selling cloud services to smbs
DESCRIPTION
Cloud services are a reality for SMBs and they have specific needs when accessing the cloud. SMBs want to control their workspace, choose which applications to use; bring their own device (BYOD) and they require technology that enable their staff to work anywhere at any time. The SMB working environment is becoming more productive and this has brought the need for improvements to flexibility, mobility and usability; SMBs are looking for enrichment of their cloud experience and prefer to purchase cloud applications from a single trusted vendor. Currently cloud control panels are difficult to manage and lack focus on the end-user, not providing an enhanced user experience. These requirements are met with cloud applications and LuxCloud has the perfect solution to provision these services, automated and fast. When it comes to consuming cloud applications LuxCloud now has a unique product: Gateway4Cloud. More info: www.luxcloud.comTRANSCRIPT
There is nothing “small” about small and midsize
businesses (SMBs)
There are over
18.000.000 SMBs worldwide
Selling cloud services to SMBs
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There is nothing “small” about small and midsize
businesses (SMBs)
Employing nearly 197 Mio people
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Selling cloud services to SMBs
There is nothing “small” about small and midsize
businesses (SMBs)
Spending over
3$ billion on technology each day
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Selling cloud services to SMBs
The cloud: an SMB love story
6 million SMBs Worldwide
are planning to migrate more of their
IT budgets towards cloud services
in the next 12 months.
Cloud computing spending in SMBs
will reach $16 billion in 2015
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Selling cloud services to SMBs
SMBs are adopting a wider variety of cloud
services. The average number of cloud business
applications used by SMBs is growing fast.
The cloud: an SMB love story
1
4
7
2009 2012 2016
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Selling cloud services to SMBs
of SMBs experienced
improvements within six months
after moving to the cloud
The cloud: an SMB love story
80%
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Selling cloud services to SMBs
Cloud is the opportunity for SMBs
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Selling cloud services to SMBs
The Cloud is growing… your business can too!
REPUTATION BUILDER
Grow your reputation as a trusted and innovative provider adding cloud services to your
offering. Strengthen your position providing your customers with best-of-breed technology.
SAVE TIME
Benefit from fast time to market instead of spending time on implementation and deployment.
React quickly to market changes with the latest cloud applications, focus on your core business.
BUILD YOUR BUSINESS
Develop your offer with new added-value services to your existing clients and for new ones
offering them a positive first experience and expand your business.
REDUCE CHURN AND INCREASE ARPU
Up-sell and cross-sell additional services and products to your customers to maximize revenues
and increase customers retention.
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Selling cloud services to SMBs
SMBs have their own specific needs
69% of SMBs prefer to purchase cloud apps
from a single trusted provider
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Selling cloud services to SMBs
SMBs demand multiple applications.
30% have indicated a strong preference for
obtaining cloud apps as part of a package/bundle.
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SMBs have their own specific needs
Selling cloud services to SMBs
Cloud complexity is the main issue reported by
enterprises to adopt cloud services: management of
different services, SLA’s, billing, …
becomes a complex problem for SMBs
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SMBs have their own specific needs
Selling cloud services to SMBs
SMBs are looking for a ease access to their
cloud services and a familiar environment which
brings them ease of use
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SMBs have their own specific needs
Selling cloud services to SMBs
71% of SMBs are looking for
technology to enable their staff
to work anywhere, anytime Intelligence by:
SMBs have their own specific needs
Selling cloud services to SMBs
Over the years users have grown accustomed
to access and try online services for free,
they like to try and explore apps.
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SMBs have their own specific needs
Once they are used to it,
users are willing to pay to upgrade,
to have new features and functionalities.
Selling cloud services to SMBs
Gateway4Cloud: Enriching the Cloud Experience
Gateway4Cloud, a solution that allows users to buy, find
and use all their cloud applications from a user-friendly
single sign-on interface.
Gateway4Cloud is a browser-based workspace aggregator;
it integrates web hosting tools, e-mail management and all
other multi-tenant capable cloud services.
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It is designed for the end-user and optimized to bring
cloud adoption.
Selling cloud services to SMBs
Settings Tools Applications Social
Shared Folder Personal Folder
Fully customizable by the end-
user: Background, Login
picture, Group naming,
Drag&Drop tiles, …
Users manage and
access all cloud
applications from one
cloud workspace with a
single sign on.
Integrate your brand strategies in the
control panels, URL, store and all
reseller tools.
Allows users to access
to their social business
networks.
Business applications included
in the Starter Edition: Share &
Store, email marketing and
backup.
Manage cloud services
from an optimized
interface with a familiar
look & feel
Users can integrate their own
tools to develop their
personal cloud workspace.
Gateway4Cloud: Enriching the Cloud Experience
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Selling cloud services to SMBs
Accessible from multiple devices
anywhere & anytime
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Selling cloud services to SMBs
Gateway4Cloud Starter Edition
the answer to drive cloud adoption
Over the years users have grown accustomed to accessing and trying out
online services for free. Gateway4Cloud is the ultimate vehicle to let SMBs
use free applications and upsell them when they need it. The starter edition
includes three demanded services by SMBs to encourage them to use cloud
services and benefit from their advantages.
Email Marketing Share & Store Backup
INCLUDED INCLUDED INCLUDED
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Selling cloud services to SMBs
Sell cloud services through Gateway4Cloud
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Cross-selling
& Up-selling
Attracting
new customers
Improve loyalty and reduce churn
Online activities E-mailings Web optimization New product trials Case studies...
Offline activities Campaigns Mailing Set up call actions Product folders…
Online activities AdWords SEO Webinars Product trials Testimonials …
Offline activities Organize events Set up call actions Campaigns Product folders Partnerships…
Online activities E-mailings Web optimization Visual FAQ Webinars
Offline activities Organize partner/customer
events Campaigns Mailing
Go
al:
In
cre
ase
tu
rno
ver
Go
al:
In
cre
ase
sati
sfacti
on
Target: Existing customers Target: New customers
Success stories Active partner communication …
Success stories Active partner communication …
Selling cloud services to SMBs
Steps to follow
Examples of follow up campaigns: Email campaigns, focus on Gateway4Cloud Freemium products for all of your customers Up and cross sell campaigns per service or target groups Loyalty campaign on existing webhosing/domain name customer base Outbound call with specific offer or help to activate the services …
Contact your Sales Partner Success Manager to discuss how LuxCloud can help you even more.
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Introduction and
activation of free to
use applications within
G4C for your end-
users.
The message here is
loud and clear: free
cloud services
available for you to
use.
Focus on the features
and benefits of the
services.
Check Marketing &
Sales material.
Get users to get
accustomed to the
services and monitor
the use.
1 2 3 4 5
Once customers use it,
do the follow up
up-sell
Selling cloud services to SMBs
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