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Endsight operates a customer experience program that conforms to the Net Promoter methodology.  Each quarter, a subset of Endsight's clients receive a survey that among other questions, ask the client to rank the likelihood that they would refer Endsight.  Clients that respond with a score of 9 or 10 on a scale of 1 to 10 are "Promoters."

This video and slide deck outline the process used to identify, engage and activate those net promoters.

Podcast / Video

PowerPoint Presentation

This is an embedded Microsoft Office presentation, powered by Office Online.

Technology Business Planning and the 4 Cs is a key differentiator

 

Most companies in the outsourced IT space talk about strategy, but few have a repeatable process that they can demonstrate for the prospect.  The 4 Cs are at the core of our process for delivering IT strategy.

In this episode I talk about:

* The 4 Cs Consolidation, Continuity, Collaboration and Content

* The All Covered, Konica Minolta customer appreciation campaign running till the end of December

* A killer synergy win in Walnut Creek

Technology steering and strategy with the 4 Cs

The 4Cs methodology is the foundation on which we build strategies to help clients achieve their goals through better management of information and more effective collaboration.  It is the core of our Technology Business Plan process and can be a framework for client development, as well as a differentiator with prospects.

Link to PDF of 4 Cs

* Strategy on the All Covered Website

Email your ITSC if you'd like to review a sample Technology  Business Plan (TBP)

Brady Bower brings a big check to Walnut Creek!

 

Congratulations to Brady Bower on his synergy win with Beyond Emancipation.  Brady used the procurement promotion to begin the conversation about IT services.

A week later, the client signed on as a new ACC client.Beyond Emancipation (B:E) provides housing, crisis informed coaching and a myriad of workforce development and education supports to youth with experience in foster care or probation placements.

Acknowledgements - I didn't come up with any of this on my own.  I've learned from others.  Click here to meet my teachers.

Technology Business Planning and the 4 Cs is a key differentiator

 

Most companies in the outsourced IT space talk about strategy, but few have a repeatable process that they can demonstrate for the prospect.  The 4 Cs are at the core of our process for delivering IT strategy.

In this episode I talk about:

* The 4 Cs Consolidation, Continuity, Collaboration and Content

* The All Covered, Konica Minolta customer appreciation campaign running till the end of December

* A killer synergy win in Walnut Creek

Technology steering and strategy with the 4 Cs

The 4Cs methodology is the foundation on which we build strategies to help clients achieve their goals through better management of information and more effective collaboration.  It is the core of our Technology Business Plan process and can be a framework for client development, as well as a differentiator with prospects.

Link to PDF of 4 Cs

* Strategy on the All Covered Website

Email your ITSC if you'd like to review a sample Technology  Business Plan (TBP)

Brady Bower brings a big check to Walnut Creek!

 

Congratulations to Brady Bower on his synergy win with Beyond Emancipation.  Brady used the procurement promotion to begin the conversation about IT services.

A week later, the client signed on as a new ACC client.Beyond Emancipation (B:E) provides housing, crisis informed coaching and a myriad of workforce development and education supports to youth with experience in foster care or probation placements.

Acknowledgements - I didn't come up with any of this on my own.  I've learned from others.  Click here to meet my teachers.

We do a lot of stuff.  So much in fact, that it can be difficult to talk about.  That 's why for the last few episodes we've been talking about creating space in our conversations to deliver our core message:  We have a unique perspective around technology and we want to meet with you to share that perspective.

That in turn begs the question, "what is our unique perspective?"  The answer varies depending on the client's specific situation, but in this episode I wanted to talk about some of All Covered's core service deliver areas and share more questions that we can ask to get deeper with our clients and prospects.

 

In this episode I talk about:

* Help desk services

* Project services

* Cloud services

* Application services

Show Notes:

Help desk related questions:

* How is your IT supported?

* Are your computer systems and network reliable?

* Are they monitored 24/7?

* Do you have system downtime, viruses or slow performance?

* Do you find it challenging to staff appropriate engineering and technical resources for you internal help desk?

Project services related questions:

* Do you have a long-term plan for IT?

* Are you due for an upgrade of desktop hardware or Windows operating system?

* Are there other IT technologies such as server visualization or remote desktop that you need to assess?

* Are there IT projects that you are delaying?

Cloud services related questions:

* Are you worried about the security of your data?

* Are you protected from physical disasters?

* Do you have a plan in place to keep your data available when you need it?

* Are you looking to leverage cloud computing but would benefit from the experience of a full-service provider?

Applications services related questions:

* Are you looking for ways to share information with employees, vendors, partners and customers?

* Do you have older applications that you’d like to make available via the web?

* Do you have data in different systems that you’d like to be able to consolidate for reporting?

Acknowledgements - I didn't come up with any of this on my own.  I've learned from others.  Click here to meet my teachers.

We do a lot of stuff.  So much in fact, that it can be difficult to talk about.  That 's why for the last few episodes we've been talking about creating space in our conversations to deliver our core message:  We have a unique perspective around technology and we want to meet with you to share that perspective.

That in turn begs the question, "what is our unique perspective?"  The answer varies depending on the client's specific situation, but in this episode I wanted to talk about some of All Covered's core service deliver areas and share more questions that we can ask to get deeper with our clients and prospects.

 

In this episode I talk about:

* Help desk services

* Project services

* Cloud services

* Application services

Show Notes:

Help desk related questions:

* How is your IT supported?

* Are your computer systems and network reliable?

* Are they monitored 24/7?

* Do you have system downtime, viruses or slow performance?

* Do you find it challenging to staff appropriate engineering and technical resources for you internal help desk?

Project services related questions:

* Do you have a long-term plan for IT?

* Are you due for an upgrade of desktop hardware or Windows operating system?

* Are there other IT technologies such as server visualization or remote desktop that you need to assess?

* Are there IT projects that you are delaying?

Cloud services related questions:

* Are you worried about the security of your data?

* Are you protected from physical disasters?

* Do you have a plan in place to keep your data available when you need it?

* Are you looking to leverage cloud computing but would benefit from the experience of a full-service provider?

Applications services related questions:

* Are you looking for ways to share information with employees, vendors, partners and customers?

* Do you have older applications that you’d like to make available via the web?

* Do you have data in different systems that you’d like to be able to consolidate for reporting?

Acknowledgements - I didn't come up with any of this on my own.  I've learned from others.  Click here to meet my teachers.

Most of the time they're telling us they are fine.....

So I propose we just make "I'm fine" our starting point.  Let's not accept that as a legitimate reason not to meet and let's go to work.  Let's hone a process that allows us to flex with with the "I'm Fine" response, create a little room to deliver our core logic and ask for an appointment.

Don't forget our Customer Appreciation promotion: 10% of your best competitive quote for IT hardware and software from now till the end of December.

In this episode I talk about:

* We recap our discussion from part 1:

* The list is most important thing | bad list = bad results

* Your list can and should be gold

* We have an entirely different definition of what "Fine" means

* The Customer Appreciation promotion

* Key dates for the Customer Appreciation marketing campaign

* CRM and putting together the puzzle pieces

* The call framework

* Opening

* Result nuggets

* Redirects

* The Message

* Close

* Belief in our irrefutable logic

* How you can hear a smile

* Link to the message

* Episode 4 | Telemarketing for IT Services Part 1

* Result nugget examples

Acknowledgements - I didn't come up with any of this on my own.  I've learned from others.  Click here to meet my teachers.

Most of the time they're telling us they are fine.....

So I propose we just make "I'm fine" our starting point.  Let's not accept that as a legitimate reason not to meet and let's go to work.  Let's hone a process that allows us to flex with with the "I'm Fine" response, create a little room to deliver our core logic and ask for an appointment.

Don't forget our Customer Appreciation promotion: 10% of your best competitive quote for IT hardware and software from now till the end of December.

In this episode I talk about:

* We recap our discussion from part 1:

* The list is most important thing | bad list = bad results

* Your list can and should be gold

* We have an entirely different definition of what "Fine" means

* The Customer Appreciation promotion

* Key dates for the Customer Appreciation marketing campaign

* CRM and putting together the puzzle pieces

* The call framework

* Opening

* Result nuggets

* Redirects

* The Message

* Close

* Belief in our irrefutable logic

* How you can hear a smile

* Link to the message

* Episode 4 | Telemarketing for IT Services Part 1

* Result nugget examples

Acknowledgements - I didn't come up with any of this on my own.  I've learned from others.  Click here to meet my teachers.

Using the phone to generate new business is a process

I've been using this process for a decade to uncover new business opportunities for IT managed services and I'm 100% sure that this process works.  I believe in it and I'm excited to share it with you.  As hard as I know this process is, I know that if you embrace it, you will build the kind of business pipeline that will yield success for years to come.

We'll cover the process in a few episodes.

In this episode I talk about:

* A few success stories from around the Bay

* All Covered's mobility management webinar and ebook

* Believing in the process and how that's a key to success

* Building your prospect pipeline (Top 200 or Warm 250)

* Target prospect profile

* Who should we reach out to inside of these target companies

* How to avoid blunt force trauma

* What does "I'm fine" really mean

Show Notes:

* Recording of All Covered Mobility Management Webinar

* Mobility Management Ebook

Acknowledgements - I didn't come up with any of this on my own.  I've learned from others.  Click here to meet my teachers.

Using the phone to generate new business is a process

I've been using this process for a decade to uncover new business opportunities for IT managed services and I'm 100% sure that this process works.  I believe in it and I'm excited to share it with you.  As hard as I know this process is, I know that if you embrace it, you will build the kind of business pipeline that will yield success for years to come.

We'll cover the process in a few episodes.

In this episode I talk about:

* A few success stories from around the Bay

* All Covered's mobility management webinar and ebook

* Believing in the process and how that's a key to success

* Building your prospect pipeline (Top 200 or Warm 250)

* Target prospect profile

* Who should we reach out to inside of these target companies

* How to avoid blunt force trauma

* What does "I'm fine" really mean

Show Notes:

* Recording of All Covered Mobility Management Webinar

* Mobility Management Ebook

Acknowledgements - I didn't come up with any of this on my own.  I've learned from others.  Click here to meet my teachers.