In This New World, Businesses Will Be Looking at Resilient, Disaster-Proof Technologies… Will You Be the MSP Selling Those Solutions to Them?
The world is changing as we know it. The coronavirus pandemic has brought about quite a bit of uncertainty and fear, but with that comes the desire to do better next time. Many business professionals are already planning for business contingency – looking at resilient, disaster-proof technologies to enable remote work as needed – now and into the future. Will you be the MSP selling those solutions to them?
Here’s the thing… The days of relying on on-premises hardware and software will soon be long-gone. Your clients will be looking for cloud solutions. But, some MSPs are making mistakes in their sales approach when it comes to selling the cloud. So what are these mistakes they’re making, and how can you avoid them?
Below are some of the biggest mistakes MSPs make when selling cloud solutions to their clients…
Selling the cost, not the value
Many organizations understand that the cloud requires minimal upfront costs, as well as minimal ongoing maintenance and/or troubleshooting expenses. This is undoubtedly a great benefit, but don’t overlook selling the value as opposed to the cost. Even if something is affordable, it’ll be overlooked if the buyer doesn’t see the value. Make sure you’re talking about the following value propositions:
The cloud delivers an incredible amount of value, especially in a post-coronavirus pandemic world.
Failing to address data security
The second biggest mistake we see is failing to address data security. This should be one of the first factors you discuss with any given prospect, as most business professionals are concerned about storing their data in the cloud. However, the cloud provides a higher level of security than most organizations can obtain on their own, such as:
If you don’t address data security right away, your prospect will be left wondering if the cloud is indeed safe to use.
Overlooking the competitive edge
For many, the transition to the cloud is strictly done to minimize operational costs in terms of purchasing, maintaining, and supporting equipment, as well as enabling anytime, anywhere access to data, applications, and systems. Of course, these are the benefits we often think of when we think about the cloud. But don’t forget to mention the competitive edge that comes from the cloud.
Essentially, the cloud levels the playing field between small and large businesses because it allows any business to:
Start having conversations with your prospects and clients about how the value they’ll receive from the cloud will help them drive their businesses forward – now and into the future, despite any sort of disruption.
When you genuinely need a cloud services partner, CPU is your team. We developed our cloud offerings with you in mind. We were MSPs as well. Therefore, we know what it takes to run a successful MSP business and offer only the best cloud solutions to our clients.