Drive Sales Enablement In Your Business by Leveraging the Cloud

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It’s not news that the environment in which your sales team operates is changing dramatically. According to Gartner, customers will soon manage 85% of their relationships without talking to a human; that means your sales team will need to be more efficient with their prospects and be empowered to deliver the right information at the right time.

And they’re not the only ones dealing with changes. CFOs are no longer dealing only with financial reporting, compliance and cost control. According to a study by BI company, Adaptive Insights, “By driving a culture of agile, data-driven decision making throughout a company, CFOs can help create a significant competitive advantage.” CFOs are more plugged into data than ever, and that is pushing entire organizations to adopt managed cloud services, technologies and practices that support this.

Sales teams and their support systems are no different. With all the changes empowered customers are presenting to sales teams, it’s more important than ever to know what tools and techniques will really work to help your sales team operate more productively, spending less time on non-productive administrative functions and more time delivering value and closing deals.

Cloud Sales Enablement

A key focus of discussion in how mid-sized businesses are addressing this change has been sales enablement. It’s widely agreed that sales enablement is constantly evolving, and there’s been plenty written about it to-date with multiple interpretations and definitions of just what it means to organizations. We prefer the definition that spun out of IDC a few years back:

Sales enablement is “getting the right information into the hands of the right sellers at the right time and place, and in the right format, to move a sales opportunity forward.”

So let’s break down sales enablement into its individual components, and see how your sales team might address each aspect by leveraging cloud-based technologies to make them faster, more efficient, and more responsive to your existing—and future—clients’ needs.

Getting the right information to sales members

How often has your salesperson been sitting down with a prospect, and they’ve had to respond to a request with the words, “I don’t have that, but I can get it to you when I get back to my (room, office, house)”? Often, sales people don’t have exactly what they need right when they need it. Perhaps it’s a PDF of a sell sheet they forgot at the last minute. Maybe it’s the contract is MS Word format, and they can’t edit it in the moment. Or, it could be a performance report showing how much more competitive your solution will help your prospect become. Depending on who you talk to, approximately 40% of sales go to the company that responds to your prospect first.

Imagine empowering your sales teams to get the right information in the hands of their prospect—right when they need it.

No need to return to the office and email a document. No need to leave, make a change to a contract, and delay signing (or worse) losing momentum. Better yet—being able to access proprietary and competitive information in the moment it’s needed to close the sale. Having your sales team plugged into and empowered by the cloud can really help them get the right information to those who need it.  

With Cloud Solutions, More Team Members Can Collaborate

Who’s to say that your salesperson is the one that’s going to move the next big deal through the next phase of the pipeline? A seller might be a customer service rep who’s helping your existing customer with an issue and has an opportunity to upsell them on your services. Anyone in your organization has an opportunity—given the chance—to sell to new and existing accounts.

In this scenario, having your data and collaboration tools in the cloud allows for a few things:

  1. Real-time communication. With cloud-based tools and apps, if a customer service rep is on the phone with a customer, they can instant message another employee to help solve a problem or meet a need. Or, imagine for a moment that you’re closing a deal without an engineer on hand to answer a critical question. With cloud-based communication, on-demand video conferencing brings the engineer into your meeting.
  2. Real-time collaboration. With the ability to upload, store, and access documents in the cloud, multiple users in different locations (or even right next to each other) can now comment and update documents in real time. The ability for a salesperson to update a proposal during a meeting, while project teams are on-hand to review, is a true game changer for many organizations.
  3. Assisted information and context. Cloud-based solutions allow you to bring all your tools and data together in one place. For example, in a properly implemented Google Workspace or Office 365 cloud solution, you’re able to do a number of things that aren’t possible with on premise solutions:
    1. With email, you can see your current chain, as well as other recent conversations with that person.
    2. When you’re searching for material and information on a particular topic (for example, a client or engagement), you’re able to search emails AND documents stored online.
    3. With cloud integration, you can view social and business content alongside the email you are responding to or the voicemail transcript you are reading, providing context to conversations.

All of these combine to empower sales teams and other employees when they’re in a position of adding value to prospects and existing accounts.

Enable Employees With Access to Documents at any Time

It’s 8:00 AM in Boston, and your top sales team is getting ready to deliver that huge financial pitch over breakfast in the CEO’s conference room. Based on a late night email from the prospective customer, they realize that they need information from another presentation — but it’s 5:00 AM in your Los Angeles office and no one’s home. Fortunately, with the cloud, your team can remotely and securely access your file services, update the document, and be ready to go without batting an eyelash.

Sales Members Can Access Key Info From Any Location

VPN has long been the go to for providing employees remote access to company assets. Everyone has a story about trying to work remotely and having to deal with VPN issues. These go away almost entirely when dealing with the cloud.

With the Proper Format, Cloud Can Drive Sales

We’re all pretty familiar with having our email and calendars on our phones now. But today, we have full editing suites that include document editing, presentation development, and spreadsheet tools available on mobile phones and tablets. The ability to work remotely directly in the environment, with the necessary tools, in the application preferred by a prospect, is invaluable to a sales person. No more looking at a printed page or pdf on your phone and waiting until you get back to the office to make changes. With the cloud, you make critical changes right on the spot.

Sales Cloud Enablement is Key in Modern Business

If your sales team isn’t focusing on moving opportunities to the next stage (closing), then they aren’t being productive. Research by Innoppl Technologies shows that 65% of sales reps who have adopted mobile CRM (cloud-based) have achieved their sales quotas, while only 22% of reps using non-mobile CRM have reached the same targets.

What are key components of the cloud that drive enablement?

Three of the ways that the cloud can enable your sales team:

  • Assistive Information: the ability for your salespeople to access related information and context, in real time, while on the phone or responding to emails.
  • Mobility: true integration of mobile and remote users into your environment (or, no more VPN!).
  • Personal Communication Modes: We operate in a time when 3 or 4 generations of people work on the same team. Preferred communication methods vary wildly. Cloud-based infrastructure  communications help bridge the gap between those that prefer face-to-face meetings, phone calls, emails, and texts.

One final bonus for Sales Cloud Enablement

Once you’re in the cloud, the cost of making incremental improvements goes down. There’s no need to invest in expensive software to see if it works with your sales team. You can begin implementing trial versions and adding incremental features to see what sticks and what adds value to your business.

Do you have a sales team that is mobile, but struggling to respond quickly to prospect demands because they’re ultimately tethered to a desk? What opportunities do you see in your organization for mobile solutions? Think it might be time to switch?


 

What is a Workload in Cloud Computing?

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As any new technology takes hold, our vocabulary inevitably changes. New terms and phrases, or new meanings, take hold, and our vernacular grows and changes. When you talk to technologists about the cloud, the term du jour is Cloud Workload.

Cloud Workload Definition

Talking cloud environment, workload refers to any measurable utilization of cloud services. Cloud computing allows users to access and utilize computing resources, such as processing power, storage, and networking, on-demand over the internet from a managed cloud service provider. The more technical use refers to processor, memory, storage, or network loads. Workload often refers to a “package” of cloud use. The package may be part of an application, a full application, or a set of integrated applications.

Example of a Cloud Workload

Email is a workload; a file sync-and-share service is a workload; a back-end database is a workload; website analytics is a workload. The challenge, of course, is that your business does not think or run on technology components. You have people, processes, systems, and services.

Workloads can vary significantly based on their nature and purpose. Some common examples of cloud workloads include:

  1. Web Applications: Cloud platforms are commonly used to host web applications, websites, and web services. These applications can range from simple blogs to complex e-commerce platforms.
  2. Data Storage and Backup: Cloud storage services allow users to store and access data over the internet. These services often provide features like data redundancy and automated backups.
  3. Big Data Analytics: Cloud computing strategy enables organizations to perform large-scale data analysis and processing, leveraging the scalability of cloud resources to handle vast datasets.
  4. Machine Learning and Artificial Intelligence: Cloud platforms provide tools and infrastructure to develop and deploy machine learning models, making it easier for developers to integrate AI capabilities into their applications.
  5. Video and Media Streaming: Cloud-based video and media streaming services enable the distribution of multimedia content to a wide audience over the internet.
  6. Development and Testing: Cloud environments are frequently used for software development and testing, allowing developers to provision and configure virtual machines and other resources quickly.
  7. Internet of Things (IoT): Cloud platforms can handle data processing and storage for IoT devices, supporting the massive influx of data generated by interconnected devices.

The main advantages of running workloads in the cloud include flexibility, scalability, cost-efficiency, and reduced management overhead. Cloud providers offer various service models like Infrastructure as a Service (IaaS), Platform as a Service (PaaS), and Software as a Service (SaaS), or more recently SaaSOps to cater to different workload requirements.

When deploying a cloud workload, considerations include selecting the appropriate cloud service model, provisioning the required resources, ensuring data security, and optimizing performance to achieve the desired outcomes efficiently.

Importance of Managing Cloud Workload in Your Business

When planning your cloud presence, think of workloads in terms of business functions and systems. Yes, email may be a workload. But so maybe your “communication services,” your “customer service” function, or your “analytics services.”  By looking at workload in terms of your business, you will be less likely to fragment your cloud and on-premise systems. Building and managing the hybrid environment will be simpler and more effective over time.


To discuss your workloads and which may be best in the cloud, contact us for a free and no obligation consultation.


 

 

 

Launch Alert: Cloud Solutions Weekly

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As part of our commitment to provide information about cloud computing for small and mid-size enterprises, we are pleased to announce The Cloud Solutions Weekly.

Published every Friday at 10:00 am ET, The Cloud Solutions Weekly covers cloud computing and its potential role and value for your business.  We aggregate news, stories, and videos from more than two dozen reputable sources to ensure a broad range of coverage. And we don’t accept advertising to keep it clean and easy to read.

Subscribe to The Cloud Solutions Weekly to receive a weekly headlines summary in your inbox.


Service Alert: Photo Sharing in Hangouts Chat

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The photo-sharing functionality in Hangouts is changing. Going forward, the ability to share photos and other multimedia in Hangouts Chat will be set by the Picasa Web Albums service rather than by the Google+ service.

Here’s what you need to know:

  • If Google+ is enabled in your domain, no further action is necessary. Google+ requires Picasa Web Albums so you can continue to share photos using Hangouts Chat just like you always have.
  • If Google+ is not enabled for your domain and you want to use the photo-sharing functionality in Hangouts Chat, you must turn on the Picasa Web Albums service in your Admin console.

Please note that Google+ and Picasa Web Albums are additional services and aren’t subject to the core terms of service for your Google Apps account agreement. The functionality change will take effect in the next few days.

If you have any questions at all, feel free to visit the Google Apps Help Center or contact us immediately to learn more about using Hangouts in your organization.

VDI Solutions: Uniting Performance, Scalability, and Cost-Efficiency

 

VDI solutions diagramLike many organizations, your foray into cloud computing may have started with an ancillary or security service, like email spam and virus protection. For some, the first or second step into the cloud was moving email off-premise.  For others, a cloud-based CRM service or VDI solution was the first application in the cloud.

Currently, we see organizations rapidly moving file services and storage into cloud-based solutions as more marketing, sales, and line of business applications switch to Software-as-a-Service (“SaaS”) or SaaSOps solutions. Often, this leaves you with a small set of business applications running on-premise.

VDI Solutions Explained

What do you do with applications and services left on-premise when most of your systems have moved, or will be moving, to the cloud?

While you may wish to keep these legacy systems on-premise, you can move them into a cloud or hosted Virtual Desktop Infrastructure (VDI) environment. VDI environments provide a virtualized, remote desktop accessible via browser or “receiver” app.  When connected, users get their full desktop environment with access to local and network applications.

Some applications, such as computer-aided design (CAD) and manufacturing/process controls, are not well-suited for VDI. Most local and network applications work well within a VDI environment. VDI services typically charge based on processor load, memory, and allocated disk space. Fees may also include standard office software, data backup services, malware protection, and other common network services.

Why use VDI Solutions?

  • Improved secure accessibility to legacy applications, particularly for remote and mobile users
  • Lower cost for IT and cloud infrastructure, especially when email, apps, and other services are moving to the cloud
  • Improved reliability and security, as VDI solutions run in professionally managed data centers
  • IT resources are free to work on higher value projects than maintaining core infrastructure and services
  • Lower cost and less administration of end-user devices, as you can move to thin clients, chromebooks, and tablets as existing desktops and laptops need replacing

When to use a VDI Solution? 

For some small and mid-size enterprises, VDI solutions provide a means to “clean out the closet”, to simplify their IT solutions and walk away from endless maintenance and updates. For others, a VDI solution enables them to move legacy systems and applications to a cloud-based environment.

When considering a VDI service for legacy applications and systems, answering a few basic questions while help you determine if your “when” is “now”.

  • Is the application is available in a Software-as-a-Service (Saas) subscription?
  • Does the application have custom modules or code that would prevent running the SaaS version?
  • Are application requirements — processor power, memory, disk space — known and understood?
  • How many users need access to the application?
  • How many users receive reports or data from the application?
  • What connections or integrations exist between local/network applications?

With answers to these questions, you can scope the size and configuration of your VDI environment. You can also assess if the benefits, and the costs, of a VDI solution outweigh the costs and effort required to maintain the systems on-premise.

As you move applications and services to the cloud, you will likely reach a point where you no longer have the critical mass necessary for on-premise servers to be the most economical and effective solution. When you reach this tipping point, a VDI solution will provide a secure home for your systems, your business, and your budget.

Working the Way You Live

Our own Bill Seybolt was featured on the Main Stage at the Launch Out 2015 conference in Nashville, TN. View his entertaining take on working remotely, below.

 


Interested in working remotely or on the go? Contact us about the tools that make it easy.

7 Remote User Support Best Practices

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As our workforce and working style continue to be more mobile, more small and mid-size businesses are facing the challenge of supporting remote offices and mobile users. These remote workers may be flying solo in home offices, co-working spaces, or shared office suites, or may be part of larger remote sites. Whatever the scenario, proper remote user support combined with a strong remote work strategy for your business is vital.

While the adoption of cloud solutions can simplify remote user support, these 7 tenets can save you time, money, and aggravation.

  1. Security
    Beyond strong passwords, ensure that the work of your remote users is as secure as those working in the office. This means providing secure access via company-managed applications and services (not personal apps), encrypting any local data when appropriate, and making sure machines and devices are physically secure.
  2. Automation
    Whenever possible, tap automated solutions or managed cloud security systems for distributing software, updates, and services. Strong remote users support systems include centrally managed IT services that can save you time and money, prevent mistakes or missed updates, and remove an IT burden from individual users.
  3. Upgrades
    Create a policy with respect to upgrades and new IT apps and services, and back the policy with responsiveness to end user needs. Your remote workers will find and install personal apps that help them do their jobs, which may or may not be in sync with your company’s needs or requirements, and can lead to data loss and other liabilities. Ensure your employees understand that you look at upgrades and new tools regularly and are open to vetting their suggestions. If you don’t or won’t provide a solution, they may move forward without you, and at your peril.
  4. Preventative Maintenance
    For users running on Mac OS, Windows, and other legacy operating systems, scheduling preventative maintenance (PM) will avoid performance problems and prevent failures that can cost you much more time and money. Verifying that systems are up to date, defragmenting disks, and replacing aging equipment on a regular schedule will keep your team happy and productive. PM also gives you an opportunity to confirm users are complying with company standards and policies, and to dispose of aging equipment before it becomes clutter.
  5. Point of Contact for Remote User Support
    Every remote worker should have a clear point of contact for technology issues and support. In addition to helping with questions and problems, the point of contact should serve as an advocate for remote users’ needs and a resource for orienting and training new staff on your policies and procedures. While larger remote sites may have an on-site point of contact, they can be remote and effective.
  6. Communications
    Think beyond providing remote users with high speed network access at their desks. Remote users need fast, reliable, and unified communications while mobile. And, communications go beyond connecting devices. Remote users need voice, fax, and conferencing capabilities that are as seamless (if not more so) than those working in the main office. Customers should not need to know that somebody is remote as services should work transparently. Ease of use is key to avoiding frustration.
  7. Repair and Replace
    Stuff breaks. Have a plan in place for local repairs or fast replacement. Spending a day figuring out how to repair or replace a broken device does nothing more than create a day of lost productivity.

Regardless of your technology infrastructure, these 7 tenets provide a framework that will enable your remote and mobile workforce to succeed without burdening them with informal IT responsibilities.

In today’s dynamic work environment, remote user support has become an invaluable resource for businesses seeking efficient, timely, and cost-effective IT assistance. By embracing remote support technologies, organizations can ensure that their workforce remains empowered, productive, and connected, regardless of their physical location. With the right tools and expertise in place, remote user support plays a pivotal role in driving seamless digital experiences and maintaining smooth operations for businesses of all scales.

 

Top File Sync and Share Cloud Services and Best Practices

File sync shareFile Sync and Share Cloud Services

One of the most popular cloud applications for small and mid-size enterprises is file sync-and-share. File Sync and Share (FSS) cloud services, also known as cloud storage and file sharing services, are online platforms that allow users to store, synchronize, and share files and data across multiple devices and with other users. These services are designed to provide a seamless and efficient way to access and manage files from anywhere with an internet connection.

It makes sense: people need to share files, and most file sync-and-share services are easy to install and use. If not properly managed, however, file sync-and-sharing can result in data breaches and loss and can place your company in legal jeopardy. To minimize these risks, we recommend all businesses enact a simple set of policies that are easy to communicate, explain, and follow.

8 of the Best File Sync and Share Cloud Services

  1. Dropbox: One of the pioneers in the cloud storage industry, Dropbox allows users to store and share files, collaborate on documents, and synchronize data across devices. It offers various plans for personal and business use.
  2. Google Drive: Provided by Google, Google Drive offers a generous amount of free storage space and integrates seamlessly with other Google services like Google Docs, Sheets, and Slides for real-time collaboration.
  3. Microsoft OneDrive: Integrated with the Microsoft Office suite, OneDrive is designed to work smoothly with Microsoft products, making it an excellent choice for users who heavily rely on Office applications.
  4. Box: Box is primarily focused on business and enterprise users, providing robust security features and collaboration tools tailored for corporate environments.
  5. Apple iCloud Drive: Geared toward Apple users, iCloud Drive enables seamless synchronization of files across macOS, iOS, and Windows devices.
  6. Amazon Drive: Amazon Drive is part of Amazon’s suite of managed cloud services and offers a straightforward cloud storage solution for individuals and businesses.
  7. Sync.com: Known for its strong emphasis on security and privacy, Sync.com provides end-to-end encryption and compliance with various privacy regulations.
  8. pCloud: pCloud is known for its client-side encryption and the ability to extend storage by linking multiple accounts.

These services typically offer a certain amount of free storage space, with the option to purchase additional storage through subscription plans. They often include features like file versioning, selective synchronization, sharing controls, and collaboration tools to enhance productivity.

When choosing a File Sync and Share cloud service, consider factors such as storage capacity, security measures, compatibility with your devices and operating systems, collaboration features, and pricing options. Also, be aware of the terms of service and the provider’s approach to data privacy and security to ensure that it aligns with your needs and requirements.

Best Practices: Policies for Using File Sync-and-Share Services

To make the most of File Sync and Share (FSS) cloud services while maintaining security and efficiency, consider implementing the following best practices:

  • Employees may use file sync-and-share services, provided they have an business need to do so, use only company approved and managed services, and adhere to company policies.
  • Only company approved services should be used for file storage and sharing; employees may not use free, consumer, or public apps or services.
  • Employees must keep their usernames and passwords for file sync-and-share services secure, and must manage these passwords in accordance with company policies.
  • Only relevant business information may be stored are shared using the company’s file sync-and-share services.
  • Unless otherwise instructed, file sync-and-share services are intended for temporary sharing of files. Original versions of files should reside on company file servers or services.
  • Access to files should be removed, particularly by external parties, when no longer necessary.
  • Copyrighted, private, or secure information should only be shared if both the sender and recipient are authorized to view and/or use the information. This information should be encrypted by the file sync-and-share service, or a separate tool, before it is shared.
  • The company’s file sync-and-share services are subject central administration and management, including access controls and permissions.
  • Use of the company’s file sync-and-share services is subject to all relevant company policies regarding professional and personal conduct. The company’s file sync-and-share services are subject to company monitoring in accordance with company policies.

With these policies in place, you can provide employees with vetted file sync-and-share services that both meet employees’ needs to share and collaborate, while protecting your data, your regulatory compliance, and your business.

Cumulus Global Joins the Small Giants Community

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Cumulus Global joins the Small Giants Community, further demonstrating the company’s commitments to its core values and mission. In joining the Small Giants Community, the leadership team at Cumulus Global recognizes that a relationship exists between a company’s culture and its success.

“We have seen rapid growth over the past several years,” notes Allen Falcon, CEO of Cumulus Global. “We remain conscious that as we focus on serving our customers, we need to ensure we do not lose our identity as an organization.”

The Small Giants Community helps small and mid-size enterprises develop the six characteristics of quality that lead to success:

  • Develop Exceptional Leaders
  • Invest in Your Community
  • Build Strong Relationships
  • Create a Great Culture
  • Inspire Passion
  • Drive Long-Term Profit

While Cumulus Global continues to receive industry and business recognition for its services and growth, the company strives for greatness over size. In doing so, the company is looking beyond its internal operations to its relationships with vendors, customers, and the communities it serves.

“The IT industry is inundated with mediocrity, with service providers willing to do just enough to win your and keep your business,” notes Falcon. “We are striving for more. We want to be the company that you want on your team, that you trust, that you admire.”

About The Small Giants Community

www.smallgiants.org

The Small Giants Community champions the importance of the Return on Values business model and serves to: create a practitioner driven learning experience and community; establish a body of knowledge to support and develop adopters, and influence the business community through media, thought leaders and academia.