Mike Fraser is the CEO of VDI Space and contributor to the Recovery Zone.
Every prospect you want to target must have a business case to drive cloud solution opportunities. These business cases are what will drive cloud sales, and help with management of cloud sales cycles. Business cases are specific to a type of cloud solution and are broken down into specific areas of a business.
When it comes to business continuity, the driving business cases are plentiful, but the main cases are: aging backup equipment, inadequate backup solutions (these cause downtime and loss of productivity), regulations and audits from businesses or government agencies (these often require secure off site backup and recovery as part of their compliance requirements), and finally (and one of the biggest), untested backup solutions that can’t guarantee recovery.
The main driving factor behind an immediate need for business continuity is usually the pain a prospect may have recently felt due to data loss or a lengthy recovery. The goal is really to identify the main pain points while being as specific as possible, and making sure you home in on those pain points while they’re real and fresh in your prospect’s mind.
Overall, the business case must be addressed from the beginning of each opportunity. This defines the opportunity realistically so that you can properly manage your prospect’s expectations as well as your own and, in the end, understand exactly what your client’s needs are. After you understand the needs, you can define the call to action, which should help illustrate the urgency of the business case to the prospect.
The next step is to create a priority list of all of the business cases you need to solve, and the estimated time frames for solving them. All of this will help create a plan with the prospect, which helps to establish credibility as well as build the relationship with the customer to show you actually care about their business, and that you’re not just trying to sell to them. In the end, you’re a technologically enterprising, relationship building, problem solving, value adding, knowledge giving business, and those traits combined will drive your cloud business forward