Hybrid IT environments, comprising on-premises and cloud IT solutions and services are becoming the standard for many businesses. As an IT solutions provider and trusted business advisor to your customers, it may be tempting when engaging new prospects to focus only on their legacy on-premises IT equipment, software licensing expiration dates, and unmet IT support needs.
Cloud integrator SNP Technologies
has discovered over the past couple of years, however, that you can't assume that a client using a cloud service fully understands what's included (and what isn't) with that service.
"We sometimes find that clients have the misconception that using any cloud service means they no longer need to worry about backing up or securing their data," says Prakash Parikh, COO of SNP Technologies. "We try to uncover these misconceptions right away and educate them about the fact that backup and security are still very necessary even if they're being applied at a remote location
, and they're not automatically included with every cloud service."
To help clients understand this concept more practically, it may be necessary to walk them through a typical data loss scenario such as an accidentally deleted file. What procedure would the client follow to look back a few minutes, hours, or even a week to identify a previous version of a document, spreadsheet, or database? Does their expectation line up with the cloud provider's agreement? Has it ever been tested and validated?
Helping clients self-discover holes in their current cloud strategies can go a long ways in preventing them from learning the hard way down the road that a specific file is not recoverable. It can also play a key role in earning their trust -- plus incremental sales -- along the way.