Managed IT Services firms like yours across the nation – and the globe – have been busy since the beginning of 2020. Companies have relied on your expertise to give them the go-anywhere and work-from-home technology they needed to stay in business over the past months.
The question many of them are asking themselves – and you – in the wake of this unprecedented shift into cloud infrastructure is, “What should we do with our on-premise file server?”
Before the COVID pandemic, there was hesitancy in some sectors to abandon on-premise file servers in favor of the cloud. Their concerns ranged from lack of control to compliance and security. Today, those concerns still exist to one extent or another, but the practicalities of the present have outweighed the trepidation of what might happen to their workflow in a cloud environment.
Helping Your MSP Clients Make the Right Choice for Their Business
As a technology professional, you likely already have strong opinions about on-site, cloud, and hybrid IT assets. You know which works for you, which is the easiest for you to support, and which provides you with the best profit margins.
The writing is on the wall, and the industry as a whole is embracing virtual hardware and cloud-hosted workflow.
As a result of recent events, many IT specialists are moving their clients away from on-premise file servers and toward cloud-based alternatives.
The question then, for you, is, “How do I convince clients not to re-invest in an on-premise file server? Or, how do I approach the subject of divesting of their on-site server and VPN in favor of the cloud?”
Even with the shift to work-from-home scenarios, companies that have invested heavily in on-premise server technology may be hesitant to abandon it altogether to move into the cloud.
Let’s explore some talking points that may be a help to you in your next quarterly business review with clients that are still holding onto on-premise file servers.
“5 Factors to Consider About Your On-Premises File Servers” – Client Talking Points
1. CAPEX vs. OPEX
Clients that want to keep their file servers onsite often are thinking about the hardware and workstations that they already own, not the cost of replacement when those assets hit their expiry date. Reminding clients that they can move their IT infrastructure from the CAPEX column to the OPEX column is sometimes a winning strategy. This OPEX expense also frees up valuable floor space real estate in their facility and can lower both maintenance and electricity costs associated with on-site hardware.
2. Enterprise-Level Security Measures
For those clients that are still skittish about eliminating on-site assets and making the move into the cloud, a talk about the misconceptions surrounding cloud security may be in order. Yes, your MSP is willing to – and has been – handling cybersecurity protocols, maintenance, and response at their facility, but putting their workflow and data into an enterprise-level cloud environment comes with certain security advantages to them – specifically, protection from the effects of ransomware.
3. Business Continuity and Disaster Recovery
Undoubtedly, you are already handling BCDR for your clients. As such, at least some of their backed-up data is in a data center already. Undoubtedly, the COVID rush to provision work-from-home employees has gotten them thinking about business continuity. Sometimes, clients that lean heavily on in-house servers and VPN access need to be reminded that although their data is backed up, they may have a high vulnerability to power surges, fire, flood, or vandalism.
4. Scaling and Flexibility
Maybe not all your MSP clients are prepared (at this moment) to leap into “growth mode.” Many are still licking their wounds from the latest downturn in their sector. However, every business leader wants to be in a place to be able to take advantage of the “boom” when it arrives. Explaining the advantages that the cloud affords for easily scaling up or down and responding to the demands of an evolving marketplace helps clients understand the business benefit of the cloud.
5. Digital Transformation
While not every client your MSP supports can envision the difference that digital transformation can make for their business, they are curious. Because the cloud is used to facilitate the vast majority of digital transformation programs, help them understand that keeping on-premise servers may limit (or make too expensive) any digital transformation they may want to undertake tomorrow or in the near future.
Conclusion:
We began this article with the simple question, “Are On-Premise File Servers Needed in 2021?”
There are a few factors to consider as we bring this conversation to a close.
• Your MSP Can Support Cloud-Based IT Infrastructure
The inference of this statement is that the MSP doesn’t “need” to keep clients using on-site servers and VPN access for remote workers. In fact, your workload may be reduced and your margins may be healthier in supporting only businesses with cloud-based assets.
• Objections Surrounding Cloud-Based Servers Have Dramatically Diminished
Those clients that were afraid of the cloud or even hostile to cloud options have had to reconsider their position when faced with potential workflow stoppage as a result of stay-at-home orders. Those clients are now reconsidering their “need” for in-house servers, and potentially their entire productivity model in light of the “new normal.” This evaluation process is leading many to the conclusion that they no longer “need” onsite IT hardware.
• Cybersecurity and Compliance Challenges Can Be Addressed
Helping clients understand that there are different cloud options (with equally varying cybersecurity and compliance specs) will aid them in feeling more comfortable with the idea of “exploring the best cloud architecture for your unique workflow, compliance, and security requirements.” Those who thought that their need for high compliance and security specs precluded the use of cloud-hosted servers can take a second look at the options available.