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Telemarketing converts IronPort’s SMB leads to sales

Telemarketing converts IronPort’s SMB leads to sales

ARN Email security vendor, IronPort, is putting its focus back on the SMB market with a new automated security appliance and channel support from its lead generating sales team. The IronPort C10/C100 is aimed at getting end-user email security up and running straight from the box. IronPort ANZ managing director, Michael Bosch said the product would suit resellers with an existing security products portfolio. "This is a good addition for any channel focused on SMB security and email market because it fits alongside firewalls, email and server security," he said. The release will be supported by IronPort's internal telemarketing sales team that provides sales leads for channel partners. Since establishing the telemarketing sales team last year, Bosch claimed it was generating two sales leads per day. Of these, 90 per cent were SMB customers. "We're continually generating more demand in the low-end space and driving it all through the channel," he said. "We are also increasing discounts based on partner commitment to our products." Bosch said discounts would start at 20 per cent if partners met required sales goals in the quarter. Once a solid lead has been sourced, appropriate channel partners are invited to pursue sales. IronPort also receives specific requests from the channel to find leads for partners. On average, Bosch estimated between 25-35 per cent of lead meetings turned into sales over the first year.


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