“The first rule of Fight Club is you do not talk about Fight Club. The second rule of Fight Club is you do not talk about Fight Club!”
Tyler Durden, Fight Club
When TBI talks with its partner community about cloud computing, we find a shockingly similar approach to Tyler Durden’s character in Chuck Palahniuk’s seminal work, Fight Club.
“The first rule of cloud computing is you do not talk about cloud computing.”
Our business partners know there is a massive growth opportunity in helping small- and medium-sized businesses take advantage of cloud solutions. But more often than not, the first major roadblock to the sale is properly framing the discussion. Many times the discussion will never even occur because the media has already fogged things up, suggesting that cloud applications are vulnerable technology that can easily be attacked by hackers, both at the enterprise as well as at the personal level.
Your customers need to know that when it comes to cloud computing, they are in control. If they don’t want to put sensitive data into the cloud, they don’t have to. If they don’t want to share rack space with another organization, they don’t have to. Cloud computing isn’t a fad or a technology trend.
Distributed computing is where computing got its start, with one smart computer (back then that computer was about the size of a large sedan) connected to many “dumb” terminals. The idea was that the smart computer would do the heavy lifting of completing tasks and the dumb terminals would store this data efficiently. Like many things in the high tech world, computing has come full circle, retuning to its roots. With this history, it’s again important to understand that the cloud is not a frivolous notion. Instead, it’s networking fundamentals. In this case, distributed computing.
When talking about cloud computing, it’s critical that you help your customers understand that they determine their own level of involvement. We are finally starting to see small- and medium-sized businesses buy into cloud computing, most notably in their adoption of Microsoft Office 365. Businesses thrive off of Microsoft’s Office product set (Word, Outlook, Excel, etc.), and now that these products are backed up by cloud recovery, workforces can be more resilient and better prepared for scenarios such as run of the mill computer crashes or hardware theft.
Disaster recovery is just one example of how the cloud can benefit companies of all sizes. In our webinar, “KaaS: Knowledge as a Service,” Adam Knudsen and I discuss additional applications that not only enhance disaster recovery, but also increase communication and productivity throughout organizations and departments.
Over the course of the next four weeks, we will deliver two additional webinars as part of our convergence series. The next webinar, “How to Sell Cloud as a Trusted Business Technology Advisor,” will be held Wednesday, October 29th, at 1:30 PM CDT.
Tyler Durden may have been an agent of chaos, but cloud computing is not. Cloud computing can work astonishingly well when the solution is customized for the people accessing information. Adam and I look forward to helping our partners frame these high-level consultative conversations properly so you can sell more cloud services.
To watch the webinar click here.
This is the second entry in a series discussing convergence hosted by my colleague, Adam Knudsen, and myself. You can read a summary of the first webinar here.
About the Author
Dave Landsberger is a sales trainer at TBI. He designs content and delivers sales training to support TBI’s sales campaigns. Dave develops training programs that foster a culture of continuous learning to ensure the maximum effectiveness of TBI’s sales efforts. You can contact Dave at firstname.lastname@example.org or connect with him on LinkedIn.