Cloud in the Channel is a cloud services management platform developed by Stock in the Channel to help IT resellers and Managed Service Providers (MSPs) streamline the selling, provisioning, billing, and reporting of cloud products. It offers a branded customer portal for quoting and managing subscriptions, automates billing and invoicing, and provides full visibility into license usage and customer cloud estates. The platform integrates with popular ERP and CRM systems like Xero, Sage, Dynamics, and NetSuite, and connects with major suppliers such as Ingram Micro and Techdata. With self-service tools and centralized management, Cloud in the Channel enables businesses to sell more efficiently and scale their cloud offerings with ease.
In today’s cloud-first world, the competition for customer attention is fierce. Buyers are more informed, more skeptical, and more demanding than ever. For MSPs, resellers, and VARs, the challenge isn’t just selling cloud services—it’s proving their value quickly and convincingly.
That’s where cloud trials come in.
Offering a trial isn’t just a marketing gimmick. It’s a strategic sales tool that, when executed well, can transform hesitant prospects into loyal, long-term customers. In this blog, we’ll explore why cloud trials work, how to structure them for maximum conversion, and how partners are already turning trials into recurring revenue.
Why Trials Work
Cloud services can be abstract. Unlike physical products, you can’t touch or see them in a traditional sense. That makes it harder for customers to grasp their value—especially if they’re new to the cloud or switching from legacy systems.
Trials make the intangible, tangible. They allow customers to:
Experience the product firsthand without commitment.
Understand the benefits in the context of their own workflows.
Reduce perceived risk, which is often the biggest barrier to purchase.
Build trust with the provider through hands-on experience.
For sellers, trials are a goldmine of insight. They reveal how prospects engage with the product, where they struggle, and what features resonate most. This data can be used to tailor follow-ups, refine messaging, and close deals faster.
How to Structure a Trial That Converts
Not all trials are created equal. A poorly executed trial can confuse users, waste resources, and even damage your brand. But a well-structured trial? That’s a conversion engine.
Here’s how to do it right:
1. Keep It Simple
One-click activation: The fewer steps, the better. Avoid lengthy forms or complex onboarding.
No credit card required: Lower the barrier to entry. Asking for payment info upfront can deter interest.
2. Set Clear Expectations
Define what success looks like during the trial.
Provide a checklist or roadmap: “Here’s what to try in your first 7 days.”
Align the trial experience with the customer’s goals.
3. Offer Proactive Support
Onboarding sessions: A 15-minute walkthrough can make all the difference.
Tutorials and FAQs: Make it easy to self-serve.
Check-ins: Reach out mid-trial to answer questions and offer tips.
4. Track Engagement
Use analytics to monitor usage patterns.
Identify power users vs. inactive accounts.
Trigger automated nudges or personal outreach based on behaviour.
5. Have a Clear CTA
Don’t leave users wondering what’s next.
Include a prominent, easy-to-use “Upgrade Now” button.
Offer incentives for early conversion (e.g., a discount or bonus feature).
Real-World Example: The Trial Turnaround
Let’s look at a real-world success story.
A UK-based MSP launched a 30-day trial of Microsoft Defender for Business targeting SMB clients. Here’s what they did right:
Proactive onboarding: Every trial user received a welcome email, a setup guide, and a 1:1 call offer.
Weekly usage reports: These helped the MSP identify which clients were engaging and which needed a nudge.
Tailored follow-ups: Based on usage data, the MSP sent personalised tips and reminders.
The result?
70% conversion rate from trial to paid.
Many customers expanded into full Microsoft 365 bundles within 90 days.
The MSP saw a 25% increase in monthly recurring revenue from this campaign alone.
This wasn’t luck—it was strategy.
The Takeaway
Cloud trials aren’t freebies. They’re investments—in customer experience, in sales acceleration, and in long-term revenue.
When structured with intention, trials:
Build trust faster than any brochure or demo.
Shorten sales cycles by removing friction.
Provide valuable data to refine your pitch.
Create upsell and cross-sell opportunities.
For MSPs, resellers, and VARs, trials are a powerful lever. They let you show, not just tell. And in a crowded market, that’s how you stand out.
Ready to Launch Trials That Convert?
At Cloud in the Channel, we help partners design, deploy, and optimize cloud trials that drive real results. Whether you’re launching your first trial or looking to improve conversions, we’ve got the tools and expertise to help.
Let’s turn “try before you buy” into “subscribe and stay.”
Learn more about our Cloud Solutions on cloudinthechannel.com
In today’s cloud-first world, the competition for customer attention is fierce. Buyers are more informed, more skeptical, and more demanding than ever. For MSPs, resellers, and VARs, the challenge isn’t just selling cloud services—it’s proving their value quickly and convincingly.
That’s where cloud trials come in.
Offering a trial isn’t just a marketing gimmick. It’s a strategic sales tool that, when executed well, can transform hesitant prospects into loyal, long-term customers. In this blog, we’ll explore why cloud trials work, how to structure them for maximum conversion, and how partners are already turning trials into recurring revenue.
Why Trials Work
Cloud services can be abstract. Unlike physical products, you can’t touch or see them in a traditional sense. That makes it harder for customers to grasp their value—especially if they’re new to the cloud or switching from legacy systems.
Trials make the intangible, tangible. They allow customers to:
Experience the product firsthand without commitment.
Understand the benefits in the context of their own workflows.
Reduce perceived risk, which is often the biggest barrier to purchase.
Build trust with the provider through hands-on experience.
For sellers, trials are a goldmine of insight. They reveal how prospects engage with the product, where they struggle, and what features resonate most. This data can be used to tailor follow-ups, refine messaging, and close deals faster.
How to Structure a Trial That Converts
Not all trials are created equal. A poorly executed trial can confuse users, waste resources, and even damage your brand. But a well-structured trial? That’s a conversion engine.
Here’s how to do it right:
1. Keep It Simple
One-click activation: The fewer steps, the better. Avoid lengthy forms or complex onboarding.
No credit card required: Lower the barrier to entry. Asking for payment info upfront can deter interest.
2. Set Clear Expectations
Define what success looks like during the trial.
Provide a checklist or roadmap: “Here’s what to try in your first 7 days.”
Align the trial experience with the customer’s goals.
3. Offer Proactive Support
Onboarding sessions: A 15-minute walkthrough can make all the difference.
Tutorials and FAQs: Make it easy to self-serve.
Check-ins: Reach out mid-trial to answer questions and offer tips.
4. Track Engagement
Use analytics to monitor usage patterns.
Identify power users vs. inactive accounts.
Trigger automated nudges or personal outreach based on behaviour.
5. Have a Clear CTA
Don’t leave users wondering what’s next.
Include a prominent, easy-to-use “Upgrade Now” button.
Offer incentives for early conversion (e.g., a discount or bonus feature).
Real-World Example: The Trial Turnaround
Let’s look at a real-world success story.
A UK-based MSP launched a 30-day trial of Microsoft Defender for Business targeting SMB clients. Here’s what they did right:
Proactive onboarding: Every trial user received a welcome email, a setup guide, and a 1:1 call offer.
Weekly usage reports: These helped the MSP identify which clients were engaging and which needed a nudge.
Tailored follow-ups: Based on usage data, the MSP sent personalised tips and reminders.
The result?
70% conversion rate from trial to paid.
Many customers expanded into full Microsoft 365 bundles within 90 days.
The MSP saw a 25% increase in monthly recurring revenue from this campaign alone.
This wasn’t luck—it was strategy.
The Takeaway
Cloud trials aren’t freebies. They’re investments—in customer experience, in sales acceleration, and in long-term revenue.
When structured with intention, trials:
Build trust faster than any brochure or demo.
Shorten sales cycles by removing friction.
Provide valuable data to refine your pitch.
Create upsell and cross-sell opportunities.
For MSPs, resellers, and VARs, trials are a powerful lever. They let you show, not just tell. And in a crowded market, that’s how you stand out.
Ready to Launch Trials That Convert?
At Cloud in the Channel, we help partners design, deploy, and optimize cloud trials that drive real results. Whether you’re launching your first trial or looking to improve conversions, we’ve got the tools and expertise to help.
Let’s turn “try before you buy” into “subscribe and stay.”
Learn more about our Cloud Solutions on cloudinthechannel.com
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