Want more info? Need help?
    Let’s talk!


    [White Paper] Backup vs. Archive

    [White Paper] Backup vs. Archive

    Know the similarities and the differences to maximize data management and preservation.

    Get your FREE copy right now!


  • Online Data Preservation Quiz for MSPs

    September 17, 2014

    Online Data Preservation QuizHow much do you know about data preservation best practices to protect customers?

    Where do you stand as an industry professional?

    Is your career flying high or about to take a nosedive?

    Find out! Sonian’s new Online Data Preservation Quiz makes it fast and easy.

    The quiz is packed with valuable information about data preservation best practices for MSPs and their SMB customers. It only takes a minute to answer the 10 short “yes” or “no” questions. You’ll instantly get your score, along with an assessment of your knowledge and a variety of related webinars, eBooks, videos and other resources you can put to good use.

    Even if you’re a seasoned expert, you may be surprised by the answers! I work with MSPs every day to help them protect their customers’ data and businesses – and this quiz served as a valuable refresher for me.

    Can you get a top score? Take the online quiz and see for yourself!

    You can share your results with friends and colleagues on social media – and challenge them to take the quiz, too.

    Don’t miss out! Take the Online Data Preservation Quiz right now.


    Dan Goldstein
    Dan Goldstein is an Account Executive on the Sales team at Sonian. Have questions? Want more info? Need help? Call Dan at 857-255-3218 or email him at dan.goldstein@sonian.net.


    About Sonian
    An early innovator in cloud-based archiving, Sonian preserves, protects and presents the world’s information. More than 15,000 customers in 40 countries trust Sonian’s secure proprietary SaaS platform and cloud search engine to retain and retrieve valuable data and protect intellectual property. Sonian manages more than 20 billion objects in the cloud; every day, 17 million new documents are uploaded to Sonian’s email archive, which is integrated with the world’s 5 largest public clouds.

    Have questions? Want more info? Need help?
    Let’s talk!


    Cloud Archiving: Facts vs. Myths

    Cloud Archiving: Facts vs. Myths

    Know the truth – and avoid the data preservation pitfalls.

    Get your FREE copy right now!


Sonian is trusted by industry leaders