Transitioning Your Business to Integrate Cloud

During the last week of February, I had the opportunity to attend Channel Partners in Las Vegas and spoke with dozens of data centers and managed service providers. I was pleased to see that cloud was the common theme of presentations and the topic on everyone’s mind.

We all know the opportunity that cloud presents and it has been repeatedly ingrained in our minds that we must include cloud in our services or risk being left behind. Most of us are already convinced, but the interesting discussions at Channel Partners was about how to be successful in selling cloud services.

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Techniques for Measuring ROI in the Cloud

For service providers, measuring data collected within your cloud environment to calculate return on investment (ROI) is a comprehensive way to numerically visualize the benefits your company gains from offering compute resources to your end users. As in any business, it is important to recognize current revenue and learn where you can widen your profits. There are many ways that service providers can measure ROI. One method isn’t necessarily better than another, but a holistic view will give you a better idea regarding the profits your business is receiving.

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Enhancing your Market to Sell Your New Cloud Service Model


After implementing a new product, it can be difficult to distinguish your new target audience and sell specifically to them. In some cases you can utilize current customers and contacts, but in others it's more difficult. Below, I pinpoint five ways to identify and establish a relationship with your target customers upon offering your new cloud service model.

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Pitching your new Cloud Service Model

Many cloud providers get hung up on highlighting the bells and whistles of their infrastructure and overlook the benefits their cloud service models can offer to their potential customers. In many cases, potential customers know that they need a cloud solution, but don’t know why or how to best utilize it for their unique business needs. Paying attention to your customers’ pain points and addressing those in your sales pitch is the easiest way to help them visualize how cloud infrastructure can augment their current business practices.

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How to use the Cloud: 3 Steps to Measure your ROI

This series has shown you how to choose a cloud environment that suits your needs, prepare for implementation and how to secure your environment, but one of the most important business tools when deciding how to use the cloud is measurement of ROI. Determining this for your cloud can be challenging because there are so many cloud variables and so many potential uses that affect the outcome of your result.

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