Three years ago only 2 percent of cloud sales went through the channel, according to Gartner’s research. But, today, that percentage is more than 20 percent, and it’s growing. The cloud is not a technology for MSPs to fear, but to embrace.
The reality is: Your customers are eventually going to move to the cloud — with or without you. By playing an active role in that process, you can not only maintain and develop your status as a trusted business advisor, but you can add significant value to your clients and actually expand your services. Here a couple examples:
- First, you can prevent customers from making the cardinal cloud mistake, which is moving their business data to a consumer cloud offering. The consumer cloud has its advantages, but it certainly not for everything and shouldn’t be a decision that businesses take lightly. You need to ensure your client understands what is “cloud-ready” and “cloud-friendly” and what isn’t. For more information about this topic, check out Regional Sales Director Scott Bennett’s recent article, “Never Lose a Sale to a Free Cloud Backup Offering Again.”
- A second reason to get actively involved in your customer’s transition to the cloud is because you can then influence the decision and ultimately select a cloud provider that sees the value of your services. In other words, find a cloud backup provider that not only has a state-of-the-art SSAE 16-certified facility and offers the data redundancy and uptime guarantee your clients' needs, but also understands your role as the IT managed services partner.