Rob Merklinger

Rob Merklinger is Vice President of Sales at Intronis. Rob is an experienced software sales leader with proven track record of driving success and developing sales talent.

Recent Posts

Back to work? 3 MSP sales tasks to kick off 2014 strong

Posted by Rob Merklinger on Jan 3, 2014 11:10:00 AM

With 2013 in the rear view mirror, many us are back to work today and looking forward to an exciting 2014. Everyone wants to start the New Year off on the right foot, especially your sales team. A strong performance in the first quarter of the year can build the momentum you need to hit – or exceed – your sales targets for 2014.

So what’s the best way to hit the ground running and sell more managed services in 2014? Take some time today to follow these three steps, and it will put you in better shape to succeed in the New Year.


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Topics: Sales Management

3 types of clients that could benefit from private key encryption

Posted by Rob Merklinger on Oct 14, 2013 11:10:00 AM

By Rob Merklinger, VP of Sales

Security is an obvious pain point for many businesses thinking about cloud backup, and often the best way for MSPs to earn customer trust is to use a solution that puts a priority on data protection. We talk to our partners about this a lot, and we strive to help them communicate our backup solution’s security benefits to their own customers. 

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Topics: Data Encyption

Take an active role in your customers’ transition to the cloud

Posted by Rob Merklinger on May 16, 2013 11:15:00 AM

Three years ago only 2 percent of cloud sales went through the channel, according to Gartner’s research. But, today, that percentage is more than 20 percent, and it’s growing. The cloud is not a technology for MSPs to fear, but to embrace.

The reality is: Your customers are eventually going to move to the cloud — with or without you. By playing an active role in that process, you can not only maintain and develop your status as a trusted business advisor, but you can add significant value to your clients and actually expand your services. Here a couple examples:

  1. First, you can prevent customers from making the cardinal cloud mistake, which is moving their business data to a consumer cloud offering. The consumer cloud has its advantages, but it certainly not for everything and shouldn’t be a decision that businesses take lightly.  You need to ensure your client understands what is “cloud-ready” and “cloud-friendly” and what isn’t. For more information about this topic, check out Regional Sales Director Scott Bennett’s recent article, “Never Lose a Sale to a Free Cloud Backup Offering Again.
  2. A second reason to get actively involved in your customer’s transition to the cloud is because you can then influence the decision and ultimately select a cloud provider that sees the value of your services. In other words, find a cloud backup provider that not only has a state-of-the-art SSAE 16-certified facility and offers the data redundancy and uptime guarantee your clients' needs, but also understands your role as the IT managed services partner.
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Topics: Customer Management

How to overcome common cloud backup sales objections

Posted by Rob Merklinger on Apr 24, 2013 3:31:00 PM

By Rob Merklinger, Vice President of Sales 

I think most of us would agree that it’s much more challenging to sell your customer a cloud backup solution – or a hybrid backup solution – than it is to sell an on-premise backup solution.

Yet, customers that settle for on-premise backups alone are leaving themselves open to real risk for their businesses, which hurts them and you, their trusted IT advisor. No matter how emphatically you warn a customer ahead of time, if they lose their data and you can’t help them get it back, you’ll share some of the responsibility for the loss.

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Topics: Objections Handling

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