A Message for Our Partners

Welcome to our Partner resource pages, and thank you for being an ATScloud Partner!

Please feel free to borrow from these posts to edit and include in your company’s blogs and newsletters.  We welcome your comments and suggestions for new/different topics.

We also want to invite you to use this forum to submit links back to your website and blog; this information sharing will help all of us (and our respective SEO!).

As always, please feel free to contact us at your convenience.  I can be contacted directly at  (972) 677-6343 and email.

Thanks, and good selling!

-Malcolm

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Why Aren’t Clients or Prospects Asking About Cloud Services?

When talking with prospective and existing Partners, we hear it all the time:  “My clients aren’t interested/asking/talking about the Cloud.”  I have some theories, in no particular order, as to why this is so, with no possible way of proving any of them:

Theory #1:  They don’t know what “the cloud” is, and don’t want to appear stupid. Lincoln once said “It is better to be thought a fool instead of opening your mouth and removing all doubt.”  So it becomes our job to introduce the subject when appropriate and help educate the client to the various advantages that may be gained in their particular situation.  We can help educate with materials and presentations as you desire.

Theory #2:  They’re scared of misinformation they’ve heard about the cloud. They’ve heard that 1) it’s expensive, 2) it’s not secure, 3) they won’t know where the data is stored, 4) they won’t “own” it if it’s not on-site, and 5) the government is constantly monitoring it.  We can help you overcome those objections, even #5 (well, at least to the satisfaction of most people).

Theory #3:  They think they are too small (or too big). Companies of all shapes and sizes can take advantage of cloud services.  Cloud solutions come in all shapes and sizes as well.  It’s more about applications and other factors than number of employees.  Again, we can help you determine if your client’s situation can benefit from a cloud solution; we all want what is best for the client.

Theory #4:  They don’t ask you because they don’t know you offer it. How many times has a long-term client, prospect, friend, or family member said “I didn’t know you did that!”?  Too many times they assume you do or don’t do something, and too many times we assume they already know.  It’s all about educating your clients and prospects about all of your offerings and capabilities.

Theory #5:  Someone else is already talking to them about the Cloud, but they don’t want you to know. Maybe they think you’ll cut them off.  Maybe they don’t want to hurt your feelings.  But it’s dangerous to think they haven’t talked to somebody about using the cloud in some manner.  Be the first, be the expert, be the consultant, and they’ll remember you best when the time is right.

So, there are my theories; do you agree or disagree?  Please let us know what you think.

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Similarities of Selling Cloud and MSP Services

As successful MSPs, you have overcome many objections of those that are scared of losing control of their data, infrastructure, and maybe even their jobs.  When it comes to selling cloud services, many of the same reasons they chose to trust you with their IT are good reasons to use the cloud:

  • They’re tired of “dealing with computers” — Cloud services reduces or eliminates computer hardware on their premise, freeing up valuable real estate. Out of sight can also equal out of mind, in that if they aren’t seeing a server farm or rack, it’s one less thing for them to worry about.
  • Want to focus on their business — owners have so much on their plates, they can’t always get to IT needs; and when they do get to IT, they’re not very good at it, it’s frustrating, and it can be a timesuck (probably not a real word, but you know what I mean).  Combined with your services, your cloud removes those concerns one step further away.
  • Willing to relinquish control — they’ve already taken the first step of letting go by trusting their everyday IT needs to you; migration to your cloud, for the right solution, is a logical      next step, so long as it meets other criteria as well, such as…
  • Improved performance — as their trusted advisor, you are looking for more cost-efficiencies for your clients.  Your cloud can provide “more bang for the buck” than some alternatives.  More storage, RAM and processing power can be had at a reasonable cost, as well as a more secure and redundant home for their data.
  • Cost stability — clients are tired of fluctuating costs in managing their IT; that’s one reason they like the fixed-cost structure most MSPs have.  Your cloud perpetuates that cost      stability to the resources provided.  That cost stability and predictability keeps you and your clients happy.
  • CAPEX v OPEX — another discussion you’ve probably already had a zillion times in showing how your management services helps reduce capital needs.  There are companies that want (or need) the tax advantages new assets may provide, and you still have very good services to sell to them.  But for those clients that have a capital spending crunch, or need to save that capital for other projects, your cloud is a great alternative that fits their needs.

Have you noticed any other similarities?  Please let me know your thoughts; I’d like to add to the list.

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