In today’s climate of doing more with less, cloud communications makes a compelling business case. Yet some organizations do not understand the value of cloud, which means that cloud communications providers are tasked with educating their prospects about the benefits.
The Cloud Communications Alliance (CCA) recently released a how-to guide designed to help cloud communications providers grow their businesses. The guide, titled “Starting the Conversation: Effectively Selling Cloud Communications to Enterprises” provides insight into strategies that cloud communications providers can utilize to gain a competitive edge in a market that is closely evaluating which cloud solutions to invest in.
While the cloud communications market is steadily growing, the market holds significant opportunity for cloud providers that employ certain sales strategies, according to Joseph Marion, president of the CCA.
“There’s no doubt the cloud communications market is growing, but it could be growing so much more. We feel there’s a tremendous opportunity for providers to take advantage of this growth, but it may require a shift in the way that these organizations do business,” Marion said in a statement. “By referring to the strategies outlined in this how-to guide, cloud communications providers will be better equipped to accelerate their sales growth within enterprises.”
The how-to guide addresses a myriad of important topics, including the following:
Giving enterprises a reason to buy cloud communications solutions – particularly enterprises that may be heavily invested in traditional telecommunications technology.
Areas of opportunity for providers, including specific vertical markets, “partial” and “transitional” cloud environments, within premise-based systems, mobile and more.
How to appeal to customers’ basic needs and make them see how cloud communications solutions can help them.
The pros and cons of owning versus renting.
The benefits of CAPEX versus OPEX (News - Alert).
The small- to medium-sized business (SMB) faces many of the same challenges faced by its larger competitors. The difference for the SMB is often in the availability – or lack thereof – of resources necessary to overcome these challenges, reported TMCnet’s Susan Campbell. With the migration to cloud communications solutions, however, the SMB can beef up its arsenal and leverage many of the tools needed to effectively compete that were once financially out of reach.