Four Easy Steps to Boost Cloud Sales

First published: March 9, 2020

Updated: February 5, 2025

We all know how the cloud computing industry has revolutionized the way businesses operate, offering unparalleled scalability, flexibility, and cost-efficiency. However, selling cloud solutions is not as straightforward as selling traditional products or services. The complexity of cloud selling requires a deeper understanding of your customers, a methodical and strategic approach to sales and marketing, and a strong partnership with your Cloud Service Provider (CSP). In this blog, we’ll explore how increase cloud sales by focusing on your customers’ needs and leveraging the resources available through Opti9.

1. Know Your Customer

To increase cloud sales, understanding your customers is not just a best practice—it’s a necessity. The cloud market today is highly competitive, and customers are more informed than ever before. To succeed, you need to go beyond surface-level knowledge of their industry and reasons for purchasing. You must delve into their buying and decision making processes as well as any key stakeholders involved.

Understand Their Industry and Pain Points

Every industry has unique challenges and requirements when it comes to cloud adoption. For example, a healthcare organization may prioritize data security and compliance, while a retail business might focus on scalability and customer experience. By understanding the specific pain points and priorities of your customers’ industries, you can tailor your solutions to address their needs effectively.

Map Out Their Buying Process

The cloud buying process is rarely straightforward. It often involves multiple stakeholders, including IT teams, finance departments, and C-level executives. Each stakeholder may have different concerns and personal agendas or evaluating cloud solutions. For instance, IT teams may focus on technical capabilities, while finance teams are more concerned with cost and ROI. By mapping out the buying process and identifying the key decision-makers, you can tailor your messaging and approach to resonate with each stakeholder and increase cloud sales. 

2. Recognize the Shift in Buyer Behavior

The traditional sales pitch is no longer effective in the cloud market. Today’s buyers are more independent and prefer to conduct their own research before engaging with vendors. They rely on industry peers, forums, and case studies to inform their decisions. In fact, by the time a customer reaches out to you for a quote or proposal, they are likely already well-informed and serious about making a purchase.

To adapt to this shift, you need to align your sales and marketing efforts with your customers’ behavior. Instead of focusing on your product or service, organize your campaigns around the customer’s decision-making journey. Pinpoint the different stages of their journey—awareness, consideration, and decision—and provide valuable content and resources at each stage. For example, during the awareness stage, you might offer educational content such as whitepapers or webinars. In the consideration stage, you could provide case studies or product comparisons. By being a helpful resource throughout their journey, you can build trust and position yourself as a thought leader in the cloud space. Make sure you check out our resources in the Opti9 Partner Portal.

3. Organize Your Sales and Marketing Campaigns Around Customer Behavior

In the new era of cloud sales, customers only come to you when they are ready to buy. To increase cloud sales, you need to be prepared to engage with them at the right time with the right information. Here’s how you can organize your sales and marketing efforts to align with customer behavior:

Create a Customer-Centric Content Strategy

Your content should address the specific needs and concerns of your target audience at each stage of their buying journey. For example:

Awareness Stage: Focus on educational content that highlights the benefits of cloud computing and addresses common pain points. Blog posts, infographics, and explainer videos are great formats for this stage.

Consideration Stage: Provide more detailed information about your solutions, such as product demos, case studies, and comparison guides. This helps customers evaluate your offerings against competitors.

Decision Stage: Offer personalized consultations, free trials, or proof-of-concept demonstrations to help customers make a final decision.

Leverage Data and Analytics

Use data and analytics to track customer behavior and identify patterns in their decision-making process. For example, you can use website analytics to see which pages or resources are most frequently visited, or track email open rates to gauge interest in specific topics. This data can help you refine your content strategy and focus on the areas that resonate most with your audience.

Personalize Your Outreach

Personalization is key to building relationships with potential customers. Use the information you’ve gathered about their industry, pain points, and buying process to tailor your outreach. For example, if you know a customer is concerned about data security, you could send them a case study highlighting how your solution has helped other companies in their industry improve security.

4.Take Advantage of Your CSP

Opti9’s Partner team is one of your greatest assets in the cloud sales process. They have in-depth knowledge of our cloud platform and can provide valuable resources to help you grow your business. Here’s how you can leverage your partnership with us further:

Collaborate on Joint Marketing Campaigns

Like many CSPs, Opti9 offers joint marketing programs that can help you generate leads and increase brand visibility. These programs often include co-branded content, webinars, and events that allow you to showcase your expertise and solutions to a wider audience. By participating in these campaigns, you can tap into our customer base and reach potential customers who are already interested in cloud solutions.

Access Technical Expertise

Your CSP can provide technical support and expertise to help you address complex customer requirements. For example, if a customer has specific compliance or security needs, we can help you design a solution that meets those requirements. This not only enhances your credibility but also ensures that you can deliver on your promises.

Stay Informed About New Features and Updates

Cloud platforms are constantly evolving, with new features and updates being released regularly. Your CSP should keep you informed about these changes and help you understand how they can benefit your customers. By staying up-to-date on the latest developments, you can position yourself as a knowledgeable and forward-thinking partner.

Co-Create Customer-Centric Campaigns

Work closely with your CSP to design campaigns that resonate with your target audience. For example, if your customers are interested in learning about cost optimization, you could collaborate with your CSP to create a webinar or workshop on this topic. By combining your industry knowledge with your CSP’s technical expertise, you can deliver campaigns that are both relevant and impactful.

Conclusion

Selling cloud solutions requires a customer-centric approach that goes beyond traditional sales tactics. By understanding your customers’ industries, pain points, and buying processes, you can tailor your solutions and messaging to meet their needs. Additionally, by leveraging the resources and expertise of your Cloud Service Provider, you can enhance your credibility, generate more leads, and close more deals.

In the fast-paced world of cloud computing, staying ahead of the curve is essential. By focusing on your customers and building strong partnerships, you can position yourself for long-term success in the cloud market. Remember, the key to winning in cloud sales is not just about selling a product—it’s about building relationships, providing value, and being a trusted advisor to your customers.