Monthly  Newsletter
 
 
 
Pareto Report
 
 
How To Use The Pareto Report:

The Pareto report helps prioritize your time by focusing on the prospects and customers who are experiencing change.

Sales studies have found that both context and timing are the most important factors in generating sales appointments. Understanding the ramifications of each event will further increase your chances of closing the sale.

 
 
 
 
 
 
 
 
New Venture Capital:
New Venture Capital is a significant sales signal. Growth and investment in the future will undoubtedly go hand in hand with new technology. In addition to helping your prospect leverage this new venture capital effectively, it is also important to align yourself with the venture capital organization and help convert them into a referral partner.
  • Yottaa: was approved for venture capital on USD (Venture - Series A $11,000,000)
 
 
 
 
 
 
 
 
Recent Acquisitions:
Acquisitions typically coincide with vendor contract re-evaluations and consolidation.
  • Stantec: acquired Wood & Grieve Engineers on 10/9/2018
 
 
 
 
 
 
 
 
Vendor Outages:
All vendors experience an outage at some point. One of your best options here is to to help create a business continuity plan to prevent downtime in the future. If the outages are frequent enough, you may consider suggesting a new vendor.
 
 
 
 
 
 
 
 
New Software Applications:
New applications can become a great opportunity to sell UCaaS and or SD-WAN to help optimize application integrations and access to these applications.

New applications usually represent a company's attempt to solve a problem (like email IT security). Understanding the nature of the application, will help you have a productive conversation with your client to help them determine the best path for resolving their current challenge.
 
 
 
 
 
 
 
 
Discontinued Applications/Services:
When your clients stop using an application, it's important to ask a few questions:
  1. What purpose did this application fulfill?
  2. What could replace this application?
  3. Have they replaced this application recently?
Typically when applications are discontinued, new applications will replace them. This creates an opportunity to sell new applications, help integrate these applications into their UCaaS platform, and optimize their access to these applications via SD-WAN.

Applications providers make one of the best types of referral partners and member of a lead exchange.
  • Pyramid Consulting: Pyramid Consulting has removed spamh.com from their DNS records
  • Marta: Marta has removed Proofpoint from their DNS records
  • Resolution Economics: Resolution Economics has removed Barracuda from their DNS records
  • PureVPN: PureVPN has removed Rackspace Email from their DNS records
 
 
 
 
 
 
 
 
Upcoming Office Moves:
Before a tenant leaves a building, property managers list the space for rent ahead of time in order to back-fill the space when the current tenant leaves. Ensable analyzes these public listings and researches who the current tenants are in order to predict which tenant is moving. Please check with the commercial real-estate broker listed on the opportunity to verify if your prospect is leaving the building.
  • Primerica: The building where Primerica is located (412 N Cedar Bluff Rd, Knoxville, TN, 37923) is for rent. Typically these real-estate listings are created in preperation of a tenant leaving the building. Primerica is one of 5 tenants in the building, so it could be any of the 5 tenants, but because you are tracking Primerica, we wanted to make sure and bring this to your attention.
    Here is the Commercial Real-Estate Brokers info for this building: Michelle Gibbs
  • Jackson Hewitt Tax Service: The building where Jackson Hewitt Tax Service is located (303 Industrial Blvd, Dublin, GA, 31021) is for sale. If a private company purchases the building, there is a good chance that the current tenants will be displaced. You may want to check with Jackson Hewitt Tax Service to see what there plans are.
    Here is the Commercial Real-Estate Brokers info for this building: Joe Hooks
  • Wedbush Securities: The building where Hoffman Clinic is located (139 S Pebble Beach Blvd, Sun City Center, FL, 33573) has been listed for rent. There is a good chance this real-estate listing was created in anticipation of Hoffman Clinic leaving the building.
    Here is the Commercial Real-Estate Brokers info for this building: Sergio Elbaum
  • Life Care Center of America: The building where Life Care Center of America is located (940 Centre Cir, Altamonte Springs, FL, 32714) is for rent. Typically these real-estate listings are created in preperation of a tenant leaving the building. Life Care Center of America is one of 3 tenants in the building, so it could be any of the 3 tenants, but because you are tracking Life Care Center of America, we wanted to make sure and bring this to your attention.
    Here is the Commercial Real-Estate Brokers info for this building: Christi Davis
 
 
 
 
 
 
 
 
Fiber Construction Projects:
When fiber is laid, it also introduces your customers to new options and conversations. Be the first to share these options with your clients before someone else does.
  • Staples: COGENT COMMUNICATIONS is building fiber into 800 3rd Ave New York, NY 10022 where Staples is located
  • Potbelly Sandwich Works: COGENT COMMUNICATIONS is building fiber into 555 12th St NW Washington DC 20004 where Potbelly Sandwich Works is located
 
 
 
 
 
 
 
 
New Building Construction:
The following buildings are under construction, creating a unique opportunity for you.

Recommended Action Items:
  • Raise the value of the building by bringing fiber here (use direct reps if necessary)
  • Partner with the construction company (commercial construction companies make great referral partners)
  • Partner with the commercial real-estate agent
  • Find out if any tenants have committed to moving into the building yet
  • Use your lead exchange to find new tenants for the building
 
 
 
 
 
 
 
 
Companies With Private Data Centers:
Ensable analyzes the number of servers within a building based on their IP address. When we detect an unusually low number of servers, we assume this is a private data center outside of a traditional data center environment.

Based on current trends, it's very likely these companies will plan on migrating these servers to a more reliable data center environment.
  • Tribune Media: Based on our research, it appears that Tribune Media is using a private data center to host their email servers
  • Willis Towers Watson: Based on our research, it appears that Willis Towers Watson is using a private data center to host their email servers
  • PGI: Based on our research, it appears that PGI is using a private data center to host their email servers
  • Purchasing Power: Based on our research, it appears that Purchasing Power is using a private data center to host their email servers
 
 
 
 
 
 
 
 
Upcoming Data Center Contracts:
Based on our DNS historical research, we have identified companies who will be experiencing a web hosting contract anniversary which usually coincides with other data center services. Because data center solutions evolve rapidly as well as your customer's needs, this may be your best opportunity to discuss new cloud computing options with your client.

For more tips and ideas, please visit: https://www.youtube.com/watch?v=4k3cia8IRZA
  • The contract anniversary date for the data center hosting of Arizona Central Credit Union is coming up in seven months. (2017-05-26).
  • The contract anniversary date for the data center hosting of Bahama Bucks is coming up in seven months. (2017-05-26).
  • The contract anniversary date for the data center hosting of 3000 Insurance Group is coming up in seven months. (2017-05-26).
  • The contract anniversary date for the data center hosting of Alexander & Strunk Insurance is coming up in seven months. (2017-05-26).
  • The contract anniversary date for the data center hosting of 515 Bar & Grill is coming up in seven months. (2017-05-26)
  • The contract anniversary date for the data center hosting of American Family Insurance is coming up in three months. (2018-01-26).
 
 
 
 
 
 
 
 
New Data Center Provider
When your prospects switch data centers, this is usually a great opportunity to explore SD-WAN and discussions about why they switched providers.
  • Square Enix: moved their web servers from Square Enix Europe to Square Enix Co.
  • STG: moved their web servers from IPS B.V. to GoDaddy.com, LLC
  • Summit Technologies: moved their web servers from Media Temple to Amazon.com
  • Syniverse: moved their web servers from Rackspace Cloud Servers to Amazon.com
  • Telesis: moved their web servers from Amazon.com to GoDaddy.com, LLC
  • Tufts Health Plan: moved their web servers from Rackspace Ltd. to Rackspace Hosting
  • Virginia Premier Health Plan: moved their web servers from Vcu Health System Authority to Google Cloud
  • Weight Watchers International: moved their web servers from WeightWatchers.com to Fastly
  • ASR International Corporation: moved their web servers from SoftLayer Technologies to Amazon.com
  • FRANK: moved their web servers from The Endurance International Group to Amazon.com
  • Hanger: moved their web servers from Amazon to Amazon.com
  • Rochester Electronics: moved their web servers from The Endurance International Group to Cloudflare
  • Pediatric Associates: moved their web servers from K-Opticom Corporation to Microsoft Azure
  • Pier 1 Imports: moved their web servers from Nexeon Technologies to Fastly
  • Progress Software Corporation: moved their web servers from Rackspace Ltd. to Rackspace Hosting
 
 
 
 
 
 
 
 
IP Expansion:
IP addresses represent servers. When a company's IP footprint expands or contracts rapidly, their data center footprint is experiencing significant changes. When these types of changes take place, their current data center provider/solution may not accomodate their new needs, which is why this is a relevant opportunity to discuss new data center options.

To learn more please visit: https://www.youtube.com/watch?v=4k3cia8IRZA
 
 
 
 
 
 
 
 
Unresponsive Web Servers:
Ensable proactively connects to web servers to test their availability. The following web servers were unreachable. This may have been a temporary/regional outage, but may merit a disaster recovery and or new data center provider discussion.
 
 
 
 
 
 
 
 
Slow Web Servers:
Underpforming servers can be one of the most expensive IT costs to an organization:
  • Decreasing wait time by 100 milliseconds increases revenue by 1%
  • Conversions will decrease by 7% for each 100 milliseconds wait time
  • Page views will increase by 11% by reducing wait time by 100 milliseconds
  • 16% decrease in customer satisfaction for each second they have to wait
  • 13% increase in support cost for each second they have to wait (customer's call support when they can't get an answer from the website)
  • Search engines penalize websites for slow load times.
  • 57% of visitors will abandon the site after 3 seconds
  • 88% of customers are less likely to return to a site after a bad experience.
 
 
 
 
 
 
 
 
Blacklisted Prospects
Prospects are usually more interested in switching email providers when they know they're blacklisted.
 
 
 
 
 
 
 
 
Upcoming Port Dates:
Your customer's "Port Date" typically represents the date their phone service and contract was implemented. We typically look at the company's main phone number. Other offices/locations may have a different contract date.

For more ideas please visit: https://www.youtube.com/watch?v=JH26d_O2yd8
 
 
 
 
 
 
 
 
Contact Center Opportunities:
Contact center jobs creates three unique opportunities:
  1. Helps you identify companies who have a contact center
  2. The job description provides key insights into the contact center (software, needs, etc)
  3. New employees can often represents expanding/new contact centers
The ultimate goal behind each of these alerts is to discuss contact center workforce optimization. Use the job posting as an excuse to initiate a dialoge with the contact center manager (not the IT contact).

Sharing insights gained from surveys using insight selling will significantly increase your close ratio (especially among competitors).
 
 
 
 
 
 
 
 
General IT Opportunities:
Cloud solutions have revolutionized the business world by offloading the management of difficult technologies. In a similar fashion and parallel trend, IT support has become a managed service.

Helping companies convert IT salaries into managed services will enable companies to develop (rather than manage) competitive technology to grow their business.
 
 
 
 
 
 
 
 
Desktop Support Opportunities:
The top six reasons companies outsource their desktop support:
  1. 24/7 Monitoring (Most companies don't have their IT staff working around the clock)
  2. Broader Expertise (MSPs house a team of experts with a broader knowledge, skill, and experience background)
  3. Minimize service gaps (transitioning between support can create gaps)
  4. Cost savings (pay less for a service contract than a salary)
  5. Greater efficiency (Organizations that try to do all IT Services in-house themselves can have much higher research, development, and implementation time)
  6. Less risk (Outsourced organizations share compliance risks more than an in-house it professional)
 
 
 
 
 
 
 
 
IT Security Opportunities:
As the number of security breaches increase, the demand for IT security professionals follows. On any given day there is an estimated one million IT security job openings (many of which will never be filled). The job market has not caught up with the demand for IT security professionals, resulting in: more expensive candidates, job vacancies, and under-qualified security professionals.

Statistics suggest that companies will experience less security breaches and spend less on IT security solutions by outsourcing their IT security. In-house IT security solutions typically fail for three reasons:
  1. Preventing IT-security threats requires a large array of skills not typically found in a single individual
  2. In-house IT security professionals get side tracked on other projects
  3. Companies who oversee threats for multiple companies are better at detecting issues compared to a single individual
 
 
 
 
 
 
 
 
Data Breaches:
The following companies have email addresses discovered within a data breach. A "breach" is an incident where personal data is inadvertently exposed. Most breaches involve a third party information hub the user has registered with (like social media). When personal information like emails and passwords are exposed, it becomes easier for hackers to access internal business systems.

  • AtNetPlus: An email (Hidden from public example) from AtNetPlus was recently found among data stolen from a security breach involving: 2844Breaches,Adobe,AntiPublic,Apollo,Disqus,Dropbox,Exactis,FlashFlashRevolution,Lastfm,LinkedIn,MySpace,NetEase,OnlinerSpambot,RiverCityMedia,VBulletin.
 
 
 
 
 
 
 
 
Natural Disasters:
Upcoming natural disasters serve as an opportunity and reminder to help businesses better prepare for the increasing number of natural disasters.

Important Facts to Remember:
  • Downtime is primarily caused by hardware failures (45%) and power outages (35%)
  • Hardware and power outages have three main causes: operational (45%), natural disasters (36%), and human error (19%)
  • 40% of businesses experienced an unplanned outage in the past 12 months
  • 2% of organizations recovered in less than an hour
  • 54% experienced downtime that lasted more than 8 hours
  • Average downtime costs: $807,571 per incident and $926 to 17,244 per minute
  • Restaurants and hotels must pay non-exempts for at least two hours if the employees report to work and the business closes early due to bad weather
  • Retail establishments must pay for at least four hours
  • There is no obligation to pay hotel, restaurant, or retail non-exempts if the weather does not allow the business to open at all or if the employees are unable to report because of travel conditions
  • Exempt employees (managerial, administrative, professional) who work any part of the day, must be paid for the entire day
  • Working with commercial property insurance brokers selling Business Interruption Insurance is the most effective strategy for selling business continuity solutions
 
 
 
 
 
 
 
 
Vendor News:
Ensable tracks significant news stories related to your customer's vendors.

 
 
 
 
 
 
 
 
Company News:
News creates a point of reference. A point of reference makes conversations relevant, which increases the chances of generating appointments. Each news article typically has a ripple effect, creating multiple sales opportunities.

To better understand how to leverage news reports, please visit: https://www.youtube.com/watch?v=XraX25XzkmY&t=12s
  • Authority Partners: (News) Headline: Cagayan Economic Zone Authority Partners with PLDT Enterprise...
  • Great Western Bank: (News) Headline: Suspect arrested in Great Western Bank, Metro Mart robberies
  • TCBY: (News) Headline: Global Froyo Market Overview 2018- Yogen Fruz, Menchies, Pinkberry, Red Ma...
  • Deaconess Health System: (News) Headline: Deaconess Health System Chooses Sectra as Its Enterprise Imag
  • Bon-Ton Stores: (News) Headline: Bon-Ton Stores INC COMMON SHARES (OTCMKTS:BONTQ) Shares Short
  • Alpine Glass: (News) Headline: Pinhead Glass Industry 2018 Global Market CM Fab India, Alpine Glas...
  • CBS Radio: (News) Headline: Stolz Fails Again To Derail Entercom/CBS Radio Deal Radio & T