How to succeed in the cloud

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, Spiceworksjonathans@spiceworks.com