How To Address Your SMB IT Customers' Concerns Over Cloud Solutions

By Bernadette Wilson

Desktop-as-a-Service continues to grow as SMBs’ choice to consume apps and data, as well as to enable channel partners to become “one-stop-shops” for these IT clients. In this interview, Darrin Swan from Dell Software Service Provider Program tells Business Solutions how managed services providers (MSPs) can overcome customer objections to cloud solutions, take a layered approach to cloud security, and build monthly recurring revenue in the process.

BSM: When solutions providers offer cloud solutions, should they expect customer objections? How can they overcome them?

Anything new and unknown comes with objections. What does the cloud really offer? When partners and their customers see CloudRunner for the first time, for example, they discover an opportunity to work anywhere, anytime, and on any device. It instills the idea of freedom. It just works. Comparing how people consume cloud-based technologies everyday personally brings out the value when it comes to leveraging the cloud for work purposes.

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