7 ways to effectively sell cloud services
Learn seven strategies for marketing cloud services to increase visibility, attract more prospects, and convert them into paying customers.
5 min read
As competition for dominance in the cloud services industry intensifies, businesses must arm themselves with time-tested marketing strategies to capture a more significant portion of the market share. According to Gartner, an astounding 65.9% of application software spending will be cloud-based by 2025, making it a gold rush every provider would want to take advantage of. To assist vendors in bolstering their arsenal, here is a potent combination of seven essential techniques certain to increase the attraction of their cloud computing services. By employing these strategies, providers can increase their visibility, attract more prospects, and ultimately convert them into loyal customers.
#1 Utilize a Consultative Sales Approach
Successful salespeople use a consultative approach to sell cloud services. They listen to customers to understand their business challenges and design cloud-based solutions to address and solve those challenges. For example, our Cudo Compute cloud platform offers many service offerings. It enables the sales expert to steer customers toward the ideal solutions for their business requirements.
#2 Focus on Product Benefits and Solutions
Effectively selling cloud services to small business owners requires a strategic approach that goes beyond touting technical prowess. Instead, successful salespeople focus on the tangible benefits and solutions that these services bring. This can be done by communicating how the integration of cloud technology can offer enhanced security, cost savings, and real-time collaboration opportunities. By honing in on these practical advantages, sales representatives are better positioned to demonstrate how cloud services can revolutionize small businesses, ultimately fostering stronger relationships that translate into successful deals.
#3 Demonstrate Business Value and ROI
Business owners want to make reliable purchasing decisions. Cloud services salespeople need to present a solid case for improving business value. For instance, they recommend the correct specification and advise on the location for their particular use case. Cloud services’ return on investment (ROI) is a valuable metric.
#4 Exercise Patience
The B2B sales cycle can be lengthier than most salespeople would prefer. The decision-making process for business owners who invest substantial money in their IT infrastructure is complex. Successful salespeople assist their consumers through sales by providing reassurances and proof points. Vendors can support their recommendations with technical documentation and customer testimonials.
#5 Offer Proof of Concept
Closing deals in any B2B product market can be challenging, especially when potential customers may be hesitant due to their unfamiliarity with the solutions offered. One proven method to alleviate their concerns and effectively communicate the product or service’s benefits is by providing a proof of concept. This approach involves setting up a short-term project or a limited pilot program that showcases the capabilities and advantages of the cloud solution to the prospective client. By demonstrating the value and return on investment in a tangible manner, the service provider can display their expertise and assess if the customer is a suitable fit for their solutions. This targeted effort of providing a proof of concept helps build trust and credibility and ultimately paves the way for a successful long-term partnership between the cloud service provider and their clients.
#6 Create Long-Term Value for Customers
Effectively selling cloud services requires cultivating enduring relationships and creating long-term value for customers. To achieve this, sales professionals must go beyond simply making a sale and instead take a more holistic approach, prioritizing the lifetime value of their customers over short-term revenue gains. This can be accomplished by understanding each client’s unique needs, proactively seeking solutions that streamline their operations, and consistently delivering exceptional service.
#7 Utilize Cudo Compute’s Cloud Services for MSPs
Numerous MSPs rely on brand-name providers but are frequently dissatisfied by the need for personalized attention and assistance. Cudo Compute offers customized, high-quality cloud services focusing on personalized attention and support, making it an attractive alternative to popular hyper-scale service providers.
Using these techniques, cloud services experts can effectively promote their goods and enhance new company revenue growth.
About Cudo Compute
Cudo Compute is a fairer cloud computing platform for everyone. It provides access to distributed resources by leveraging underutilised computing globally on idle data centre hardware. It allows users to deploy virtual machines on the world’s first democratised cloud platform, finding the optimal resources in the ideal location at the best price.
Cudo Compute aims to democratise the public cloud by delivering a more sustainable economic, environmental, and societal model for computing by empowering businesses and individuals to monetise unused resources.
Our platform allows organisations and developers to deploy, run and scale based on demands without the constraints of centralised cloud environments. As a result, we realise significant availability, proximity and cost benefits for customers by simplifying their access to a broader pool of high-powered computing and distributed resources at the edge.