Don't Assume Your Salespeople Can Sell Cloud Backup
By Jay McCall
Two of the biggest predictors of success with any subscription-based IT service are whether your salespeople embrace it and if they know how to sell it.
As you consider adding new IT services and recurring revenue streams to your business, you’ll need to be mindful of potential pitfalls along the way. One of the primary culprits for managed services failures — cloud backup in particular — is that salespeople simply don’t sell it. So, why wouldn’t a salesperson want to earn recurring commissions, you wonder? Simply put, a larger, one-time commission is just too tempting to pass up in lieu of smaller, monthly commissions.
I spoke with industry experts from three BDR (backup and disaster recovery) vendors to get their advice on overcoming challenges associated with selling cloud backup. Their advice is worth heeding before you begin selling any subscription-based IT services.
The first step you need to take, according to Jamie Brenzel, CEO of KineticD, is to segment your sales team into two categories. “The first group is your ‘hunters.’ They are focused exclusively on bringing in new business. The second group is your ‘farmers.’ They nurture existing customer relationships, helping ensure customers renew their contracts each year, and they’re also responsible for meeting upsell quotas.”