How to Sell the Cloud to Your Executive Team

Translating business benefits across departments is not as straightforward as it seems. Every department in a company speaks a different language. From infrastructure to leadership, we all have different goals and varying degrees of technical and non-technical expertise and skills.

I have spent a number of years helping clients grow through cloud solutions, better IT strategies, infrastructure planning, and performance optimization. Throughout my career, I have had to approach several executive teams about the benefits of moving to the cloud and have found that making the most impact depends on if you learn their language and come armed with the right information.

Learn the Language & Explain Cloud Computing

When you are trying to propose an integral strategy for a business, like moving to the cloud, it is always important to understand your audience. What are their priorities? How much do they know on the subject matter? How can you resonate with the decision maker?

In this case, the cloud is still relatively unknown territory for a lot of companies. When I discuss cloud investment with my infrastructure team, I’m speaking to a group with in-depth knowledge on all facets of the cloud. They already know the reasoning behind moving to the cloud because they work with it and are exposed to it on a daily basis.

With a leadership team, you are speaking with the decision makers of a business. They spend their time focused on performance and operations. When it comes time to present your proposal, you need to clearly identify the justifications for moving to the cloud because at the end of the day, they want to understand the strategy and impact that it will have on operations and the bottom line.

Top 3 Reasons to Justify Moving to the Cloud:

To help you get prepared with the right information for your management team, we have put together our key selling points on moving to the cloud – tried and tested. Read more about the benefits and how to frame each discussion by clicking the link to access the full whitepaper.

  1. Pay As You Go Structure
    Read about benefits to frame your discussion here > 
  2. Compute and Storage Scalability
    Read about benefits to frame your discussion here > 
  3. Business Continuity and Disaster Recovery
    Read about benefits to frame your discussion here > 

Frame the Discussion

Learn how to frame the discussion around each key selling point with this short whitepaper, “Justifying the Cloud to the C-Suite.”

The whitepaper includes advice on how to sell each benefit effectively to your management team.

– Software Delivered as Promised. No Surprises.

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Matt Woodward

Insight written by Matt Woodward

Vice President, Digital Transformation at Rand Group

Proactive and agile, Matthew Woodward is the Vice President of Cloud Sales at Rand Group, with over 20 years of experience helping small and mid-market businesses launch, transform, and scale their operations through cloud technology. His inspiring background combines over 14 years in leadership at Microsoft Corporation and 6 years in small business development and advisory as President of Piney River Ventures. A strategic leader and intuitive sales consultant, Matthew has a wealth of experience in cloud business model design and development for SaaS and IT Services, go-to-market strategy and execution, as well as financial forecasting on cloud subscription revenues.

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