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MSPs: Expand your Cloud Services in Three Easy Steps

The future of managed services — and of technology services overall — resides in the cloud.

Worldwide end-user spending on public cloud services is forecasted to grow 18.4% in 2021 to total $304.9 billion.  This figure reflects an increase from $257.5 billion in spending in 2020, according to Gartner, Inc.

As business leaders continue to navigate the global pandemic of COVID-19, an ever-growing reliance on cloud services has reinforced cloud adoption to be the “new normal.”

On-demand, scalable, accessible access to key business applications is an expectation, not a luxury in today’s workspace evolutions. And the cloud is perfectly suited to changes in workforce locations, including remote users, hybrid office spaces and mobile connectivity needs.

As MSPs, taking advantage of this monumental technology trend will boost your revenue streams and provide an opportunity to give your clients thought leadership and a competitive business edge.

But how should you go about expanding your cloud service offerings?  We’ve outlined three easy steps to get you started.

Target Existing Clients

Your portfolio of current customers is the most likely to grow their relationship and look to you, as their IT provider, for help with their storage and access initiatives.

Build a schedule to contact your book of business and reach out with information and free complimentary offers to help.

Chances are they’re already considering moving more of their applications to the cloud to allow for remote access and improve employee productivity.

Divide Your Target Audience into Three Groups

When you think of your current business partners, assess how ingrained they are in your service offerings and be honest about your relationship as a vendor or a partner.

Group your customer into three distinct categories, based on their confidence in you and your team.

The three categories will define how you should approach each of them for maximum effectiveness.

Target Your Message For Each Group

Personalize your marketing for better results. A customized approach for varying levels of engagement makes sense for every MSP everywhere, based on three labels you can assign to each of your clients.

The first group is considered eager. These are your forward-thinking, open-minded businesses who are interested in technology and open to improving with IT strategies. Oftentimes, an MSP serves as a key trusted advisor for these companies.

Your marketing strategy should be to engage them quickly, compile information and share a customized presentation quickly.

The second group is the hand-holders, the sector of your customers who are hesitant to make changes, but interested in the benefits of IT sophistication.

When you approach this group, focus on strengthening credibility and creating value. Provide industry references and offer to connect them with current clients who have embraced the cloud.

The third group will be the toughest to sell: the distant.

With these folks, ask targeted questions to build trust and believability. Take your time to build the relationship and slowly suggest key improvements in their IT infrastructure.

The Cloud is a Key Opportunity for MSP Growth

Survey data indicates that nearly 70 percent of organizations using cloud services today plan to increase their cloud spending in the wake of the disruption caused by COVID-19.

Expanding your cloud business is a strategy for expanding your influence, your revenue streams and your “stickiness” with clients.

Need more advice?  Get in touch with us today.

Visit our website, give us a call at 877-373-8808 or send us an email.  At CPU, our goal is to partner with MSPs to provide a top-notch, white-glove cloud offering that is reliable, effective and cost-conscious. Let’s see what a partnership could do for you.

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