Yesterday I had the pleasure of speaking with the sales representatives and account managers at CompuCom, many of whom have been selling Ipswitch solutions for a long time. It was a return visit to CompuCom’s Dallas headquarters for me, having attended a similar vendor fair about 6 months ago.
Many of our conversations centered on the types of problems that CompuCom customers are asking them help solve with technology solutions. Top of the list are topics such as: Group policy management, security, compliance, B2B exchanges and virtualization.
About a dozen or so of the representatives I talked with focus solely on renewal business. It was nice to see the enthusiasm on long-term customer relationship and growing existing customer accounts. One upsell in particular that was mentioned quite often for existing WS_FTP Server customers was adding the Ad Hoc Transfer module for person-to-person transfers using either Outlook or a browser.
Oh, and team Veeam – nice spending time with you guys. You may have won the bowling match over team Ipswitch, but I return home to Boston knowing that Sam Adams beat Shiner Bock (TX’s so-called national beer) in the head-to-head comparison taste test!
Hugh Garber is the Senior Product Marketing Manager at Ipswitch, responsible for leading the product marketing, segmentation, and messaging efforts for the company’s secure and managed file transfer solutions. He is also an avid Ipswitch blogger, conveying his views with humor and a sharp edge. With two decades of experience crafting messaging, launching products and enabling sales teams, Hugh brings a wide range of knowledge and creativity to the Ipswitch File Transfer team.
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