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Unlocking Cloud Sales for Value Added Resellers
by Mikey Pruitt on Nov 20, 2024 5:45:00 AM
Experiencing sluggish cloud sales? Struggling to articulate the real benefits of cloud services to your customers? Value Added Resellers (VARs) face these challenges daily, but there's a silver lining. By honing in on the specific advantages and crafting a message that resonates, you can unlock a new level of success in cloud sales.
The Cloud Confusion
For many customers, the cloud remains a nebulous concept, shrouded in technical jargon and ambiguity. This lack of understanding breeds skepticism, which is often the first barrier VARs must overcome. The second challenge is the perceived lack of security and control over data - a major concern in today's cyber-threat landscape.
The Clarity Solution
The key to overcoming these hurdles? Clear, demystified communication that highlights the tangible benefits of the cloud, backed by robust data and real-world applications.
Decoding the Jargon
Speak their language: One of the primary issues VARs encounter is the "technical talk" that goes over clients' heads. Break down the cloud services into simple, relatable benefits. Think in terms of efficiency, cost savings, scalability, and security.
Use cases are king: Present real-world scenarios where cloud services have transformed businesses. Data points showing improved productivity or cost reductions are particularly compelling.
Security Concerns Addressed
Tackle the security myth head-on: Many clients fear the cloud is less secure than traditional on-premise solutions. Arm yourself with the latest statistics and case studies that demonstrate the advanced security measures cloud providers implement, including automatic updates, advanced threat detection, and multi-layered security protocols.
Compliance as a selling point: With the increasing complexity of regulatory requirements, cloud services often offer automated compliance solutions that can be a huge relief for businesses. Highlighting this can shift the perspective from security concern to security advantage.
Value Proposition Crafting
Cost-Benefit Analysis: Present a clear comparison between the traditional IT spending model and the cost-efficiency of cloud services. Remember, businesses are keen on seeing how investments directly affect their bottom line.
Future-proofing: In a rapidly evolving tech landscape, the scalability of cloud services means businesses can adapt more swiftly. Illustrating this flexibility can be a significant selling point for clients looking to future-proof their operations.
Leveraging Testimonials and Data
Success stories: Testimonials from similar-sized businesses or industries can lend credibility to your pitch. Success stories should focus on concrete metrics, such as cost savings, enhanced security, or increased operational efficiency.
The power of numbers: Whenever possible, use precise data to back up your claims. A report showing a 40% reduction in downtime for businesses adopting cloud services can be more convincing than generic statements about improved reliability.
Engaging the Decision Makers
Understanding their priorities: Tailoring your pitch to address the specific pain points and goals of the decision maker in your client's organization is crucial. Whether it's the CEO's focus on cost reduction, the CTO's on innovation, or the COO's on efficiency, make sure your message resonates with their top priorities.
Demonstrations and trials: Offering demos or trial periods for cloud services can move the needle from consideration to decision. Experiencing the benefits firsthand can dispel doubts and showcase the ease of integration and immediate value.
Final Thoughts
Unlocking cloud sales in the current market requires a blend of clear communication, targeted benefits, and strategic engagement. By addressing common misconceptions about the cloud head-on and highlighting the specific, tangible advantages, VARs can significantly improve their sales outcomes. Remember, it's about translating the technical into the practical and demonstrating undeniable value to your clients. With the right approach, the cloud's potential becomes not just a part of the conversation but a compelling reason to act.
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Your sales are stalling and customer complaints are mounting—what's the issue? It turns out, the complexity of your IT and cybersecurity offerings could be alienating your market. But what if there was a way to cut through the noise, simplifying your portfolio to directly address customer needs and boost satisfaction? Enter the power of streamlining solutions.
Every value-added reseller (VAR) knows the struggle: the cybersecurity market is crowded, and customer needs are constantly evolving. How do you ensure your product offerings not only meet but exceed what clients expect? The key lies in disrupting the traditional sales model by fostering innovation in your approach to product development and vendor partnerships. This piece dives deep into the pressing issues VARs face in the IT and cybersecurity ...
Cybersecurity professionals wrestle with two formidable issues: invisible threats slipping through the cracks and convincing clients of the value of comprehensive security monitoring. The antidote to these struggles is clear: visibility.
Hi, I'm Mikey, I'll be your guide.
With years of industry experience, my mission is to empower VARs like you with cutting-edge insights and tools that drive growth and profitability.
At DNSFilter, we are committed to not just providing exceptional cybersecurity solutions, but also fostering strong, supportive partnerships with our resellers. Our goal is to ensure that you not only succeed but thrive in this competitive market. Let's connect and explore how we can elevate your business together.
Want to learn more about our Partner Program?
Benefits You'll |
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Easy IntegrationAdd value to your clients quickly with DNSFilter’s seamless integration. |
Financial IncentivesPerformance rewards that recognize and appreciate your hard work right from the start. |
Enhanced SecurityProvide top-tier cybersecurity protection to your clients with advanced threat defense. |
How it Works |
Step 1: Meet your CAMStart by meeting your dedicated channel account manager who will be your primary point of contact. They will guide you through the DNSFilter partnership process and ensure you have all the support you need. |
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Step 2: We Handle the DetailsOnce you're on board, we take care of all the setup and operational details. From integration to training, our team ensures a smooth transition and setup so you can focus on what you do best. |
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Step 3: Collaborate and SellWith everything in place, it's time to start selling. Collaborate with us on strategies, access marketing materials, and receive ongoing support to effectively market and sell DNSFilter products to your clients. |
What Your Clients Get with |
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Threat Prevention | Application Control | Data Export | API Integration |
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AI Classification | Roaming Protection | Single Sign On | Granular Policies |