Using LiveArchive to differentiate yourself in the marketplace

Picture this- You get to a prospective client’s site, you go in, you’re prepared, confident you will win the sale, but you come out and no sale. You ask yourself, what went wrong? Was it my presentation? Was it me? Was it them? Was it the pricing? Some business owners may not be willing to tell you why they went with another solution, but knowing why is irrelevant. What you really need to know is how to correctly position the product or service. Once you learn how to do this your chances of losing out in the future will decrease dramatically. To ensure that you have the competitive advantage you will need to stand out from the rest, show your customers you’re unique. Once you help your clients understand that you’re offering something no one else can offer you will make the sale! So how do you convey that to your customers?

Perhaps the most important feature and biggest competitive advantage of ExchangeDefender is LiveArchive. LiveArchive is the business continuity piece of ExchangeDefender. What happens when the client’s server goes down? They are unable to send or receive email. We live in the technological age and majority of business is conducted through email, so no email means loss of business; no one likes to lose money. With ExchangeDefender’s LiveArchive your clients will never have to worry or experience this again. With other solutions your clients would not be able to access their email during an outage, but with ExchangeDefender you are providing your clients access to their emails through LiveArchive, this advantage will set you apart from everyone else.

Another advantage of LiveArchive is that it’s instantaneous. Your clients will be able to resume service automatically and everything will run as it normally would. It’s simple, you just open a web browser to https://livearchive.exchangedefender.com or (https://la.livearchive.exchangedefender.com) and continue where you left off so there is nothing to tweak/install/configure.

Finally, ExchangeDefender’s LiveArchive lets you stand out because unlike our competitors we sync mail, contacts and calendars. We do so for a year so you don’t have to worry about missing critical pieces of information to do your job. This is truly a Business Enterprise solution like no other and that is what will differentiate you from your competition.

Comparatively speaking, nobody else has this service so it’s easy to explain why LiveArchive as a hosted solution makes a giant difference. Another piece of the comparative puzzle is when customers find something they believe is similar, but know this is not an apples to apples comparison. If your client does happen to find a “comparable” solution, make it known to them that other solutions partner with a third party- so what does that mean for them? It means that your client is placing trust in a company that doesn’t trust their company and/or technology so they put it in the hands of a third party. Typically what happens in that case is the solution is purchased and IT Providers and clients come to find out the solution doesn’t work as it should and it happens just when the client is depending on it most. If you or your clients were in a situation like this the last thing you would want to find out is that they’re unable to access their email because their provider’s provider is down.

In addition, LiveArchive is built in with the ExchangeDefender package so unlike your competition we do not charge for basic or extended storage. Lastly, convey to your clients that your solution stands out by offering mail sync. Competing companies do not sync mail back to your server once the service comes back up so you effectively lose mail. Even worse, some don’t give you live access to email while you’re down, they just offer “mail bagging” or “mail queuing” which keeps the mail from being lost but while you’re down – you do not have the ability to send or receive mail.

LiveArchive is just one of the many features that give you the advantage over your competition. For additional tips and selling points, check out these great blogs!

If you have any additional questions, please feel free to contact me directly at: anastasia@ownwebnow.com or 877-546-0316 x 739.

Building a Sales Case for Encryption

If you’re running an I.T. business trying to understand HIPAA compliance as far as email security is concerned, you’re not alone. I.T. shops are scrambling to find solutions for their clients that are “HIPAA Compliant.” But what exactly does that mean? For the most part, HIPAA compliance states that you need a set of policies and procedures in place on appropriate use and safeguarding protected health information or PHI, processes to validate those policies and procedures are followed, and supporting technology to facilitate secure and protected communications. In my opinion, it does a very poor job at defining with any reasonable detail as to “how” to protect PHI in email form. The Privacy Rule requires a covered entity participating in the exchange of electronic protected health information (ePHI) to have in place appropriate administrative, technical, and physical safeguards to protect the privacy of PHI, including practical safeguards to protect against any intentional or unintentional use or disclosure in violation of the Privacy Rule.

Furthermore, the standard for transmission security (which can be read here: http://www.hhs.gov/ocr/privacy/hipaa/administrative/securityrule/techsafeguards.pdf) has been updated to enforce the use of encryption. It states that covered entities police themselves in regards to the use of public networks, possess a solution to protect ePHI as it is transmitted, and document that solution. The Security Rule goes on to state that it is perfectly acceptable to transmit ePHI to be sent over a public network as long as it is “adequately protected.”

If you’re not confused yet, I salute you. What I have gathered is that HIPAA = security + training + polices + procedures–all of which “should be” monitored and audited for compliance. It is the equivalent of saying, “You shouldn’t speed because you might get a ticket.” In this case, you should provide some reasonable level of security, train your staff and end-users on said security, create policies and procedures to comply with HIPAA guidelines. Otherwise, that “speeding ticket” can have a minimum fine of simply a warning to a maximum penalty of $1.5 million dollars with the possibility of up to 10 years in prison–depending on the severity of the breach (see: http://www.mcguirewoods.com/Client-Resources/Alerts/2013/2/HIPAA-Omnibus-Final-Rule-Implements-Tiered-Penalty-Structure-HIPAA-Violations.aspx).

It’s my opinion that the goal here is to protect the transmission and storage of sensitive patient data while trying not to impose a decisive method on how that data should be protected. While I am not claiming to speak for any government official; in a way, I believe the government body is saying, “Listen, be smart. Do everything in your power and ability to protect data in transit and the storage or that data. And if we deem there to be a compliance issue, we will weigh that violation and determine a suitable penalty.” While there’s a veil of ambiguity that shrouds the strategy or implementation of ePHI compliance, you have to admire any body of government that takes an approach of flexibility–allowing the entities to take a best practices approach to the technology that is available. In fact, as previously mentioned above, technology (or the security of that technology) is only a piece of the HIPAA compliance equation. However, since is mainly a technology blog, let’s talk about how ExchangeDefender’s Corporate Encryption can help you become HIPAA compliant with your clients.

ExchangeDefender Corporate Encryption highlights four major are of concern with thinking about email security:

• Pattern Matching – Pattern-based encryption that can detect credit card numbers, social security numbers, dates of birth and other account-specific data.

• Lexicon Keyword Matching – Lexicon dictionaries can contain words and word patterns that can trigger encryption mechanisms and protect from data leakage.

• Corporate Encryption Mechanisms – Corporate encryption mechanisms can automatically encrypt messages or forward the contents to the administrator for the corporate review.

• Comprehensive Reporting – Comprehensive reporting of all email activity as well as a Compliance Officer (CO) reporting with search capabilities provide proof of regulatory compliance and simplify reporting.

ExchangeDefender Corporate Encryption provides an easy and seamless way for organizations of all sizes to implement content protection and comprehensive control over information being sent through email. Powered by ExchangeDefender, Corporate Encryption complies with the SOX, HIPAA, SEC and local government requirements for information encryption while providing powerful audit and policy wizards to meet organizations unique goals. We provide all these features without you having to invest in expensive equipment and colocations fees. If you have additional question about our Corporate Encryption service or any of our ExchangeDefender solutions, give us a call at 877-546-0316. We will be more than happy to assist you in building a solid business solution portfolio.