As popular as the cloud is, it’s getting harder to sell to your end customers. There’s never been more competition and every day, more cloud workspace contenders enter the fight – how can you stand out from the crowd?
Whether you’re already offering it or not, you know the cloud is a big deal. The current popularity of cloud workspaces and subsequent adoption among businesses is growing every year and as such, an MSP like yours knows how important the cloud really is.
Especially over the past few years, cloud workspaces have rapidly taken over the professional world, offering end customers the freedom to access their data when, where and how they want to.
This is why it’s so vital for you to get on board, and quickly. First mover advantage is a key benefit that gets more and more elusive each day as the competitors in your local area start offering a cloud workspace solution before you do.
To be fair, maybe you do have a cloud solution, but not all your customers are on board. You need to bring them on – and quickly.
Is Your Cloud Workspace Offering any Different from the Rest?
It’s not just as simple as offering the cloud – anyone can do that and believe us, they are. It’s easier than ever to just provide a cloud workspace solution. You need to take it one step further.
As Dean Ara writes for Total Product Marketing, it comes down to the phrase, “don’t sell the steak, sell the sizzle.” He’s absolutely right. It’s not enough to just offer a cloud workspace solution.
To really gain a foothold in the increasingly competitive cloud market, you need a more well-thought-out strategy – or five strategies, that is, each of which is integral to our Cloud Workspace® and Cloud Workspace® Management Suite solutions:
1. Emphasize Mobility
With their data in the cloud, your end customers can access their work from home, on the go and even on vacation without having to drag their work PC around with them. Put simply – once they see how easy it is, your customers will get addicted to this kind of convenience.
2. Security in the Cloud
By moving your end customers’ data into the cloud, they gain access to a range of security features that they wouldn’t get for the same price if doing so independently.
Our data center will allow you to store your end customers’ desktops, data and applications with a vast range of digital and physical security measures to ensure they’re safe from all threats. Managed firewall, antivirus, antispam measures, onsite security personnel and more ensure the security of your server information so that your end customers can work without having to worry.
3. Sell to Those Who Will Benefit Most
This is a proven sales concept in virtually all types of business for a reason: its simplicity. The better your service or product is suited to a specific type of consumer, the more likely they’ll want it.
When it comes to a cloud workspace solution, we have always found four specific verticals to be the most fruitful:
- Small businesses with enterprise-level security needs
- Companies with a large proportion of remote employees
- Businesses undertaking a major IT project in the near future
- Companies with multiple locations
4. Give the Client Everything They Need
While it’s certainly advantageous to become the one-stop shop for your end customers, we’d recommend focusing on one key solution as the foundation of your services – can you guess which one?
Cloud Workspace® is an ideal basis for your offering because it allows you to benefit from a recurring revenue model. Instead of relying on one-time purchases, projects and service calls from your end customers, you can count on consistent, incoming subscription fees from clients who will stay loyal – because of how great their cloud workspace is for their business.
By delivering a reliable and effective service to your end customers, you cultivate a reputation as a great partner; the same can’t be said of MSPs that offer anything and everything – a.k.a., “a jack of all trades, but master of none.”
5. Make it Clear that the Cloud Helps to Save Money
Before the cloud, onsite servers were a must for any business that wanted to succeed, but no longer. Businesses today don’t need to purchase, install and maintain onsite servers because with Cloud Workspace® and Cloud Workspace Management Suite, they outsource them through the cloud to a data center instead.
Don’t forget that while Capital Expenditures (CapEx) — on-premise IT solutions — are paid for up front and see a gradual return over the following months and years, Operating Expenses (OpEx) are “pay-as-you-go” and much easier for most companies to absorb. Your end customers pay for their cloud workspace solution month by month, which vastly reduces the window between investment and return.
Lastly, no matter how your clients’ businesses change, whether growing, expanding to multiple locations or otherwise, the cloud is flexible enough to precisely fit their needs.
CloudJumper Will Elevate Your Cloud Workspace Offering
There’s no better way to put this – time is running out. Every day you wait to differentiate yourself in the cloud market is more time for your competitors to move in and establish themselves as cloud experts with your end customers. The good news? You don’t have to do this alone.
Allow CloudJumper to help. As pioneers of the industry, we’ve had more than a decade and a half to learn how to best sell the cloud. Our proven solutions and expert support will ensure you stand out from the crowd.