Episode 231: Finding the Right Fit for IT Services with Chris Miller from ATB Technologies

Episode Summary

During this episode of Tech Qualified, we talk with Chris Miller, Vice President of Sales and Marketing at ATB Technologies. Chris Miller talks about how ATB Technologies stays in front of new prospects, taking the time to ask and answer your customer’s needs, the marketing approach that ATB takes, why competition is a good thing, and their client onboarding process.

Episode Highlights

  • Chris Miller talks about his past work history and current work at ATB.     
  • Chris Miller explains what ATB Technology’s ideal customer profile Is and how why serve them. 
  • What are some of the first steps they take with clients and who do they report to? 
  • What types of marketing efforts do they have in place and is it a regional focus?
  • How does their onboarding process work and having conversations with current customers?  
  • How is ATB Technology differentiating themselves from other IT companies?                                       
  • What are some of their plans for 2020?
  • How does ATB stay in front of prospects? 
  • What is ATB’s process for creating content ideas?                                      
  • ATB may only choose to take on 6-10 clients a year that are a good fit.  
  • Is there a particular area that they focus on with their blog and other modalities? 
  • Competition doesn’t have to be seen as a negative thing.                                         
  • Being transparent about your pricing puts clients at ease.  
  • What types of targeted marketing efforts does ATB have on the table? 
  • What is his favorite resource that he relies on to keep up to speed on marketing?    

Key Points

  1. ATB Technology’s unique selling proposition focuses on its engineers, how they are very proactive, and their in-house development expertise. 
  2. ATB Technology has almost zero job turn-over with its engineers which builds a strong rapport internally within the company and with clients.  
  3. Customers are often driven to make a purchase decision by the company being consultative and taking the time to inquire about the client’s needs and finding ways to solve them.



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