Everyone seems to be selling the Cloud, including IT Managed Service Providers (MSPs). That’s because they want an increasing part of the cloud market. After all, as Gartner says, “By 2020, a corporate “No Cloud” policy will be as rare as a “No Internet” policy is today.” But, with everyone jumping into the cloud marketing space, how do you differentiate your MSP from others selling the Cloud?
In today’s highly competitive cloud industry, selling services isn’t enough to bring the business you’re looking for. You must find a way to promote how you go the extra mile for your cloud customers. Unless you are proactive in this regard, other MSPs will snatch up the companies looking to migrate to the Cloud. When they do, it won’t be long until they take over in not just the cloud space, but in the Managed Services one.
To help you differentiate the cloud services your MSP offers, we’ve provided five suggestions:
Many people are concerned about moving to the Cloud. They hesitate to get onboard with hosted cloud solutions and services because of the fear of ramifications from a data breach.
As cybersecurity breaches continue to appear in the news, businesses know that IT security is a top priority. Put your clients’ fears at rest with information about how you’ll protect their data in the Cloud. Explain:
You must educate your clients on the security benefits the cloud provides, and how it’s actually more secure than storing data onsite.
Another thing you can do is offer your clients the ability to get monitoring alerts and reports. When they see that you’re remotely monitoring and managing their IT assets for security and reliability via the Cloud, this will put their minds at ease. This is a powerful way to demonstrate to potential clients that you’re doing much more than just selling the Cloud.
“The demand for working from anywhere, anytime, using [their] own mobile devices by employees is increasing rapidly. Thus, companies across the globe are [going to be] making huge investments in the WaaS (Workspace-as-a-Service) solutions and services in the near future,” says MarketsandMarkets.
WaaS solutions are the answer to problems that your clients might not know they have. Show them the benefits of a Bring Your Own Device (BYOD) and why they should adopt it; that they’ll be maximizing productivity, employee satisfaction, and saving money on hardware.
Your MSP business will be invaluable to clients when you help them set up secure work-from-anywhere solutions for them in the Cloud. Once they get on board with WaaS, they’ll never look back.
Some still view the Cloud as an expense they don’t need. They don’t realize what a smart investment it is. Show them the potential Return on Investment (ROI) that a cloud transition will provide.
They’ll save money when they free up internal resources that were being used to maintain IT infrastructures. The Cloud is a fast and scalable way to use advanced technology tools without the need for a substantial upfront capital investment in hardware, software, and support services.
Other ways you can save them money with the Cloud include:
Many MSPs today are choosing a few key vertical markets to focus on with selling the Cloud. This ensures that they are specialists in these areas and helps them dominate a vertical cloud market.
Businesses that have stringent security and compliance requirements like those in law, finance and healthcare can benefit from using the Cloud; as can those with offices in varying geographic locations.
Look at your clientele. If you are already serving clients in a particular industry, try focusing on how the cloud will drive their business forward. Then promote your MSP business as an expert in this field.
Everyone is very busy, including your clients. They don’t have the knowledge or time to be searching for which cloud services and solutions are right for them. When you can be a single source for all of their cloud needs, you’ll have an opportunity to offer your other managed services as well. You’ll be the indispensable cloud partner that they need and trust.
The key is for you to partner with established hosting providers who will stand behind you and ensure that your clients have everything that they need. If you can’t answer a question from your client about the Cloud, your cloud partner should be available to do this without the threat of taking your client away.
This positions you as the expert your clients can depend on, so they won’t have to worry if they are using the solutions that best fit their needs. When you can educate and inform them on all things regarding the Cloud, you’ll be an invaluable resource to your clients, and win more business in years to come.
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