Three Ways for MSPs to Sell Cloud Value and Efficiency
Today’s cloud services are so comprehensive that traditional value-added resellers (VARs) are finding themselves acting more like managed service providers (MSPs) as they sell their clients on more cloud solutions. From making operations more productive to securing cloud-based file sharing, MSPs and VARs are increasing the number of clients and resellers they are selling on the value and efficiency of the cloud.
Whether you are a VAR-turned-MSP or have been an MSP for years, what can you take away from this emerging trend? Companies interested in adding value and efficiency to their existing infrastructure are turning to the cloud.
Just as VARs are transforming into MSPs, MSPs should take a note from what makes value-added resellers successful. Focusing on the value of your cloud services will help position you as a greater resource to your customers and a potential partner to existing VARs. Here are the main ways that MSPs can sell value and efficiency to VARs and clients:
Remote Accessibility
Organizations today are extremely concerned with making their applications, employees, and vendors as accessible as possible. Cloud solutions offer an incredible amount of flexibility when it comes to services that can be implemented, supported, maintained, and generally managed remotely.
Remote accessibility means more flexibility in how cloud services are utilized. They also amount to a fraction of the cost, as MSPs won’t need to hop into their horse-drawn carriages to go visit the customer’s data centers to provide them with service. Add value to your clients by allowing them to become more accessible and display your own value as a resource that can be called on anytime and from anywhere.
More Solutions
In addition to being able to manage the solutions from afar, the cloud also offers a greater choice of solutions. Large vendors are no longer the only ones who can easily release products and services to the cloud. With a wider selection of solutions come value, as you can offer your clients the ability to select from a variety of flexible, best-of-breed solutions to help them to balance effectiveness and cost efficiency.
As added value, highlight your expertise as a resource to help them choose from the ever increasing market of solutions to make sure they get a cloud solution that fits their specific needs.
Opportunities for Growth
One of the greatest drivers towards the cloud is the scalability it provides organizations. Rather than being limited by the fixed size and constraints of an on-premise data center, the cloud offers the opportunity for limitless growth.
MSPs should be stressing the potential for boundless business integration and robust, scalable productivity solutions. You aren’t just their remote IT department, you are their partner in growing and scaling their organization. That’s your value.
Value-added resellers are seeing the benefit of moving into a more MSP-like relationship with their clients. It’s time for MSPs to see the benefit in adding and presenting more value to theirs. Cloud-based file sharing and other cloud solutions are major value adds for any organization. Your additional services and expertise are also major resources for your clients. Don’t just offer managed cloud services to your prospects, offer them value, efficiency, and opportunity.
