Randy Wear Cloud Evangelist. Jonathan Garber Master of Disaster TOGL, LLC

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1 Randy Wear Cloud Evangelist Jonathan Garber Master of Disaster TOGL, LLC

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5 1/3 of technology providers will disappear in 2014 unless selling cloud (Forrester) 3 out of 5 solution providers are likely to go out of business by 2016 if they do not offer cloud to their clients. (Gartner) $68 billion in Cloud sales in 2010; $ 149 billion in % SMB.

6 Gartner (last fall): 75% of businesses, up from 68% in the Spring, are using at least one cloud function Fewer than 10% - 1 out of 10 VAR s have a cloud strategy 1 of 2 VAR s have already lost at least 1 client for life to a competitor who sold Cloud! 70% of SMB owners want to buy full Cloud but few VAR s are selling it to them

7 All of the vendors are putting Almost All of their R & D towards cloud offerings Vendors talk about their cloud offering even when they don t have one! (really) The big guys are spending huge money to get into this market and sell directly to your prospects & clients

8 The Trend is Your Friend or Foe!

9 A client for life Monthly recurring revenue Increased profitability and higher valuation 3x the referrals! Keep your competitors out An extension & continuation of your existing selling & support offering

10 With a properly implemented cloud, often knowledge workers are 30% more productive! 81% of employees use unauthorized devices on the company network - BYOD Your clients want DONE, not DOING. Business owners just want to USE technology

11 Increase Customer Service the only sustainable differentiation Compete better Improve profitability Balance life needs and wants Change or Die

12 They don t know what they don t know Different for every client Hundreds of reasons - But all want to know more

13 Find the PAIN and Clients Buy! Find the VALUE and Clients Buy! Could be replaces What was

14 Refresh cycle Mobility is valuable Wants Business Continuity Scalability need Compliance requirement

15 Remote workers get 30% more productivity! Satellite offices & Branch offices Expanding scale up smoothly & fast Contracting scale down quickly, and without disruption Seasonal big swings in head count are easily handled SOHO (small office, home office) Acquisitions get them integrated & productive fast Start-ups and Divestitures Attract and retain Millennial s

16 Avoid CAPEX, likes OPEX Get off the technology upgrade treadmill More stability More reliability Predictability of expense Better Disaster Recovery & Business Continuity Lifestyle change or requirement More progressive work environments favorite places to work. Supporting flex time, family/personal time off

17 Spend money on the new way of doing things vs the old Timing: Ready for a technology refresh A single, unified communication vs disparate systems BYOD (Bring Your Own Device) support Where access to their programs and data is critical Want someone else to manage it they want to use technology, not own it Compliance (eg. HIPAA, SOX, GLB, FINRA) Higher security

18 Do I need to / when is the time? What are the benefits to me and our clients? My gaps in time, talent or treasure It s too expensive How do I market, sell & deliver?

19 How to Profitably Sell Cloud to Any Size Client August 26 noon-1pm CDT How to Get Started in Selling Cloud August 28 2pm-3pm CDT

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