Como você pode vender com sucesso soluções em nuvem para clientes que investiram em soluções on-premise?

I guess the easiest way to start the clients cloud journey is to start with backup to the cloud solutions and once the customer experience the ease of cloud it will be easier to move other services to the cloud.

How about checking with the customer if they have a “cloud first strategy” in place at all and how is that defined and what does that include? Have they already started the cloud journey by moving some of the on-premises applications? Do they understand the difference between “lift and shift” and “cloud transformation”? These are some of the questions I would ask to start with.

Theres a place for both to co-exist, I always went with the methodology that you offload what you can to the cloud and in-house applications that need time sensitive access to data. Why pay extra costs for power, cooling and hardware maintenance when this can be offset to a DC specialist that can carry those burdens for you. Tier your applications, where you can transition what you don’t need on-premise migrate it to the cloud.

I really found out that specially within startups and high growth companies with highly variable transactional numbers across their day to day operation, the On-prem approach transform into the bottle neck for their operation as caps on transactions per second or minute to not overload On-prem capacity.

Use MEDDPICC throughout the process to help you and your interested party to focus on what moves the needle within their business. This will ensure you cover all the basics at each stage. Don't just identify the pain points, indicate your understanding of them, and implicate the impact of not addressing them. What is the implication of not acting on the issues? The cloud offers rapid access to new solutions, rapid deployment, and rapid updates reduces security risks. What is the revenue risk to the business if they don’t adopt cloud? Who do we engage with to understand the hurdles we need to cover to advance forward? TIP: Engage with security early. Ensure they are onboard. Don't bypass this step. It is a great qualifier / time saver.

I think it is crucial to focus on understanding the customers perspective deeply and validate why they see cloud critical. Then highlight what they have done right and acknowledge their perspective on why they’ve built on premise until now. Only after that you can map benefits of cloud solutions to their pain points and disarm their critical perspective on cloud.

Even before the pain points, understand what the business goals and objectives are and what they need to achieve. Then explore the pain around why that is happening. Starting from the stance of Onprem v Cloud jumps to a problem diagnosis without complete context of the issue.

Discovery conversations help to get the required information about your prospect’s / customer’s challenges, problems or potential for improvements. Depending on whom you are speaking with, the Technical Qualification could start during the same engagement. In my experience, the Technical Qualification is the most important step to form a successful close plan and therefore to understand: - compelling event & customer objective - if you have a solution / product / service to fulfill the requirements - technical decision making process - people involved in the technical decision making process - complimentary timeline for the technical decision making process (as part of the entire selling process) - competitors you are competing against

In my opinion it is crucial to provide a clear picture of how the transition can look like on this phase. No one wants to rip out their system from today to tomorrow. They want to know how to smoothly transition from on prem to cloud and how they can get their employees on board. - clear migration path - change management - support strategy

Value proposition that addresses their pain points and transformation needs plays a major role, but to realise ROI an entire organisation has to adopt, so cloud organisations have to invest in resources to help customers adopt.

In a recent consulting engagement, I had a prospect that was struggling with system downtimes and limitations in scaling their operations. By delving into their challenges, we emphasized the advantages of cloud solutions, emphasizing how scalability and remote accessibility could tackle their pain points. To ease their hesitations, we shared success stories of other manufacturing companies that smoothly transitioned to the cloud, showcasing improved operations and seamless migration. I firmly believe success lies in the willingness to extensively explore case studies, ensuring a foundation of comfort and confidence before making that significant leap towards adopting innovative solutions.

Show the journey. Show the impact that can be achieved. Show how quickly it can be achieved. Make sure the is a decent initial impact but that doesn't take months to realise.

Offer a detailed cost-benefit analysis comparing the current on-premise setup with the proposed cloud solution, illustrating potential savings and value added.

J'insisterais davantage sur les principaux freins identifiés par les clients à l'adoption du Multicloud, qui sont : 1. La localisation et donc la protection de leurs datas 2. La predictabillté des coûts 3. Le "Cloud vendor locking"

Best way to do this is to head them off before they bring them up themselves. What are the typical concerns you have encountered in other deals? Table them earlier in the process. " I'm happy to give you the pricing but before I do its worth letting you know we are very expensive but those that have worked with us have achieved XYZ level of impact from doing so. I feel like that's something you would want for yourselves? To able to do that will require an investment of £xxxxxx"

Suggest a phased approach to cloud adoption, starting with less critical applications or workloads and gradually moving more functions to the cloud. Or, If possible, provide a trial period or a proof-of-concept phase to let them test the cloud solution in their own environment.

Ensure your champion is engaging the right people early in the process. Establish who the Economic Buyer is. If you run a PoC be sure to gain agreement on what constitutes success. Create a MAP (mutual action plan) to keep everything on track. Share this with key stakeholders and use it to focus on the outcomes required to move the project to sign-off. This is also a great way for your champion to manage the steps needed on their side. Engage Customer success in the sales process early on to build wider rapport.

Proof of IMPACT. But don't do it blindly. Formalise it in an agreed and signed statement of works, what the outcomes will be how they will be measured, what constitutes the end of the period. Who on the customer side will be involved (get specific named resources and time commitments). Nothing kills deals quicker than proceeding without having this in place.

Organiser le témoignage d'un ou plusieurs autres clients ayant adopté vos solutions cloud avec succès peut aussi être un bon vecteur de communication.

One thing with cloud that is often overlooked is the cost of scaling. When going into the cloud, you need an exit strategy. Egress can be shocking. 1. A cloud experience can be in your own data center 2. Hybrid is the best of both worlds…

Follow up, multi-thread. Always book the next meeting from the current meeting. You can always move it. This about maintaining momentum not "just checking in"

Ensure them of ongoing support and partnership throughout the transition and beyond, reinforcing your commitment to their success.

everything that was highlighted here is important, the bottom line is to be transparent with the customer- understand the pain point, what are they trying to achieve next and whats the compelling event, being a trusted advisor is key in a transformation process and not try to position SKUs and different products just to tick a box

Como Cloud Computing atende os mais diversos públicos, foque sua prospecção em um Nicho de clientes parecidos. Dessa forma, você observará que as dores e as aplicações vão acabar se repetindo, o que facilitará você a fazer perguntar mais assertivas, solucionando as dores do cliente e acelerando o processo de migração para Nuvem!