Bits & Bytes

Google Migrations: Go With the EDU Expert

03/10/2017
George Mellor
ModernMSP_WomanWorkingCloud.jpg

It’s the hard truth that most value-added resellers (VARs) and Solution Providers (SPs) fail to acknowledge and then ultimately take too long to address.

Once you commit to creating or growing a cloud services business, you’ve got to alter your sales model to ensure it maps to a recurring revenue based business model.

There are four major truths that need to be addressed. They will free you from the tyranny of missed expectations and low growth:

While students and faculty are at home, it’s a good time for system upgrades that will enhance collaboration, access, and security. Many colleges, universities, and school systems are planning winter break migrations to move or consolidate tenants and even adopt new collaboration platforms.

If you’re using Google Workspace, MigrationWiz is the tool you need for migrating a wide variety of workloads: Mailboxes, documents, archives, and even collaboration platforms. You can take advantage of low education pricing to move from one Google instance to another, or from Google Workspace to Microsoft Teams. MigrationWiz handles all these workloads:

  • Gmail and Vault, including inbox, folders/labels, email, muted emails, contacts, calendars, and calendar notifications.
  • Drive, including files, folders, permissions, document history, comments, and more.
  • Shared Drives, including documents, permissions, versions, and metadata.

Great education pricing is one thing, but when you’re planning a migration, you should never skimp on experience, capabilities, and security. That’s why BitTitan has been the choice of educational institutions for more than 13 years.

Experienced experts are here to help

BitTitan has migrated thousands of students, faculty, and staff at hundreds of educational institutions all around the globe. While MigrationWiz is known for being intuitive and easy to use, you never have to go it alone, especially if your project is more complex. Our world-class Customer Success team are dedicated migration experts who can help you plan your project.

In fact, now is the perfect time to call so we can connect you with team members who have extensive experience in educational environments – including implementing complex Google Workspace migrations.

Fast, easy, and flexible

Educational institutions choose MigrationWiz because it’s fully automated and 100% SaaS. In fact, if you were expecting to sprint around campus in order to complete your migration, you may have to get your exercise some other way. With MigrationWiz you simply initiate your migration from one centralized dashboard, then use DeploymentPro – which is included – to automate Outlook configuration.

Don’t be fooled, though. Easy doesn’t mean basic. MigrationWiz is highly customizable with advanced options that give you full control over your migration. You’re always in charge of timing, testing, setup, and execution. You can also use project sharing to involve team members across departments for greater visibility and collaboration throughout the migration.

Top security with Azure datacenters

Security is top priority for every migration project, especially in educational settings. You’re responsible for protecting personal information from students and faculty, as well as proprietary documents and research. You must be able to ensure every bit of data is safe throughout the migration process. With MigrationWiz you get the extra security of Azure datacenters. And, your data is always encrypted and never stored.

With BitTitan by your side, you can get a lot done over winter break. So when faculty, staff, and students return, they might not even notice because they’ll be able to get started with the new semester without any disruptions.

Now’s the time to plan your migration

If you’re ready to implement a migration, there’s still time to put a plan in place. Contact us today to find out about education pricing for MigrationWiz and to learn how we can help make your migration a success.

The Four Truths:

 

 

  • A sales plan and selling structure created to drive transactional sales is rarely appropriate for driving month-over-month growth in a recurring revenue business.

 

 

  • Successful sales professionals who are on-plan are not going to screw up their income stream and jeopardize their earning potential for the year.

 

 

  • The skills and desire of the person selling cloud are fundamentally different from those of the person selling on premise projects and products.

 

 

  • The same, old approach will not lead to the changes necessary to juice your business development and selling efforts in the cloud.

 

 

Acknowledging these truths should prompt actions designed to produce sustainable results. Your sales model and pay plan must change.

The Plan of Action:

 

 

  • Looking at your sales team structure and make one fundamental decision. Do we use our current sales professionals to drive cloud or do we bring in new people to build the cloud business?

 

 

  • Creating a sales plan that rewards productivity and results, but does not cause the organization to become a bank.

 

 

  • Developing a demand generation capability that stresses inbound marketing capabilities and adds net-new customers in volume.

 

 

  • Not disrupting your run-rate transactional business as you build-out your cloud services pipeline – you’ll need the gross profit and cash flow to fund your new business.

 

 

Again, it’s critical to acknowledge that your sales and business development model will not drive monthly recurring revenue if it was created to provide incentive to product and project-based deals. In addition, a transaction-based pay plan seldom meets the need when it comes to driving recurring revenue. What is the next step?

The High-Level Prescription:

 

 

  • Don’t bother trying to teach an old dog new tricks. Get new dogs. Building a brand-new cloud sales team allows you to start with a clean slate. Find the people who desire to build-out a great monthly recurring revenue business, instead of trying to force Hunters who crave the big pay day and have no desire to build incremental revenue streams.

 

 

  • Change your sales plan and ensure it aligns sales behavior with company goals for growing your cloud services business. Solid cloud service plans typically use between one and four measures, such as:

 

 

 

  • Annual Recurring Revenue (ARR) or Annual Contract Value (ACV).

 

 

  • Renewals (look at lowering churn).

 

 

  • Total Contract Value (TCV).

 

 

  • Net-new Revenue (monthly, quarterly, annually).

 

 

 

 

Many cloud services businesses value regular deal volume versus fewer, larger transactions at the end of each quarter. To achieve smoother bookings over time, put incentives in place to encourage even production, e.g.,

 

 

  • Pay a quarterly bonus for meeting minimum volume, typically 15-20% of annual quota.

 

 

  • The quarterly quota bonuses, if earned at 100% for the year, should represent 25-33% of the total variable incentive payout.

 

 

  • If the quarterly minimum is not met, half of the quarterly quota bonus is forfeited, with the balance rolling.

 

 

 

 

  • Create a demand generation framework that has a heavy inbound marketing focus, designed to create quality content that pulls people towards your organization and cloud solution-set. Align your published content with your prospects and customers’ interests, with an eye on generating inbound traffic that you can then acquire, convert and close.

 

 

  • Don’t confuse your current sales force and customer base, which will, in turn, stall deals and potentially pollute your pipeline.

 

 

By adhering to the first prescription and keeping your current sales team focused, you’ll significantly lower your risk. However, your client base will understand that you’re playing in the cloud marketplace, so you can grab any opportunities that might have otherwise slipped away forever.

In summary, it is imperative to change your sales and business development model when looking to build a solid recurring revenue-based cloud services business. Build out a new team with new capabilities. Create a sales plan that aligns sales with your cloud service business goals. Build serious inbound marketing capabilities. Finally, manage your current pipeline and continue to drive deals to closure, while grabbing any opportunities that might have otherwise moved from your funnel to someone else’s.

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