In the next five years, there will be an increase of $500 billion in Cloud spend, as organizations further embrace Cloud computing, virtualization, the space people will need to host/store their applications, and the Cybersecurity practices necessary to keep these systems safe. That’s a $500 billion reason, and opportunity, to have you go out there and sell all things Cloud.
During the “Cloud, Every Organization’s New Staple” session at the 2022 Sandler Partners National Summit, I welcomed John Hardie, VP of Sales at PhoenixNAP, Todd Catlette, Global Alliance Manager with Rackspace; and Roland Zakaria, Senior Solutions Engineer for RapidScale to talk about Cloud, how we’re already solving customers’ business problems, and how to have this important conversation with your clientele, which, trust me, they are going to want to have. At Sandler Partners, we are vendor agnostic, recommending the best solutions for customers across our 200+ Provider Portfolio. These vendors provide a wonderful array of solutions and different approaches. Let’s get you grounded in this topic.
“The global Cloud computing market is expected to witness a compound annual growth rate of 15.7% from 2022 to 2030 to reach USD 1,554.94 billion by 2030”
– Grandview Research
Relationships are incredibly important, but often the person who lands the sale is a “challenger” who encourages the customer to learn something new. They do their research and are able to present, once again to the customer, ways to sequentially grow their organization’s business by showing them something they hadn’t seen before. This is bringing extra value rather than just selling a box or ticking a checklist — showing new ways to use Cloud, secure their environment, benefit from Contact Center, grow revenue, and reduce costs. These are the people who are more likely to win deals over others. This is the art of what’s possible, and when your customers have the revelations about what’s possible, that’s when you become indispensable.
Once you get the initial sale in Cloud, there is a very low churn rate. You’re in the door, and revenue will grow as the customer needs more — and they will need more. The conversation will continue, and the engagement will grow. Inversely, once an organization has a Cloud approach in place, it can be hard to move them because it’s hard to move the data. This is the opportunity, and the challenge. The Solution Provider, in a sense, becomes a part of the customer’s IT team. Data and solutions are incredibly important for the short-term and long-term health of organizations. 70% of companies wouldn’t survive if they lost data. That’s a huge responsibility and why you need to know and specify the service-level agreement that Providers offer. Blindly sending out quotes is not really an option.
The good news is you do not have to do this alone. You’re like a contractor who brings the specialists together, and Sandler Partners’ Sales Engineers can help you as well. We’re part of your team. We work with you, with Solutions Providers, and with the customer. We can be there every step of the way, from the initial call to seeing the deal through. As a Sandler Partner, you really can take advantage of the fact that Cloud is every organization’s new staple to grow your business. To get more details and hear how these Solution Providers excel, feel free to watch this program that we recorded at the National Summit. You’ll also hear more from our panelists about the additional services they can incorporate, the customer compliance issues they address (like HIPAA compliance), when they’re a good choice for your customers, and how the solution can grow into your customer’s future.
Want to learn more about the Cloud, the support you can receive from the Sales Engineering team, or hop on an initial orientation call – email me directly at [email protected]. You can also learn more about the team by visiting the Sales Engineering page on our website, or reach out to [email protected] and we’ll get right back to you!
Gerry Davis is the Senior Vice President of Sales Engineering. Gerry leads the Sales Engineering team at Sandler Partners and works hands-on driving education within our Partner community, driving revenue through customer discoveries, and developing customer facing solutions with our agents. Leading technology authority and subject matter expert–a position he maintains with infinite curiosity, and shares with tangible excitement.