Where are the quick sales wins? Where’s the first place to look for customers?
Start by reaching out to your customer base. They already know you, love you, and trust you. You don’t have to convince them that you know what you’re doing. Look for business situations where they need to move an application to the cloud.
The quickest win is with customers who are at the physical limits of their data center with no room to expand their IT department and little prospect of getting budget to build out their facilities. If they are out of power, cooling, or floor space, they will be most receptive to a discussion about moving part of their IT department to the cloud. And they are motivated to move fast.
Look for customers who wish to outsource collaboration applications, such as e-mail with hosted Microsoft Exchange, or hosted SharePoint. These applications have rapid growth, need to be compliant, and need to be available everywhere.
The next fastest place to find business is with your customers who are rapidly growing. Cloud services are quick to deploy, meaning customers can get up and running fast.
Another business scenario is mergers and acquisitions. In a merger, the IT department and databases must be consolidated to realize the value of the acquisition. Executives want this to happen as soon as possible, with the least amount of cost, and the most amount of business value.
Look for customers who are undergoing financial pressure, they want to get more out of the resources they have already and better manage cash flow. Look for ways to redeploy their existing assets and reduce labor costs with cloud services.