Back By Popular Demand: Three More Common Questions About ExchangeDefender Hosted Exchange, And How To Handle Them
Last week we presented the four most common questions or objections about ExchangeDefender Hosted Exchange 2010 + SharePoint 2010, and some advice for how to turn those objections into more reasons for the client to say yes. As I said then, we want all of our partners to be successful.
Over the years we’ve worked with many thousands of partners, some who have sold a lot of our products and at least as many who haven’t sold many…or any at all. The experience of many years and many partners illuminates important patterns, trends, and some critical lessons about how those who succeed at selling our Hosted Exchange services do so.
In other words, we’ve learned a couple of things from our partners about how to sell our own solutions, and we realize that sharing these lessons might help more partners find more success. So it makes sense to share them.
First, the same questions and objections seem to pop up time and again. Second, the way that you address them can mean the difference between closing the deal and losing it. The first installment about objections got a great response, so today we’ll address three more common questions that your prospects are going to come up with as they consider whether or not the solution is right for them. They’re more “How does it actually work?” questions than true objections, but you’ll get them all the time. And the way you answer is still very, very important.
So here they are:
1) Do they read all of my email?
No. The reality is that the staff in our data centers where the email is kept, while they are managing the hardware administering the services, does not have access to message content. The data is encrypted when it’s transmitted, it’s encrypted once it arrives in the data center, and as I already mentioned, data center staff never has access to it.
This question should tell you that your prospect or client is a little bit privacy-conscious, or perhaps very privacy-conscious. It’s a question that should lead you to inquire more deeply as to why they are concerned with privacy.
2) Are they backing my email up?
Not exactly, or in the traditional sense of “backup.” But Hosted Exchange 2010 + SharePoint 2010 comes with ExchangeDefender built in, including compliance archiving capabilities and Live Archive, which enables you to access a year’s worth of your messages at any time, if anything goes down, so clients always have access to their important messages.
3) Is my email going outside the US?
No. Further, it’s only managed by US citizens in the USA under standard SEC disclosures. To be more accurate, mail is limited to its geography. If the client is in Australia, their email stays in Australia. In the UK, it stays in the UK. All in accordance with the specific regulations in each unique location.
As with the question about whether anyone else is reading their email, it’s important to step back and find out why this matters to them. Often the answer is a really important business consideration you’ll be very glad to know about.
There are a few more security-oriented questions we get quite frequently, which we’ll be addressing in another blog written by the technical team. Stay tuned for that, coming up – the guys will be bringing some great talking points to explain to clients how cloud security works to keep email even more stable and secure than clients could on their own servers.
Do you find this information useful?
If you’d like a lot more in-depth discussion about the cloud and how it affects you and your clients, visit Looks Cloudy http://www.lookscloudy.com where I blog daily about the adoption of the cloud in SMB, conduct live webcasts and podcasts with industry leaders and more.
Sincerely,
Kate Hunt
VP Community Development, ExchangeDefender
kate@ownwebnow.com
(877) 546-0316 x777