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What strategies can you use to overcome resistance to cloud solutions?

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Cloud solutions offer many benefits for businesses, such as scalability, flexibility, cost-efficiency, and security. However, not everyone is ready to embrace the cloud, and you may encounter some resistance from potential customers who have doubts, fears, or misconceptions about moving to the cloud. As a sales engineer, you need to understand the sources of resistance and use effective strategies to overcome them. Here are some tips to help you convince your prospects that cloud solutions are the right choice for their needs.

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1 Identify the pain points

Before you pitch your cloud solution, you need to identify the pain points of your prospect and how they relate to their current IT infrastructure. What are the challenges they face with their legacy systems, such as performance, reliability, maintenance, security, or compliance? How do these challenges affect their business goals, such as growth, efficiency, innovation, or customer satisfaction? By asking open-ended questions and listening actively, you can uncover the root causes of their problems and show empathy for their situation.

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2 Demonstrate the value

Once you have identified the pain points, you need to demonstrate how your cloud solution can address them and deliver value for your prospect. You can use various methods, such as case studies, testimonials, demos, or trials, to show how your cloud solution works, what benefits it offers, and how it compares to other options. You should also quantify the value of your cloud solution, such as how much time, money, or resources it can save or generate for your prospect. You should also highlight the competitive advantages of your cloud solution, such as its unique features, functionality, or quality.

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3 Address the objections

Even if you have demonstrated the value of your cloud solution, you may still face some objections from your prospect, such as security concerns, lack of control, compatibility issues, or migration costs. You need to anticipate these objections and prepare effective responses that can overcome them. You can use facts, data, or evidence to counter the objections and dispel any myths or misconceptions about the cloud. You can also use positive reframing, such as showing how the cloud can enhance security, increase control, improve compatibility, or reduce costs in the long run.

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Richard Hillstead

15 years of SaaS Sales Experience
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,.................................................. Richard ...............Cloud based companies spend millions so the question is what does a typical business spend???

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4 Involve the stakeholders

One of the challenges of selling cloud solutions is that you may have to deal with multiple stakeholders who have different roles, interests, and opinions about the cloud. You need to identify the key decision-makers and influencers in your prospect's organization and tailor your message to each of them. You should also involve them in the sales process, such as inviting them to demos, trials, or meetings, and soliciting their feedback and input. By engaging the stakeholders, you can build rapport, trust, and consensus among them and increase the likelihood of closing the deal.

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5 Provide support and guidance

Finally, you need to provide support and guidance to your prospect throughout the sales process and beyond. You should follow up with them regularly and address any questions or concerns they may have. You should also provide them with resources, such as white papers, webinars, or blogs, that can educate them about the cloud and its benefits. You should also help them plan and execute a smooth and successful migration to the cloud, such as providing training, documentation, or technical assistance. By providing support and guidance, you can ensure customer satisfaction and loyalty and generate referrals and repeat business.

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Ajit Malangi

Senior Solutions Consultant | SASE & SD-WAN Evangelist | IT Strategy & Digital Transformation
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Resistance is futile - both from an end user's perspective as well as from a vendor perspective. A proof of value is the best way to truly illustrate the adoption of best practice principles in a hybrid working environment where productivity enhancements and ROI can be demonstrated keeping all stakeholders right from the CIO, IT manager, end users, risk management personnel and procurement happy. Let the games begin.

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6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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Tony Mackevicius

Global Leader | Co-Founder | Advisor | Innovator in Data Monetization, Data Protection & Quantum-Resistant Cryptography | Sustainable IT Advocate
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I agree with JP here. Cloud implementations need to be built with an edge strategy to address latency issues. Applications should be developed to run deep analysis at the cloud and then cache and provide analytics at the edge. This is the only way that latency can be addressed.

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JP Corriveau
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Show a connection to critical on premises infrastructure for executives. No amount of CPU or storage can help with network lag.

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What strategies can you use to overcome resistance to cloud solutions?

1

2

3

4

5

6

1 Identify the pain points

2 Demonstrate the value

3 Address the objections

4 Involve the stakeholders

5 Provide support and guidance

6 Here’s what else to consider

Sales Engineering

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What strategies can you use to overcome resistance to cloud solutions?

1

2

3

4

5

6

1 Identify the pain points

2 Demonstrate the value

3 Address the objections

4 Involve the stakeholders

5 Provide support and guidance

6 Here’s what else to consider

Sales Engineering

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