You may have heard about IBM's latest news announcement that it banned the use of DropBox for corporate use due to security concerns. It was also reported recently that presidential candidate Mitt Romney's DropBox account was hacked. You might wonder what this has to do with your present or future cloud storage sales. It actually has a lot to do with it. News about security breaches has a way of spreading rampantly, and the distinguishing points between consumer grade and enterprise grade cloud storage get lost in the panic. My advice to you: Keep up to date with sensational headlines that highlight cloud security breaches and be prepared to clearly point out how your cloud offering has built-in security features that are much better than consumer-grade cloud storage services.
In fact, maybe some of your prospects aren't even aware of the latest cloud security issues. In that case, their big objection to your offering will be price. Why should they pay what you're asking for your service when they can get 7GB of free online storage via Microsoft's SkyDrive? The advice offered above applies to this scenario, too. How much is Mitt Romney going to have to pay to minimize the damage caused by someone hacking into his free cloud storage account? How costly would it have been for IBM if one of their employee's DropBox accounts was hacked? Help your customers understand the value of having their data:
1. Stored in an SSAE (statement on auditing standards) 16 data center
2. Encrypted before it leaves their facility
3. Encrypted during transit
4. Further protected via granular access rights based on user roles.
Only when your customers realize the difference between consumer grade and enterprise grade cloud services will it make sense for them to consider your offering. Until that point, they're going to view you as an unnecessary middleman.