The cloud has been around for some time now as a data management option and it presents a number of benefits for clients. But many are still unsure about migrating to the cloud and whether it’s the right move for them.
Typically, their concerns range from data security to data backup, as well as how to best integrate cloud computing into their existing infrastructure and in-house operations.
Change and uncertainty scares everyone, including your clients. So, as a managed service provider (MSP), how can you convince your clients to take this leap of faith and move their operations to the cloud?
The short answer is by developing a custom sales pitch. Every good sales pitch involves collaboration; in order to sell something, you must work with the prospect to address their concerns.
A good way to start is by conducting a thorough cost-benefit analysis and presenting it in the form of stats and figures. Once the prospect is aware that the long-term benefits of cloud technology far outweigh its initial setup costs, the shift to cloud will happen more organically.
In this article, we’ll first show you how address your client’s legitimate concerns about security and costs and present the benefits of shifting to a cloud workflow. Then, we’ll outline some foolproof selling points you can use to convince your client to adopt cloud-based operations and infrastructure.
How to Address a Client’s Concerns
Most companies prefer having complete control over their IT operations, and the prospect of uploading everything online raises questions about the safety of their data. So it’s no wonder that companies are reluctant to move to the cloud.
However, the fact is that your data is more secure in the cloud since there are strict protocols to help companies protect and manage large amounts of data.
Successful cloud marketing involves helping companies understand the hybrid cloud approach, which allows companies to store data both online and on premises. A hybrid cloud approach also allows you to gently ease your clients into cloud computing to minimize impact or downtime during that period of transition. This is particularly helpful for clients who have to abide by certain regulations and licensing bodies for in-house data storage and computation.
To an extent, cloud computing also shifts the risks associated with in-house data computation to third-party service providers. Essentially, moving to the cloud means sharing the responsibility of cloud security with a third party that can actively manage updates, security concerns, and regular maintenance. Not only does this save the organization time and money, but it also reduces a number of internal risks associated with on-premises data storage. These include loss of data due to natural disasters, data theft, and the physical wear and strain endured by physical IT infrastructure. In a cloud environment, your provider will have to worry about their infrastructure but this will not have any impact on your costs.
Additionally, cloud computing comes with a robust disaster recovery plan. This is particularly useful if local systems get corrupted and ensures that all your valuable data is fully protected and encrypted.
What Are the Best Selling Points to Get Clients Into the Cloud?
It doesn’t matter how well you design your sales pitch or how many times you conduct a cost-benefit analysis. In the end, you need to drive home the biggest selling points to get a conversion.
Compare the Costs: Affordability
Money is at the heart of nearly every business decision. Naturally, decision makers worry that making a big change like moving to the cloud may incur additional expenses. Thus, as an MSP, you need to know exactly how much investment the shift will require and what they’ll be saving in the long run.
The benefit of the cloud is that it’s certainly more affordable than everything else on the market. MSPs should compare the cost of cloud services with the fixed cost of physical storage facilities—such as hiring IT staff and purchasing (as well as maintaining) servers and other hardware—to show their clients exactly how much they could be saving.
Overall, the cloud’s subscription-based model is more cost effective than buying individual licenses. In the long run, shifting to the cloud can significantly reduce infrastructure costs and licensing headaches.
Let the numbers speak for themselves and help you make a convincing case about the affordability of cloud services.
The goal of most organizations is to make a profit, often by cutting down on operational costs—and that’s precisely where cloud services can help.
MSPs need to communicate the financial and economic benefits of the cloud to clients. For instance, the transparent nature of cloud services and the flat monthly rates offer predictability and long-term gains.
In fact, according to a survey, 88 percent of cloud users experienced a reduction in overall operating costs. Additionally, 56 percent of participants said that cloud services increased their profits and return on investments (ROI).
Notably, 62 percent of the companies said that they were able to reinvest the savings made through the cloud back into their own business. This means they were able to boost employee salaries and invest more on innovation.
Focus on these benefits to shift your client’s perspective from fear to hope.
Cloud services improve flexibility, functionality, and productivity. Shifting to the cloud allows companies to adapt to changing market conditions, something they won’t get with on-premises infrastructure.
Besides this flexibility, the cloud is also scalable and responds well to fluctuating demands. For example, clients can increase or reduce their allocated storage as needed by simply opting for a different package.
Moreover, the automated nature of cloud services means it’s easier than ever to access large amounts of data in seconds. This significantly improves collaboration among employees. For example, with most cloud services, employees can access files and documents from outside the office, allowing them to get more work done from virtually anywhere in the world.
Finally, research shows that 77 percent of firms feel that the cloud gives them a competitive advantage, allowing them to capitalize on market demands and find opportunities for growth.
Overall, cloud technologies help businesses cut down costs and attain unprecedented speed and agility. Companies are able to not only boost worker productivity but also effectively communicate with customers and respond to their changing needs.
The Bottom Line
Who doesn’t want to cut costs, protect their data more reliably, and improve productivity? The cloud offers a number of benefits that MSPs need to communicate if they want to get their clients or prospects on board with this important decision.
Above all, you should keep your client’s specific concerns in mind and never make a generic sales pitch—the better you can convince them that the cloud is the solution to all of their problems, the more successfully you’ll be able to market it as a service.
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