By Michael Brown 1

In retrospect, the guys that came up with cloud computing could have done a better job of naming it. Sure, the technology got its nebulous name primarily due to its lack of any well-defined boundaries, but to anyone not familiar with tech-speak, the word “cloud” usually inspires weather-related images. Even people that are familiar with some aspects of cloud-based file sharing services are walking around with notions about which are just plain wrong.

That said, the damage is done. As a result, many an MSP with a cloud-based model may have to wade through a plethora of myths before they can get their prospects to start taking them seriously.

Some of the top 5 myths that are doing the round out there might shock you. Yet, dealing with these myths is extremely important and could impact your sales efforts, so be sure to anticipate questions related to them. Or, better yet, combat them before your prospect even asks.

Myth 1: Onsite IT is more secure than the cloud

The number one concern that most people have about the cloud is security. Your prospects may be under the assumption that their in-house IT infrastructure is somehow more secure than what you have to offer. There is a good possibility this is untrue, as cloud based services invest very heavily in security applications that are too expensive for most companies.

How to bust the myth: Show your prospect some statistics about security issues traditional IT faces, then compare it to the cloud. You should also demonstrate what security features you have in place to protect their data.

Myth 2: A company needs to put everything in the cloud 

As you probably guessed, they don’t. A company only needs to transfer applications to the cloud if the applications offer value. Legacy applications that do not improve upon being moved to the cloud can be operated as they are unless doing so helps the company slash costs.

How to bust the myth: Be sure to inquire about your prospect’s business model, learning why they intend to move to the cloud before suggesting how to proceed. Advise them on which applications are best ported to the cloud.

Myth 3: Cloud is best used for data/applications that are not critical

What kind of data and applications are put on the cloud depend entirely upon their function. There are many companies out there that are using the cloud for hosting mission-critical applications, as well.

How to bust the myth: A deeper understanding of your client’s business model will again be helpful here. If mission critical applications need to be moved, this can be done in phases. Also, they can be hosted on a private cloud rather than a public one.

Myth 4: Cloud computing is all about lowering costs

Yes, the cloud can help a business to save on upfront costs, but the cloud ADDITIONALLY offers more flexibility and agility than traditional IT is capable of offering. Still, the cloud’s cost-saving advantage should not be taken for granted; just understand that the 2014 CIO Survey from Gartner shows that only 14 percent of businesses opt for the public cloud in order to save money.

How to bust the myth: You don’t need to necessarily “bust this myth,” as there is at least some truth to it. However, it is essential that you highlight which other advantages your service offers besides cost-cutting. There’s a good chance your prospects already know something about the savings that will result from a shift to cloud operations, so focus on your cloud’s agility and how it can benefit them.

Myth 5: Public cloud is the only cloud option

Finally, many prospects are simply unaware that they can also opt for either private or hybrid clouds, depending on their business model. These prospects will talk to you thinking the only offering is the former.

How to bust the myth: Although public cloud services are a good choice for most non-essential data or applications, your prospects could be operating in a regulated industry or with extremely sensitive information that calls for different security protocols. Often, it’s best to quickly run through with them whether public, private, or hybrid cloud models best suit their individual company’s needs.