Cyberoam Caste Study at Cebit 2012 & 2013


This video is year 2. Cyberoam at Cebit 2013. (the 2012 case study is below)

The End result: 930 Leads generated for Cyberoam, the average of the other exhibitors was only 200

LOCATION:
Sydney Exhibition Center

TRADE SHOW:
Cebit Australia
(for the Technology market)

CLIENT:
Cyberoam

CLIENT OBJECTIVE:
Database & leads & Brand awareness

CLIENT TESTIMONIAL:

CLIENT BRIEF:
Cyberoam Unified Threat Management (UTM) appliances offer comprehensive security to organizations, ranging from large enterprises to small and branch offices. Multiple security features integrated over a single platform, Layer 8 Identity-based technology makes security simple, yet highly effective

CHALLENGES:

  1. Indian company first time exhibiting in Australia
  2. There were back to back seminars throughout the day which limited the number of visitors walking around
  3. Language barrier of sales staff (indian)
  4. 5 Competitors at the expo who are firmly planted in Australia (nortan anti viras Mcaffey etc)
  5. Selling to companies that already had a solution, so while we were introducing a new solution, we had to convey what is better

PREPARATION:
Communication was challenging between India and Australia with communication break downs and time differences, I changed my sleeping pattern and lived “India Time” for 2 weeks so that I could communicate better with the client which I knew would be alot of back and forth phone calls and emails. After learning the core product via email, phone and web brochures I created a unique pitch focusing on 3 simple words- Productivity, connect-ability and security which formed the basis of my unique presentation

 

 

THE CORE MESSAGE GIVEN TO ME BY Cyberoam:
The Product is called “layer 8 Technology” the core messaging was reduced to Improve Security, Connect-ability and productivity. The Second product was called Net Genie with the same features except productivity (as it was a home product)


THE SOLUTION:

working 2 times an hour 7 hours a day to build large crowds and communicate the message and the core difference between Cyberoam and their competitors – for the 3 day show
I did a 15 minute crowd building infotainment presentation at 15 past the hour and 15 minutes to the hour

As I worked the crowds – 1 staff member would walk around the crowd scanning name badges, and after each performance people would come into the stand to talk business with the sales staff generating a better quality lead and to listen to a more detailed presentation from the technician

PRE SHOW TRAINING

Cyberoam exhibits all over the world at about 20 shows a year, however they needed to know a few things about Australians as this was their first time selling to Australians

also to help their own technical presentations and sales staff I tracked down all the Australian businesses that had been hacked such as the Vodafone incidence where a staff member downloaded over 100000 customer names- this was used by the sales team as an example of how Cyberoam could protect businesses

FUTURE BOOKINGS

Cyberoam is Flying Welzman to Dubai for a 5 day trade show in October 2012 http://www.gitex.com

 

 

 

 

 

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