Today, we’re diving into a topic that we’re often asked about by both our MSP partners and prospects: how to streamline the lead evaluation process specifically for cloud leads!

Not only does this approach work well for cloud leads, but it’s also effective for your MSP leads. Let’s jump right in!

Why You Should Grade Your Leads

So, why should you be grading your leads? The answer boils down to time and resource management.

Not every lead is ready for cloud solutions, and grading helps identify the ones that are. Once you determine a lead might be a good fit, the next step is to conduct a cloud audit. Focusing on qualified leads not only saves you and your team time, but also the time of your prospects!

Here are some key questions to guide you in identifying cloud-ready leads:

1. What pain points are they experiencing?
2. Do they have concerns about data security?
3. Are there specific data protection needs that cloud solutions could support?
4. Do they operate in multiple locations or have a remote workforce?
5. Do they have seasonal staffing needs?
6. Are they facing compliance challenges with on-premise equipment?

These factors indicate a prospect might be ready for cloud – or at least open to exploring the possibility further! From here, you can dive deeper and determine the next steps in their cloud adoption journey.

Identify Their Budget and IT Investments

Many clients assume that cloud solutions are cheaper, which isn’t always the case. While cloud can be cost-effective in certain situations, it’s important to set realistic expectations. Clients may gain additional functionality and flexibility in a cloud environment, but it might not be less expensive than what they’ve budgeted or previously spent…

Another topic to discuss is their growth plans. Ask if they’re looking to expand and, if so, how quickly. Sometimes they’ll have a clear vision, and other times they may not, but understanding their growth intentions helps gauge whether cloud is suitable for their future needs!

If they’re a small operation with just one or two users, they may not seem like ideal cloud candidates. However, don’t dismiss them right away: we’ve had clients who, despite being small, required the 24/7 access and reliability that the cloud offers!

Grading Time! Did Your Prospect Pass Or Fail?

At this stage, you’re evaluating several key areas:

• Their current setup
• Infrastructure
• Security measures
• Workflow processes and roles
• Applications they’re using

Some applications aren’t designed for the cloud, but that doesn’t mean they can’t be adapted. Often, with the right configuration, these applications can function well in a cloud environment!

Another major factor is data storage. Consider how much data they have, as well as its type. Standard files like Word documents, Excel sheets, and PDFs generally work well in the cloud.

However, large files, such as CAD drawings or graphic-intensive applications, may require a more customized solution. While this doesn’t mean cloud isn’t feasible, you’ll need to design a solution that can handle larger file sizes effectively.

As you walk them through this process, explain how cloud solutions will address their pain points and confirm that the setup will meet their expectations!

Here’s one final check to make sure that you’re talking to a cloud ready business:

• Assess their pain points. If they have a strong, specific pain point that cloud can resolve, that might be reason enough to move forward. Of course, the more pain points you can address, the stronger the case for cloud!
• Gauge their readiness. Are they actively looking for solutions, or are they simply exploring options? You may also want to ask how they would rate the impact of downtime on their operations. For example, ask them to imagine the effect if their system was down for an hour, four hours, a full day, or multiple days. Their answers reveal how critical consistent access to information is for them.
• Evaluate their level of interest. If they seem uncertain or are only casually interested, it may be better to nurture them with educational resources rather than pushing forward with a cloud audit. This keeps them engaged and informed, even if they’re not ready yet!

Get The Right Offerings To The Right People

I truly believe that nurturing is essential. If you meet with a client who’s just installed a new server six months ago, they’re probably not ready for the cloud just yet. But remember, that server will age, and in two or three years, they’ll likely be considering their next steps.

Staying in touch with them is key—just because the timing isn’t right now doesn’t mean they won’t be an ideal candidate down the line.

We hope this blog has helped you understand the benefits of grading your leads! It’s all about quality over quantity with the cloud, and taking the time to target the top of your lead pyramid will bring most of the results.

I’d like to leave you with a quote I really love. I can’t credit it to anyone specific because if you look it up, you’ll find that plenty of people have claimed it. But here it is: “The same boiling water that softens the potato, hardens the egg. It’s all about what you’re made of, not the circumstances.”

Have a great week!