I Want to Sell Cloud… How Do I Get Started?

Hey there! If you’re an MSP thinking, “I want to start selling cloud: how the heck do I get going?” you’re in the right place.

Back when we ran our MSP, cloud wasn’t just another service: it was the service that catapulted us into becoming a seven-figure business. Moving our clients’ on-prem servers to the cloud completely changed the game. It helped us build trust, drive monthly recurring revenue, and grow like crazy. And now, as Cloud Services for MSPs, we help other MSPs do exactly the same thing!

But how do you get started? That’s what this blog is all about.

Mindset First

Let me be clear: we didn’t shove cloud down our clients’ throats. Nope. We educated them. We gave them a choice. We showed them what was possible. And because we did that consistently, we became the cloud experts for our market. People started coming to us for advice!

You can absolutely do the same thing. But first: you need to get into the right mindset. You’ve got to believe in the value of cloud and be ready to walk your clients through the journey.

Start with the Easiest Wins

Don’t overthink it. Start with your current customers. These folks already know, like, and trust you. That’s huge! Selling cloud to new prospects is way harder because they don’t know you yet, and cloud requires trust.

So go to your existing clients, especially those with:

• Aging servers
• End-of-life operating systems
• Servers not powerful enough for newer OS upgrades

Talk to them during your tech reviews. Bring up the benefits of cloud in a way that’s personal and specific. “Hey, this server is four years old and your OS is out of date: why not consider the cloud instead of dropping five grand on new hardware?”

Price objections? You can often eliminate them entirely, because these clients already need to do something. They’re either investing in a new server or upgrading an old one: so why not go cloud?

Look for Customers Who Really Need Cloud

Beyond aging servers, here are the next low-hanging fruit:

1. Storm-prone or power-unstable regions:
   Think Florida, the Gulf Coast, California… clients in these areas are just one hurricane or blackout away from serious downtime. With cloud, they can work from anywhere!
2. Zero-downtime businesses:
   Medical offices, for example, need 24/7 access to patient data. Cloud (with the right provider!) offers incredibly reliable uptime. We haven’t had an outage in 7+ years!
3. Multi-location businesses:
   If your client has one server in a central office, it’s a single point of failure. If they have servers in each location, file syncing is a nightmare. Cloud fixes both issues.

We had a national donut chain client with servers in every location… syncing data across those was chaos. When we moved them to the cloud? Night and day difference.

4. Seasonal businesses:
   CPAs are a classic example. They ramp up during tax season and scale down after. With cloud, they can adjust server resources and licensing monthly. Try doing that with an on-prem box!
5. Rapidly growing businesses:
   These clients need flexibility. Cloud lets them pay monthly, scale up as needed, and avoid overspending on hardware that’ll be outdated in a year.
6. Remote workers or outside sales teams:
   They need access from anywhere. Cloud makes it seamless.
7. No space for servers:
   We had a high-end dentist who designed his perfect office… and crammed the server into a broom closet. Not ideal. He was thrilled to go cloud!
8. Harsh office conditions:
   Think automotive shops: dust, grime, grease. Not friendly to server hardware.
9. Compliance-heavy industries:
   PCI, HIPAA, etc. Cloud makes compliance easier, but only with the right provider. Make sure your vendor meets those standards!

So, What’s Next?

Here’s what I suggest:

1. Make a spreadsheet of your clients.
2. Check off who fits the use cases above.
3. Bring up cloud during your tech reviews.
4. Make it specific to their business.
5. Get testimonials and case studies to build social proof.

Once you’ve helped your existing customers, you’ll have the confidence, experience, and trust-building proof to start selling cloud to new prospects too!

Make Your Move

If you’re serious about selling cloud, you don’t have to do it alone. Our Cloud Academy is totally free for MSPs: you’ll find practical resources and more of the real-world advice we talked about here.

Today’s quote is from Doc Brown: “Your future is whatever you make it… so make it a good one!”

Have a great week and weekend!