How To Sell Your Cloud: Four Benefits To Include In Every Pitch by Nick Mears, Senior Product Marketing Manager, Columbus, Ohio www.nickmearsmarketing.com

1. HowToSellYourCloud
FourBenefitsToIncludeInEveryPitch
Nick Mears, Senior Product Marketing Manager
nickmearsmarketing.com | Columbus, Ohio

2. HowToSell
YourCloud
FourBenefitsToInclude
InEveryPitch
Cloud Benefit #1
Disaster preparedness & business continuity – automatic backups
Nick Mears | Senior Product Marketing Manager | Columbus, Ohio | www.nickmearsmarketing.com 2

3. HowToSell
YourCloud
FourBenefitsToInclude
InEveryPitch
Nick Mears | Senior Product Marketing Manager | Columbus, Ohio | www.nickmearsmarketing.com 3
Cloud Benefit #1
Disaster Preparedness & Business Continuity – Automatic
Backups
– Nearly 40% of small businesses close after experiencing a natural
disaster (ProtectingYour Business)
– Man-made disasters more likely to cause data loss than natural
– Improper backups are the most dangerous of all manmade
disasters
– Regardless of the state of the customer’s physical office, their data
is safe and sound in your Cloud

4. HowToSell
YourCloud
FourBenefitsToInclude
InEveryPitch
Nick Mears | Senior Product Marketing Manager | Columbus, Ohio | www.nickmearsmarketing.com 4
Cloud Benefit #2
24/7 access. Anytime. Anywhere.

5. Cloud Benefit #2
24/7 Access. Anytime. Anywhere.
– The main “Cloud” benefit that non-IT prospects think of
– Access a cloud-based solution from the office, home or on the
road
– Requirements: data must be in real-time, featured in the same
reports, using the same UI and the same UX
– Recent SaaS customer survey:
– “How important is 24/7 anytime/anywhere access to you?"
– 90% said that 24/7 anytime anywhere
access was very important
– “How often do you use the solution outside
of their office
– Less than 10% used the solution outside of
their office
HowToSell
YourCloud
FourBenefitsToInclude
InEveryPitch
Nick Mears | Senior Product Marketing Manager | Columbus, Ohio | www.nickmearsmarketing.com 5

6. HowToSell
YourCloud
FourBenefitsToInclude
InEveryPitch
Cloud Benefit #3
Monthly Payments Replace CapEx
Nick Mears | Senior Product Marketing Manager | Columbus, Ohio | www.nickmearsmarketing.com 6

7. HowToSell
YourCloud
FourBenefitsToInclude
InEveryPitch
Nick Mears | Senior Product Marketing Manager | Columbus, Ohio | www.nickmearsmarketing.com 7
Cloud Benefit #3
Monthly Payments Replace CapEx
– Difficult to get approval or budget for large capital improvements
– SaaS sidesteps this with a low monthly fee
– Monthly fee may even be low enough for automatic approval

8. HowToSell
YourCloud
FourBenefitsToInclude
InEveryPitch
Cloud Benefit #4
Less Overhead + Less Maintenance = LowerTotal Costs
Nick Mears | Senior Product Marketing Manager | Columbus, Ohio | www.nickmearsmarketing.com 8

9. HowToSell
YourCloud
FourBenefitsToInclude
InEveryPitch
Nick Mears | Senior Product Marketing Manager | Columbus, Ohio | www.nickmearsmarketing.com 9
Cloud Benefit #4
Less Overhead + Less Maintenance = LowerTotal Costs
– Less overhead than the total cost of the perpetual, on premise
solution
– A new perpetual license ALSO requires a new supporting IT
infrastructure (includes new servers, switches, computers, etc.)
– Cost to support on prem solution can equal 1/3 to 100% of the cost
of the licenses alone!
– SaaS is a low monthly payment which does not require new
servers or infrastructure and oftentimes works on existing
computers
– No monthly maintenance costs
– Monthly maintenance costs of the SaaS
solution is offloaded to the SaaS provider

10. HowToSell
YourCloud
FourBenefitsToInclude
InEveryPitch
Nick Mears | Senior Product Marketing Manager | Columbus, Ohio | www.nickmearsmarketing.com 10
Review of Cloud Benefits
– Disaster preparedness & business continuity
– 24/7 access. Anytime. Anywhere.
– Monthly payments replace CapEx
– Less Overhead + Less Maintenance = LowerTotal Costs

11. HowToSellYourCloud
FourBenefitsToIncludeInEveryPitch
Nick Mears, Senior Product Marketing Manager
nickmearsmarketing.com | Columbus, Ohio