Selling Cloud to Business Owners

lovingbangInternet and Web Development

Nov 3, 2013 (3 years and 7 months ago)

86 views

1

Selling Cloud to Business Owners

2

Presentation outline


»
Paul Byrne

ChannelCloud UK/Ireland
& On Line Computing/London Cloud



»
Seth Oxhandler

CEO,
CoolCat
, Inc.


»
Chris Martin

GFI MAX


»
Scott Calonico

GFI MAX




3

First, what do we mean by Cloud?

»

Secure environments

»

Virtual servers (File, SQL etc.)

»

Exchange email, email security,
email continuity, email archiving

»

Blackberry & Active Sync

»

Sharepoint

»

MS applications


per user/month

»

Hosting of LOB applications

»

Hosted desktop accessible from
any device



From the perspective of an MSP/VAR Cloud
should

mean:


Taking all the client’s technology from behind their firewall and presenting it
back to them via a hosted desktop to include:









»

PBX

»

Off site backup & DR options

»

Managed Firewall

»

Managed AD

»

VLAN

»

Web Hosting

»

End user can self manage their own
environment


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Why Sell Cloud to business owners?

Gartner (Feb 2012):



“Cloud
purchasers are looking for business outcomes not technology and
therefore is a different sell, the channel needs to adapt to this new way of
doing business and utilise services to differentiate in this highly competitive
fragmented market
.”



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Why Sell Cloud to business owners?

thevarguy.com (Feb 2012):



“To
deliver
cloud services, you may need to make a few business changes.
This may be an entirely new business model for you. And, because the
decision to move to cloud computing is typically made at the executive level,
some of your sales teams may need to invest in executive
-
specific selling
skills
.”



“The
best way for VARs and solution providers to sell cloud services to SMB
customers is to discuss the technology’s business advantages as they relate
to customer needs and pain points throughout the sales cycle. Describe how
the technology can improve their business, drive down costs, and increase
productivity and network performance. It’s a value proposition sure to interest
them
.”

6

Why Sell Cloud to business owners ?


(
O
n
the basis that Cloud is appropriate, if not stay

on
-
premise
, either way you secure the business)

»
Blue
Ocean
opportunity



very few providers right now

»
Sell
business outcomes not technology
-

for the first time you can now
have a very high/positive impact on client's business's


by leveraging Cloud

»
Climb the food chain
-

from server guy to trusted business advisor

»
Quicker decisions

»
Business owners are interested in what impact a decision will have on their
business.


They focus on increasing market share, increasing revenue,
controlling/decreasing expenses, bottom line not technology sprawl. They
are more direct and less patient.

»
Higher recurring margins

»
Fewer dips in revenue stream, more consistent profits, higher net margins

»
Increase the value of your IT Services practise

7

How to get to the business owner?

»
To interact and sell to them, you must understand them and others in
the organisation

»
Make your C level resource available for meetings

»
Lower levels are interested in protecting their turf, keeping their jobs,
impressing others. These folks focus on features and functions.

They
will eat up your time and ultimately cannot make the decision.


8

How to sell to Business Owners

»
Build
trust/relationship with business owner
-

never easier for business
to acquire
IT

»
C
level to C level and start thinking like a business person (be very
comfortable with P&L statements and Balance Sheets). They must
perceive you as having equal business stature (don’t be scared, they
are more like you than you realise). Most owners have done sales
before
.

»
Figure
out what goals and pain points they have and help them solve
those problems

»
You must be able to demonstrate how your solution helps
them
resolve their pain points.


9

What are some of the business outcomes/benefits of
Cloud for SMEs?

»
Opportunity to remove any limitations/pain points of existing on
-
premise solution

»
Eliminates business risk associated with owning IT

»
Free existing internal resources from mundane day
-
day IT tasks

»
Increase staff productivity with anytime access

»
Financial control & flexibility

»
Eliminates capital expenditure

»
Ensures software licensing compliance

»
Built in state of the art continuity and DR options

»
Reduced admin overhead

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How to equate these outcomes/benefits to
your
client’s bottom line.

(Factor in revenue, staff numbers and average salary)

Opportunity
to remove any limitations/pain points of existing on
-
premise
solution

»
Approximate what additional Revenues/GP can be had as a
result


Eliminates business risk associated with owning
IT

»
Determine costs for any downtime in previous periods
-

factor loss of
revenue and non
-
productive
staff costs


Free
existing internal resources from mundane day
-
day IT
tasks

»
Allow for cost savings based on salary and no. of days recovered


Increase staff productivity with anytime
access

»
Allow a minimum of 1hr/week additional productivity for each member of
staff and factor in
staff costs
to achieve that
on
-
premise



11

How to equate these outcomes/benefits to
your
client’s bottom line
.

(Factor in revenue, staff numbers and average salary)

Financial
control &
flexibility

»
Don’t pay for unused compute resources
-

agree a % of on
-
premise costs as
resource wastage


Eliminates
capital
expenditure

»
Capex
vs

Opex

-

there's a value to holding onto your cash
-

mark
-
up up
capex

cash retained to allow for interest gained


Ensures software licensing
compliance

»
Factor in time saved in not having the need to audit software licensing each
year


Built in state of the art continuity and DR options

»
High levels of
Continuity and DR options
are inherent in the Cloud
-

allow for
costs to do so
on
-
premise.


Reduce admin overhead

»
Allow for time consumed managing several vendors on premise



12

Contact details

»
Paul Byrne


paul.byrne@channelcloud.co.uk


»
Seth
Oxhandler


soxhandler@coolcatinc.com



13

MSP Business Management

»
Real
-
world tips and resources


»
Videos, webinar recordings,

whitepapers, e
-
books, and more


»
Blog articles discussing the

latest topics and techniques


Helping you to:


»
Grow

your IT support company


»
Run your company more
profitably


»
Deliver fast IT support and
increase uptime


»
Minimize threats
to your business


www
.
mspbusinessmanagement.com

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Q&A

15

THANK YOU