There are a wealth of industries to target within the MSP space, and the same is true for offering cloud services. Different industries will require different approaches to best suit their needs, and specifically catering to these needs will help you to attract business and build beneficial client relationships.
Two large industries that work closely with cloud service providers are Certified Public Accountant Firms (CPA Firms) and Law Firms. Let’s get right into some of the best ways to target these industries, and make sure to stick around to the end of the blog for some tips on targeting multi-location and seasonal businesses!
Certified Public Accountants (CPAs)
Targeting CPA firms is all about helping them to get the technical expertise they need to migrate their clients into the cloud. The majority of CPA clients are asking for the cloud, but they don’t have the first clue about how to implement it into their businesses.
- It is important to open the conversation with CPA firms by explaining the services you provide and elaborating on how their clients will benefit from a dedicated cloud provider. Cloud services allow easier access to client software and lead to productivity gains for their customers. Additionally, automatic backups for CPA clients are a big draw that will help the firms to attract new business.
- A dedicated cloud service provider also provides full-featured software that is still hosted in the cloud. Online versions of software do not have the same features as on-premise, but a cloud provider can host on-premise software so that CPA firms get all the benefits of cloud hosting without sacrificing software features or capabilities. When you target CPA firms, you want to emphasize the convenience that the cloud will provide them.
Law Firms
Law firms are a unique industry to target, so we have pinned down several areas that these firms care about the most.
- Expansion – Law firms often work in co-working spaces in different cities due to the travel that comes with the job. They value the ability to expand to different locations and open additional offices without having to worry about the security implications of constant relocation. Targeting this need for consistent security is invaluable for a cloud provider to make their case.
- Downtime – Most lawyers work off of billable time, meaning that lost time due to downtime is directly affecting law firm profitability. Have a detailed conversation on the ways that the cloud can minimize downtime to make sure that law firms are able to complete their business worry-free.
- Competition – Law firms care what their peers are doing so that they can stay competitive in their fast-paced industry. Focus on showing these firms what they miss out on if they fail to adopt the cloud; the fear of falling behind is a massive motivator within competitive industries.
Every law firm is considering or actively moving to the cloud, but you must have your marketing materials prepared in advance. If you cannot provide a solid cloud roadmap when asked about your process, law firms will doubt your preparation and look elsewhere.
Multi-location Businesses
The needs of multi-location businesses are built around ease of access and consistency.
The ability to access applications and data from any location is essential for a business that is spread out across different areas. Business continuity is a big deal for multi-location businesses since 1 location going down can cause the entire company to stop functioning, and cheaper equipment costs are valued as well since the need to populate multiple locations with servers can get expensive. Cloud is an excellent answer to the needs of multi-location businesses: make sure to communicate the benefits of cloud’s hosting and backup capabilities and the ability for 24/7 access.
Seasonal Businesses
Seasonal businesses value being able to operate efficiently in the times that they are in business. Saving money is a massive draw, which makes only paying for things when they are needed essential. Target these businesses by highlighting the value that your MSP will provide through your cloud capabilities. For example, explaining that you are able to change the resources and licenses for the seasonal business as needed is a great way to show the benefits of your offerings while emphasizing your variability.
Regardless of the industry being targeted, make sure to communicate the essential role cloud will play moving into the future; it is becoming increasingly evident that clients who refuse to migrate are only limiting themselves in the long run.