Selling Cloud: the Biggest Customer Objections to Cloud and Managed Services – How to Answer Them

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Selling cloud in the era of COVID-19 pandemic has become a bit easier as many companies are now trying to reorient their IT estates to the realities of our time. Corporate entities are beginning to craft and fast track their cloud adoption strategies.

To remain competitive, companies are launching a lot of digital transformation and IT infrastructure modernization initiatives. In other words, visionary companies now recognize the need for digitization. Digitization is not just a change in automation, it’s the impact on the individuals and departments adopting the solution. Cloud, whether public, private, or hybrid, is central to the success of those initiatives. However, this does not mean that there are no objections to the cloud or even managed services.

In this article, we will have a look at the most common objections to the cloud or managed services that a salesperson may face while trying to sell cloud to potential clients. Being knowledgeable in this area is key to landing great deals for your employer as a salesperson.

Selling Cloud – The Most Common Objections to Cloud and How to Answer them

In sales especially when it comes to selling cloud, a common and initial objection is regarding the security of workloads or visibility into the entire cloud environment. You will often hear people, even the technology savvy, say we don’t know what happens in there. Who is in control of our data? If there is a breach, who handles the remediation? Nevertheless, this doesn’t mean that CIOs or CFOs have given up on procuring cloud services.

Your mission is to highlight the type of technology and security tools you are offering. Emphasize the different security capabilities that the cloud providers possess. For example, cloud providers such as Amazon Web Services (AWS), Microsoft Azure, Google Cloud Platform (GCP), etc., have tens of thousands of racks of Firewalls whereas the company you are prospecting may have all their workloads sitting behind a single Firewall. The major cloud providers spend billions of dollars annually building new security solutions and automation processes. So, unlike the on-premise security implementation, the cloud has a very robust security footprint. Where data protection and privacy remain a major source of concern, you can offer to move workloads like storage, compute, applications, etc, to the cloud. Active Directory (AD) can be on-premises.

Use the Concept of Time to Support your Argument

You can also use the concept of time to bring out your points to allay their fears. It is also said that there was a time you used to convince people to use electricity. There was a time you used to convince people to use the Internet, And now is the time to convince people to use the cloud. Today, nobody would consider running a business without the internet but 20 years ago, that was insane.

The Biggest Customer Objection to Managed Services and How to Answer Them

One of the most common objections to managed services by customers is that “We are happy with what we have”. The truth is that they seem happy with what they have mainly because they didn’t know about the other alternatives. To answer such an objection, you can use the concept of time in another form.

You get to educate your customer about time as in:

  1. Do you want me to fix it after it breaks or before it breaks? So, preventive maintenance is what it ought to be.
  2. Do you know that your organization makes more money when your servers are up and we make more money when your servers are up? So, a win-win situation. In other words, all parties have got the same goal so you are not facing each other.

Above all, you must know who to target. Always talk to the top management especially the CEOs, CIOs, and CFOs because they are the decision-makers. The CEOs and CIOs have the budget whereas the CFOs are interested in cost savings. In selling cloud, these are your main target individuals.

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