What kind of Managed Service Provider are you? You may be an asset-heavy MSP, with your own servers and space in data centers. Or maybe you’re asset-light, helping your clients plan, procure, design, and implement IT solutions with a ton of elbow grease. Either way, you’ve helped customers with network uptime and connectivity, and telecom and carrier services, even installing gear and wirelines on-premises.
Basically, you’re an all-star. But you’ve got one problem…
Your Customers Don’t See You as a Cloud Expert
According to a study by Microsoft, the worldwide market for Cloud and hosting services will soar to $136 billion by 2019. But not all MSPs will be poised to benefit from this boom. The Microsoft study also revealed that customers at all stages of Cloud adoption are looking for “trusted experts to help them achieve their top business goals.” Translation: if you’re not a trusted Cloud expert, customers will be looking elsewhere.
Many businesses don’t know where to start or how to move forward with the Cloud. That’s why strategic-level services like Cloud Migration, Cloud Assessment and Readiness, and Cloud Transformation are in the top six managed services sold today.
We’ve heard MSPs lament, “Our customer told us they went to another provider to help them with their Hosted Desktop implementation. But we do that too!” And, “My client was surprised we provided Private Cloud services, but I’ve been telling him we do that all the time!”
Do your customers know that you can lead them through the Cloud revolution?
Marketing Cloud Services: Get In Front of Your Customers
If you are going to capture your share of the Cloud opportunity, you must get in front of your customers. All the time. Your MSP marketing plan needs to ensure you are marketing Cloud services to both new and existing clients.
Until you do, your current customers will not imagine you’re capable of more than the basic services you already provide them. And prospects won’t even glance in your direction. A simple Google search will lead them to a hundred other MSPs who have positioned themselves as Cloud experts with thought leadership content and specialized managed Cloud services. Without marketing and differentiating yourself as an MSP selling Cloud, what is the incentive driving potential customers your way?
What do your clients and prospects know about you? Do they see you as a trusted advisor for all things IT? Do they know you can handle their network, desktops, application workloads, compliance and security, communication and collaboration, and more? If not, you will have to demonstrate your expertise through regular, useful, and valuable interactions to earn their trust.
To Be the Best, Partner With the Best
You’re more than familiar with the concept of outsourcing aspects of your business so you can focus 100% on what you do best. You’re already great at working technology distribution channels and vetting and aligning yourself with vendors that provide the best technology and services. You do this for your customers so that you can give them the best experience possible.
Enlisting a partner for marketing Cloud services is no different than enlisting a data center or telecom partner. A Cloud marketing partner knows the industry and channel ecosystem inside and out. They keep a finger on the pulse of your target audience and emerging markets that you can profit from. And more importantly, they’re pros who live and breathe lead generation, content marketing, email, SEO, and more.
You’re good at sales. You provide great service. And you know your technology. But you simply don’t have the time or resources to reach and nurture today’s B2B decision maker throughout their increasingly complex research and evaluation process.
Today’s Cloud Customer Journey
Your customers and prospects are more self-sufficient than ever. If you don’t proactively give them the information, answers, and insight they need, they’ll seek it out on their own. And the first place they’ll turn is Google.
The Cloud customer journey includes significant research and education. Even organizations that aren’t exactly new to the Cloud can still have a long way to go to reach comprehensive digital transformation. They are on the search for trusted Cloud advisers to help them achieve their performance, savings, revenue, and security goals. MSPs that are marketing Cloud services show they can solve real business needs through targeted, valuable content — they’ll keep existing customers, and gain new Cloud seekers.
Businesses, healthcare organizations, and government sectors of all kinds are preparing to increase their investments in Cloud software, infrastructure, and services now. They plan to upgrade performance, expand service subscriptions, and increase capacity. If you don’t get in front of customers consistently by marketing your Cloud services, you’re likely to keep hearing, “Sorry, we went with another provider. We didn’t know you did that stuff.”
The Cloud is changing the customer and service provider relationship. Your customer connections have always been important, but today’s lengthy, competitive, multi-channel buyer’s journey require a level of attention and responsiveness few MSPs are prepared to deliver.
Five Pilots Leads Customers To You
You don’t have the time to create new content constantly. You don’t have the budget to hire an internal marketing team. And you don’t have the technology for marketing automation and analytics. But Five Pilots does.
Five Pilots is an end-to-end solution for generating leads and marketing Cloud services. Without you lifting a finger, your customers and prospects receive a steady stream of high-quality Cloud content. We carefully design content, emails, and interactions to educate business decision makers on Cloud benefits and opportunities — and you get all the credit.
With customized and automated marketing wrapped in your branding, we keep you in front of customers and let you know which prospects are ready for your sales call. And it all starts the day you sign up. That’s why it’s called Cloud Sales Acceleration.