Guest Column | September 10, 2014

How To Sell Against Consumer-Grade Technologies

By Rob Merklinger, VP of Sales, Intronis

Rob Merklinger, VP of Sales, Intronis

There’s no such thing as a free lunch, and the same goes for technology. You get what you pay for.

It’s a fact — consumer-grade collaboration technology is built for the consumer. It’s not made for business, so why do so many small and mid-size businesses use it?  Usually because it’s free (or costs next to nothing), offers a user-friendly interface and is easily accessible. Three simple features that bring big smiles to SMB owners — that is until they realize the technology is free for a reason.

As a trusted advisor to SMBs, channel partners are responsible for making the business case against consumer-grade technologies. It happens daily in the cloud storage market. Our channel partners are constantly coming up against consumer brands and winning because they know the ins and outs of the technology limitations.

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