Many agents are struggling to get into the cloud — we see this problem all the time as a master agency. The easy way for agents to digest cloud is to grasp that it’s not necessarily about jumping into a full cloud strategy. Rather, it’s more important to think about how to connect customers to the cloud through secure cloud connectivity solutions.
Think of it this way: customers are already working with their IT staff to deploy a cloud strategy. Whether it be Azure, AWS, or Google Cloud — most businesses are deploying some type of service from these three providers, and there is an opportunity for the agent community to help manage and navigate this experience.
Rather than focusing on the cloud deployment, agents can “ease in” to the conversation by helping their customers purchase better cloud connectivity, which is a conversation they are already comfortable having.
I recently had a conversation with Matt Wilson at Cologix that underscored this strategy for agents. Cologix has products that connect directly to Azure, AWS, and Google Cloud all around the U.S. Sourcing cloud connectivity from a carrier hotel where every carrier is lit and on net in the data centers provides enterprise customers a fast, reliable and easy way to add an additional network node to their existing network infrastructure. By doing this, customers get a direct private connection to cloud through a Cologix data center, thereby limiting the number of hops to their cloud provider.
Having the Cloud Conversation
The agent community should feel comfortable having conversations with customers about cloud, and asking questions like, “What is your cloud business strategy today?” When the customer answers with one of those three cloud providers, the agent will then be able to help the customer build and deploy cloud connections using Cologix’s Cloud Connect solution which is an easy one to sell.
Why do customers want a managed cloud connection in the first place?
For agents, that will be relatively easy to point out: private cloud connectivity solutions are more secure, reliable and efficient than using standard internet connections to support Azure, AWS and Google Cloud. End users will see a dramatic improvement in performance. Additionally, the security of a Cologix cloud connection, and the agent’s support, is the deal-sealer. Some key selling points include:
- Enterprises interested in public cloud applications can choose direct onramps to these services that bypass the public internet.
- Cologix enables direct connect cloud solutions within the data center. This means the cloud is a cross connect away.
- You are simplifying the process of connecting to the cloud for your customers.
- Your customers get simpler and better connectivity options through a data center provider like Cologix.
Once agents stop thinking that they have to sell AWS, and start thinking about selling secure, managed connections like Cologix’s Cloud Connect, the approach to the cloud suddenly becomes easier. Talk to Innovative today to learn more about how to succeed in cloud sales.