This new ModernMSP video examines two sides of the same coin:
- How to translate Azure into managed services with powerful business outcomes for customers
- How to turn it into a profitable business process for your company
When you’re done watching, you can read the three lessons we learned below!
Three Lessons for Selling Azure as a Service
1. Rethink the way you sell Azure
“There’s between 800 and 1,000 services, so it’s hard to really wrap it around just one thing. We basically try to take it and custom-fit it for what our customers’ needs are.”
Instead of focusing on selling customers the enormous number of things they can do with Azure, sell them on the value of a service they can use to drive specific business outcomes.
2. Build in Bundled Services
“We need to go and talk to our customers about how we get everything that’s sitting in Azure and we turn it into a solution. So, we need to bundle.”
Designing a true solution is not a one-and-done offering. Bundle related services to provide customers ongoing value that help them achieve their goals and differentiates your business.
3. Use customer problems to design and sell solutions
“If you go to a customer and say, ‘Hey, you need to move your enterprise vault and your online archives to Azure because x, y, and z,’ …they’re going to take the time to invest in you because you’ve actually taken the time to figure out the hard part for them.”
Describe problems and situations that resonate with customers. Demonstrate you have both the knowledge and resources to help them.