Reaping the Benefits of a Cloud Consultant: Reasons for Engagement, How to Evaluate and when to Disengage.
C–Suite executives play an integral role in enabling the success of a company by making sure the right technology and partners are in place.
CWith the rapidly evolving IT landscape, it is becoming progressively difficult to stay updated on the latest technological advancements. Only 5 years ago, IT projects were mostly initiated by IT executives, however in 2023 operations and marketing executives as well as other important stakeholders play a significant role when deciding on technology procurement.
CHALLENGES IN THE CLOUD DECISION MAKING PROCESS
Because technology decisions can be complex, it is easy for a new project to get stalled or delayed because decision makers have a multitude of other responsibilities and do not always have their schedules aligned. And this can be challenging because even though 87% of companies believe digital will disrupt their industry, only 44% are adequately prepared for projected disruption due to digital trends.
To add to this, unfortunately, the technology marketplace is famously crowded and ascertaining accurate information complicated. And on top of that, most organizational leaders reassess their technology portfolio every 3–5 years as their term dates of a particular stack approach which means evaluations take place when decisions need to be made. There often is not enough time to get up to speed on what technologies are presently available, which will serve the organization best. A simple online search does not cover this need any longer in 2023.
What needs to happen however is for the whole team to be in–the–know. The team needs to be able to focus on driving business outcomes and getting the necessary technology in place as swiftly as possible. Effective collaboration while everyone is fully informed during the evaluation process is key.
LEVERAGING CLOUD CONSULTANTS OR TECHNOLOGY ADVISORS
Cloud consultants and technology advisors, on the other hand, live and breathe this marketplace daily, keeping track of trends, providers, pricing, and more, to offer the most precise and current advice. They quarterback technology projects for a living; they have the expertise to understand the project requirements and the decision maker’s point of view and can bring a team together. The consultant is an expert with a profound understanding of technology, covering from niche fields such as Artificial Intelligence and Machine Learning to the following services:
- Data and cloud services
- Cyber Security and disaster recovery
- Hosting and content management
- Software and hardware solutions as well as integrations
- Sustainable IT and transformation
- Voice, Messaging and Video (UCaaS, CCaaS, and SDWAN)
Cloud consultants are not restricted to advisory roles and can serve as invaluable partners in the development and implementation of businesses’ digital strategies. Using a holistic view and going through different fact–finding steps can support solidifying overall business objectives as well as implementing specific efficiency enhancing feature sets.
In addition, cloud consultants will negotiate on behalf of the client with a fitting provider or vendor to guarantee budgetary requirements are met.
As a matter of fact, in general, working with a consultant makes sense for most small businesses in particular. Almost half of small businesses (44%) have hired a consultant in the past. (Source: Clutch, 01/2021) And more that than one in three small businesses (39%) have hired an IT consultant, making it the most popular type of consultant small businesses hire. (Source: Clutch, 01/2021)
TOP 10 BENEFITS OF CLOUD CONSULTANTS:
To summarize, the top 10 benefits of employing a Cloud Consultant are as follows:
1. Provide knowledge to make decisions and consolidations in the best interest of the company. Providing technical direction throughout the purchasing process. Secure tailored strategy and solution planning.
2. Offer adept practices for cultural transformation when deploying new technologies. Planning the implementation and providing documentation for training initiatives.
3. Auditing technology stacks and specifying a business’s digital goals. This frees up time for the executive team to focus on driving business successes and strategies.
4. Lead you on navigating the IT landscape and leveraging emerging technologies.
5. Optimize the use of both technological and financial resources and future proofing the business.
6. Streamline to a single point of contact. Keeping an inventory of the technology stack and providing ongoing support for this stack.
7. Utilize artificial intelligence (AI) and machine learning tools for customer service.
8. Offer thorough side–by–side technical and pricing comparisons. Delete pressure from quota–based supplier/carrier salespeople.
9. Leverage an extensive network of Cloud, IT, Telecom and Software service providers.
10. Vets the technical services market for the best fit for the client – search engines may support the client in fact finding however much information about how well providers perform in real life settings is not published online.
By enlisting a Cloud Technology Consultant, you can capitalize on these benefits and be confident that your business will be optimized and better served by the best available services in the marketplace. Make sure to do your research and vet the consultant/advisor you’re considering for a successful outcome.
HOW DO CLOUD CONSULTANTS GET PAID?
HOW DO CLOUD CONSULTANTS GET PAID? Like insurance brokers, some cloud consultants are also Technology Service Distributors (TSD) or brokers. As such, the initial consultation may be free of charge frequently. However, when working on custom or more complex projects a retainer fee will be added because the consultant will have to spend time researching the project.
The fact that consultants are remunerated by the service provider(s) may appear a bit conflicting; however, be assured that because a consultant is working with several different service providers. The goal is to deliver the best possible solution at the best possible price and support to the end user. Long term partnership with the end user is every consultant’s/TSD’s ultimate goal. Given the nature of this dynamic, typically customers/businesses can expect technology and vendor recommendations from Cloud consultants that is free of bias. This is a significant step up from dealing with any one carrier’s direct sales team.
Providers desire to make their solutions known to as many businesses and organizations as possible and consultants will do their best to be aware of as many technological solutions as possible without necessarily recommending them to a distinct end user. This tends to cause a bit of a demanding dynamic between the advisor and the provider and it’s the job of the consultant to make sure the end user does not have to through this process of selection or relationship building with the technology provider.
While providers benefit from not having to employ cloud consultants and therefore do not need to pay them a salary and benefits, they usually feel ambivalent about the fact that consultants will bring in various vetted providers for organization to choose from. Additionally, to serve their clients best, consultants fight for favorable contract terms and are not bound by quota, which leaves them free from the pressure to offer a certain set of services.
DEMONSTRATING ROI
According to The Predictive Index, 27% of surveyed businesses chose not to hire a consultant because the consultant could not demonstrate ROI. This is the most frequent reason for companies not using consultancy services (Predictive Index 03/2019).
FCX understands this and as a result we have created the Cloud Cost Calculator to provide insight.
EVALUATING CLOUD CONSULTANTS
When selecting a Cloud consultant to partner with, it is necessary to appraise their experience and success in the industry. So what should one look for in a consultant? Of course, make sure your consultant displays intelligence, expertise, flexibility and a future ready mentality as well as a successful track record of accomplishment.
Besides this, we suggest having following questions answered:
- What sets your model apart from others?
- How much experience does your team have in the field?
- Can you demonstrate the benefits of your services?
- What is your approach to handling complicated problems?
- Can you provide illustrations of successful projects you have completed?
- Who are your other clients?
- Can you provide references?
- Is your team keeping up with certifications?
- Is your organization solvent and plans to stay active within the next 15 years in this area?
TRANSITIONING AFTER THE PROJECT:
It is up to the organization to engage the consultancy for ongoing support. When transitioning from a project phase to a maintenance phase the following considerations can be made:
- In-house Expertise: If your organization has developed sufficient in-house expertise during the project, it may be feasible to handle the maintenance phase independently. The technology advisor’s role may have been primarily focused on the project’s implementation or specific technical aspects, and your team can now take over the ongoing maintenance responsibilities.
- Established Support Mechanisms: If your organization has established support mechanisms or dedicated technical teams that can handle maintenance tasks, such as troubleshooting, bug fixing, and updates, it may not be necessary to continue engaging the technology advisor. With the appropriate resources and processes in place, you can effectively manage the maintenance phase internally.
- Contractual Agreement: Sometimes, the engagement of a technology advisor is limited to a specific project phase, and their contract explicitly states that their involvement ends upon project completion. In such cases, it is natural to disengage from the advisor and transition into the maintenance phase, as per the agreed-upon terms.
It is important to communicate the transition plan clearly with the cloud consultant, expressing appreciation for their contributions during the project phase. Providing a smooth handover and documenting any specific knowledge transfer can facilitate a seamless transition into the maintenance phase while maintaining a positive relationship with the consultant.
Picking the right consultant is pivotal to the successful adoption and implementation of a cloud solution. With so many options available it can seem daunting; but it doesn’t have to be. By having the right questions and building a trusting partnership with your technology advisor, you can use their expertise and experience to make the best choice for your business. Ultimately, there are so many benefits from incorporating an cloud consultant within your business that it’s hard to ignore. By taking advantage of a cloud consultant’s experience and relationships, you can ensure that you are making the best decisions for the future of your business.
