A recommendation from a vendor is not going to have much influence opening the door to cloud business in the SME sector as most customers look for more evidence from the reseller of a proven track record in the hosting environment.
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Research carried out by MicroScope of the 100 seat SME customer segment on attitudes towards cloud revealed that there were certain elements that could work in a pitch but the least important, resonating with just 3% of those quizzed, was a recommendation of a partner by a vendor.
The most favored element of a pitch was to see case studies of successful implementations from a reseller followed by a confidence inspiring robust SLA.
Other elements of a pitch were to be able to offer information on the best strategies on how to easily move into cloud services and for the reseller to be in a position to outline the current state of the market with the latest statistics.
As well as looking for a decent pitch that inspired confidence customers also appeared to be more willing to make tentative steps into the cloud if they were allowed to try-before-you-buy.
But customers were also looking for simple one-click reporting and easier policy deployment indicating that they want any cloud solution to be simple for them to both deploy and use.