Wait, did we just say that? A cloud services company telling you not to sell cloud services… Are we crazy? Well, no, not entirely. So was our title just some sort of clickbait to get you to click on this article and be tricked into hearing about why you should sell cloud services? Well, no, that’s not entirely true either.
Why MSPs Should STOP Selling Cloud Services
The keyword is selling. We’re not saying to stop providing cloud services, but stop selling cloud services. It’s actually pretty straight forward… Why do we feel that we need to sell cloud services? Are business owners waking up in the morning and saying to their spouse “Honey, I think we need cloud services today?”
No, of course not, but what business owners want is better ways to operate their business, more secure solutions to protect the integrity of their information, and increased sales and profits. All of this, of course, can be aided with the right information technology.
MSPs Need To Sell Business Outcomes, Not Cloud Services
Knowing that business owners and their colleagues are fixated on business outcomes, profitability, increased efficiencies, and improved productivity, doesn’t it make sense to sell those business outcomes rather than the vehicle to get there? The cloud, when implemented by a team of skilled managed IT service professionals, can help businesses meet these goals and objectives.
Back in the time of the first LANs, did we sell the concept of computers connected to each other and the sharing of information to a centralized server or did we sell the ability for businesses to be more streamlined, reduce inefficiencies, and improve business outcomes? I believe we sold the latter.
The Song Remains The Same…
Nothing has changed from those early LANtastic networks to modern cloud technologies. It’s all about how businesses can better leverage information systems to improve business outcomes, and THAT is what you need to be selling, not cloud services. The cloud is merely the vehicle to help businesses reach their goals, just like Windows for Workgroups did in the mid to late ’90s.
Here’s an important lesson… If you’re more of a business technology professional and struggle to understand or speak “business language”, then get yourself a business coach or mentor who can help you. This is vital and an important lesson I had to learn and thank goodness I learned it early in life. There are people out there to help you.
Next Steps
It’s time to move to the cloud and help your clients reach their business goals, dreams, objectives, desires… Whatever you want to call it, but don’t call it “the cloud” because it’s much more than that. Give my team at CPU a call and let’s have a discussion on how we can help your business “soar to success”.
