Sales and marketing of a “Multicloud” solution in practice

In this earlier piece on the online marketing of multicloud solutions, we have already discussed what multicloud is, why it is an interesting proposition and why knowledge of multicloud is an important element of the marketing and sales process. That doesn’t get us there yet, because how do you then approach the marketing of multicloud solutions in practice? We address that question in more detail below.

By following these steps, you can assess the performance of your online marketing for your multicloud proposition and make adjustments where necessary to achieve better results.
As a seller of a multicloud proposition, there are several ways to find leads. Here are some suggestions:

Networking and events: Attend industry events, conferences, trade shows and seminars focused on cloud computing, IT or digital transformation. This provides opportunities to meet potential customers, network and generate interest in your multicloud proposition.

Online presence: Make sure your employer has a strong online presence with a well-developed website and active presence on relevant social media platforms. Optimize your online presence for search engines (SEO) to be found by potential customers looking for multicloud solutions.

Content marketing: Create and share valuable content such as blogs, white papers, case studies and e-books that focus on the benefits and challenges of multicloud. This attracts potential customers and positions your employer as an authority on multicloud solutions.

Partner relationships: Work with other companies that offer complementary services, such as systems integrators, cloud service providers or IT consulting firms. These partnerships can lead to referrals and joint marketing efforts to generate leads for the multicloud proposition.

Lead generation through advertising: Use online advertising platforms such as Google Ads, social media ads or targeted email campaigns to generate leads. Be sure to use targeting options to focus your ads on specific audiences interested in cloud solutions.

Lead generation through gated content: Offer valuable content, such as white papers or e-books, that requires potential customers to leave their contact information. This allows you to collect leads and then contact them to have further conversations.

Customer referrals: Ask existing customers for referrals to other companies or contacts who may be interested in multicloud solutions. Reward customers if necessary for successful referrals.

Industry-related platforms: Use online platforms, forums or communities focused on cloud computing or IT to participate in discussions, answer questions and showcase your expertise. This can lead to lead generation by building trust and visibility. (*I myself am a big fan of www.meetup.com to find meetings for example in the field of Fintech or SaaS)

Funnel management

When selling multicloud solutions, you can use a sales funnel to guide potential customers through the sales process. Here is a suggestion for setting up a sales funnel for multicloud sales:

Awareness: This stage is about making potential customers aware of the benefits of multicloud solutions. Use content marketing, social media, advertising and events to create awareness. Be sure to share relevant content, such as blogs, white papers or webinars, aimed at educating potential customers about multicloud solutions and how they can help with their business challenges.

Interest and evaluation: Further evaluate potential customers who express interest in multicloud solutions. Offer more detailed information, case studies and customer testimonials to convince them of the value of multicloud and how it can meet their specific needs. Possibly also organize demos, workshops or presentations to provide a deeper understanding of the capabilities of multicloud solutions.

Decision-making: At this stage, potential customers have a clear understanding of multicloud solutions and are ready to make a decision. Work closely with potential customers to understand their needs and offer customized solutions that meet their specific requirements. Present quotes, negotiate prices and terms, and answer any questions or concerns they may have.

Purchase: Once potential customers have made the decision to purchase multicloud solutions, guide them through the purchase process. Ensure a smooth onboarding and implementation of the multicloud solution. Provide support and training to ensure that customers get the most out of the solution and are satisfied with their purchase.

Customer retention and upselling: After the multicloud solution is implemented, it is important to build relationships with customers and ensure customer satisfaction. Offer regular support, updates and maintenance services. Also identify upselling and cross-selling opportunities to increase value for customers and further fulfill their needs.

It is important to track and manage the progress of potential customers at each stage of the sales funnel. Use a CRM system to record and track leads and customer interactions. This helps identify bottlenecks and optimize the sales process for multicloud solutions.

If you have any questions about this process or are looking for tips and tricks, don’t hesitate to contact us!