6 Steps to Being A Cloud-Ready Partner

In the last 3 weeks, we have discussed topics surrounding the explosion of Digital and how real the situation really is. Digital is upon us and is here to stay. It is neither a trend nor a hype. It is a transformative phase that impacts us all.

We took the opportunity to uncover "The 3 Drivers of Digital Transformation" and compared the differences of a "Traditional vs Cloud Channel Partners".

This week, it becomes second nature to share the 4 steps to being Cloud-Ready as a Channel Partner selling Cloud solutions. Being Cloud-Ready as a Cloud Partner does not mean selling and supporting Cloud licenses only. There are deeper scopes to be dealt with such as Strategy, People, Process and Tools.

Today's article suggests 4 important steps that you should consider taking first before jumping onto the bandwagon of selling Cloud solutions.

STEP #1 - MINDSET

I'm a staunch believer that Mindset controls our behavior and words. In the context of Cloud, our believes in acquiring happy customers would need to scale to acquiring fans! Fans would love your brand, the way you do business and who are extremely willing to refer your business whenever the opportunity calls for it.

And this becomes extremely important in a Cloud business.

Why?

One of the key success indication of a great Cloud Partner is churn rate - the annual percentage rate at which customers stop subscribing to a service. Or some would prefer to use renewal rate as a measurement.

Either way, it is about building an annuity business out of Cloud solutions. The lower the churn rate, or the higher the renewal rate, the better the "stack up" effect will be for your business.

STEP #2 - IDENTIFY TOUCH POINTS

Understanding the business' internal process on where the various touch points of the organisation to the outside world would be a good starting point. This includes the receptionist, sales people (both inside and outdoor), the accountant who chases for payment, etc...

The basis of doing this is to make sure we understand possible strengths and risks of those in touch with customers and identify gaps that may be detrimental to customer experience.

STEP #3 - HAVE A CONVERSATION WITH EXISTING CUSTOMERS

While we may not be able to speak to hundreds of customers, it would make sense to at least speak to those who are important and strategic to you. Find out :

1) What their current experience with your team is and areas that would make them a fan out of your brand ;

2) Where they are when it comes to Cloud adoption and what their future plans might be ;

3) Where their business are heading to in the next 3 - 5 years.

Taking this step not only shows you are concern about their business, but it also allows you understand where your gaps are when it comes to instituting optimum experience and solutions to these set of customers.

STEP #4 - IDENTIFY GAPS

Summarize the findings you have at the end of the conversation with the customers. Identify and source or build the additional products you will need to offer in order to retain your existing customer base, as well as to expand your market focus.

Build complimentary services or training offerings, such as consulting services, managed services etc...

Understanding this gap is a crucial step in ensuring you have both the resources, skills, services and solutions to sustain the long term partnership with the customers.

STEP #5 - SET UP INFRASTRUCTURE

Put in place the additional marketing, operations and sales infrastructure needed to have a smooth and quick gain in market share. In Cloud, the average per order size will be significantly smaller but the frequency of transaction are a lot more. Sales would need to be more customer-centric and marketing more laser focus in targeting prospects.

STEP #6 - FORM A PLAN

Last but not least, nothing else matters if there is no execution and monitoring. Form and execute an effective Cloud Transition Plan that everyone in the organisation is consistently aware of.

"Becoming Cloud-Ready is not as simple as signing an agreement to sell and support a Cloud solution set. Rather, it requires careful background understanding on the customers' current and future sentiments and how your organisation will be able to help them in their quest for Cloud adoption.

- Cherry B

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Becoming Cloud-Ready is not as simple as signing an agreement to sell and support a Cloud solution set. Rather, it requires careful background understanding on the customers' current and future sentiments and how your organisation will be able to help them in their quest for Cloud adoption.

Have you come across different forms of Cloud Readiness approaches? We would certainly love to hear from you. Please share with us.

Cherry-O!

#Consideration