how to succeed in the cloud
TRANSCRIPT
Nick BhavsarModerator
Jonathan T. SassCategory Manager of Cloud Services and Software, Spiceworks
HOW TO SUCCEED IN THE CLOUDWHAT SUCCESSFUL TECH COMPANIES ARE DOING TO REACH SMBS
Today’s Discussion Topics
• SMB Cloud Services Landscape and Adoption Trends
• Unique Challenges of SMB Cloud Marketing
• What Successful Vendors are Doing
• Resources for Cloud Marketers
Once again we will be taking questions throughout the Webinar… so ask early and
ask often!
SMB IT Landscape
No IT on staff.
* Typically supported via ISPs & MSPs
1 - 19 20 - 99 100 - 499 500+
The Myth of the SMB CIO
IT
IT IT
IT
Help Desk
ISPMSP
“the IT Guy” IT Dir./Mgr.
IT
IT
IT IT
IT IT
IT IT
IT
VP of IT/Dir.
Server Mgt.Network Mgt.
IT ITServer Mgr.Network Mgr.
Types of IT Pros
IT
“the accidental IT”
IT
“the grandfather of IT”
IT
“the IT Guru”
SMB Cloud Services Trends
29%
Online Backup
Cloud Adoption
36%
Cloud Servers
52%
File Sharing
42%
Hosted Email
More information on IT Trends can be found at http://www.spiceworks.com/voice-of-it/
Unique Challenges of SMB Cloud Marketing
New Channels
New Technology
New Business Models
More information on IT Trends can be found at http://www.spiceworks.com/voice-of-it/
How to Succeed in The Cloud• Understand How to Message the Cloud• Price and Package Simplicity • Minimize the Detours on the Road to the Cloud• Leverage Usage-based Virality and End Users
From the Keyboard of an IT Pro
Understand How to Market the Cloud to the SMBRealizing Cloud ≠
Better• Cloud is a delivery model; not a value proposition
• Do not assume an IT pro see Cloud as an advantage
Value Prop: Hybrid Exchange
Value Prop: Cost
Learn more about what IT Pros are saying at http://community.spiceworks.com
Understand How to Market the Cloud to the SMBFocus on what problem your solution solves
• What pain point does your solution address?
• Focus on the functionality; not just the delivery model
Know your stuff
• IT pros can tell when you do not know what you are talking about
• Being more technical and providing details is always well received
From the Keyboard of IT Pros
Understand How to Market the Cloud to the SMBDo NOT Cloud-wash
• If your product is not Cloud do not claim it is.
• There are many gray areas… so if you are in doubt ask an IT pro or two…
From the Keyboard of an IT Pro
From the Keyboard of a Vendor Partner
Price and Package Simplicity
Pricing and Packaging Simplicity #1 Consideration: Cost & Pricing
Options
Mozy
Citrix Online
Dropbox
Pricing and Packaging Simplicity : Mozy
Intro
Pro Enterprise
Pricing and Packaging Simplicity: Citrix Online
Intro
Pro Enterprise
Pricing and Packaging Simplicity: Dropbox
Intro
Pro Enterprise
Minimize the Detours on the Road to the Cloud
Minimize the Detours on the Road to the Cloud
More information on IT Trends can be found at http://www.spiceworks.com/voice-of-it/
Minimum Length of a Free Trial
Free Trials• 62% need a free trial when buying a Cloud Services
• Partial vs. Full Functionality
Registration Forms and Credit Card Information
• Should you ask for credit card info up front?
Leverage Usage-based Virality and End-Users
Leverage Usage-based Virality and End Users
Getting IT Pros Involved
IT
Getting End Users Involved
Resources for Cloud MarketersCommunity and Social Engagement
Education
mobile
promoted follow
banner ads
Brand Awareness
product page
vendor page
green guys and gals
Cloud Services Integration
webinars
product advisers
business case generators
Enables IT pros to:
1Auto-detect your cloud services
2Set alerts, monitor and report
3Manage your service inside Spiceworks
4Provision new users/make account changes
Contact Information
Jonathan T. SassCategory Manager of Cloud Services and
Software, [email protected]