New data from the cloud migration, backup, and management vendor suggests that concerns about security, reliability, and costs continue to be the top barriers to cloud computing adoption among SMBs.
SkyKick Inc., the Seattle-based maker of cloud migration, backup, and management software, recently asked a little over 300 of its partners in the U.S. and Canada about their top challenges selling cloud-based solutions to SMBs. The responses they received suggest that even though cloud computing is a hardly a newcomer to the business landscape, it continues to inspire a familiar set of objections. Here’s a look at what those concerns are and how best-in-class channel pros tackle them, according to SkyKick’s newly published ebook on the topic.
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Cloud adoption is climbing fast among businesses of all sizes, including SMBs. According to San Jose, Calif.-based analyst Techaisle LLC, in fact, 73 percent of U.S. small and midsize businesses are running one or more Software-as-a-Service applications at present, up from 27 percent in 2011.
Yet SkyKick’s data makes clear that the biggest challenges both channel executives and channel technicians currently face when it comes to selling online solutions are the same ones they’ve faced since the beginning: Explaining the cloud to customers; dispelling doubts about reliability, security, and performance; and overcoming discomfort about paying for services via never-ending subscription fees rather than one-time checks.
“We’ve made such incredible progress in moving those businesses to the cloud, yet there’s still a very large way to go,” observes SkyKick vice president of marketing Chike Farrell.
The good news is there are practical ways to alleviate the SMB market’s still all-too-common cloud challenges, according to SkyKick and its most successful partners.
“There are some very specific things you can be doing, short term and long term,” Farrell says.
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