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.
Let’s be honest—selling a cloud subscription isn’t the hard part anymore.
With the rise of SaaS, IaaS, and everything-as-a-service, customers are more open than ever to cloud solutions. But here’s the real challenge: keeping them subscribed, engaged, and growing with you over time.
Welcome to the world of lifetime value—where the real revenue isn’t in the first sale, but in the renewals, expansions, and upsells that follow.
In this blog, we’ll explore how salespeople in the channel can shift from transactional selling to value-driven cloud partnerships—and how Cloud in the Channel can help you do it at scale.
The Cloud Sales Shift: From One-and-Done to Always-On
In the old days, you sold a license, handed it off to IT, and moved on to the next deal. But cloud has changed the game:
Subscriptions are recurring—so churn kills growth.
Usage drives value—so adoption is everything.
Customers expect more—so support and service matter.
Modern cloud sales isn’t about closing deals. It’s about opening relationships.
Step 1: Sell Outcomes, Not Licenses
Customers don’t care about SKUs. They care about results.
Instead of pitching “50 Microsoft 365 Business Premium licenses,” try this:
“Let’s streamline your team’s collaboration, secure your data, and reduce IT overhead—all with a solution that scales as you grow.”
Focus on:
Business outcomes
Productivity gains
Security improvements
Cost predictability
Tip: Use case studies and ROI calculators to make the value tangible.
Step 2: Make Onboarding Effortless
The first 30 days are critical. If customers don’t activate and adopt, they’re likely to churn.
Here’s how to make onboarding stick:
Offer guided setup or white-glove onboarding
Provide training resources or webinars
Assign a customer success contact
Set clear success milestones
Bonus: Automate onboarding emails and check-ins using your CRM or cloud management platform.
Step 3: Monitor Usage and Engagement
You can’t manage what you don’t measure. Use tools to track:
License activation rates
Feature usage
Login frequency
Support tickets
If usage drops, it’s a red flag. Reach out proactively with tips, training, or a check-in call.
Cloud in the Channel integrates with leading cloud platforms to give you visibility into customer usage—so you can act before it’s too late.
Step 4: Build in Renewal and Expansion Triggers
Don’t wait until the renewal date to engage. Instead:
Set reminders 90, 60, and 30 days out
Review usage and value delivered
Identify opportunities to upgrade or expand
Offer incentives for early renewal or bundling
Pro tip: Use automated workflows to trigger renewal campaigns and upsell prompts.
Step 5: Bundle for Stickiness
The more services a customer uses, the less likely they are to churn. Create bundles that combine:
Core cloud subscriptions (e.g., Microsoft 365, Google Workspace)
Support services (e.g., helpdesk, training, monitoring)
Example Bundle:
“Modern Workplace Starter Pack” Includes Microsoft 365, cloud backup, endpoint security, and 24/7 support.
Cloud in the Channel helps you build and price bundles that are easy to quote, sell, and scale.
Tools That Make It Happen
Here’s how Cloud in the Channel supports your journey from license to lifetime value:
Feature
Benefit
Cloud Subscription Management
Provision, monitor, and renew licenses in one place
Automated Billing
Reduce admin and ensure accurate invoicing
Customer Portals
Let clients self-serve, manage users, and view usage
Reporting & Alerts
Stay ahead of churn risks and upsell opportunities
Bundling Tools
Create value-added packages with ease
Explore the full platform at cloudinthechannel.com
The Payoff: More Revenue, Less Churn
When you shift from selling licenses to delivering outcomes, you:
Increase customer satisfaction
Reduce churn
Grow average deal size
Build long-term relationships
And most importantly—you become indispensable.
Conclusion
Cloud sales isn’t about the quick win. It’s about the long game.
By focusing on onboarding, engagement, and value delivery, you can turn every cloud subscription into a recurring revenue engine.
At Cloud in the Channel, we give you the tools, insights, and automation to make it happen—so you can spend less time chasing renewals and more time building relationships
Ready to grow your cloud business? Let’s talk.
Learn more about our Cloud Solutions on cloudinthechannel.com
Let’s be honest—selling a cloud subscription isn’t the hard part anymore.
With the rise of SaaS, IaaS, and everything-as-a-service, customers are more open than ever to cloud solutions. But here’s the real challenge: keeping them subscribed, engaged, and growing with you over time.
Welcome to the world of lifetime value—where the real revenue isn’t in the first sale, but in the renewals, expansions, and upsells that follow.
In this blog, we’ll explore how salespeople in the channel can shift from transactional selling to value-driven cloud partnerships—and how Cloud in the Channel can help you do it at scale.
The Cloud Sales Shift: From One-and-Done to Always-On
In the old days, you sold a license, handed it off to IT, and moved on to the next deal. But cloud has changed the game:
Subscriptions are recurring—so churn kills growth.
Usage drives value—so adoption is everything.
Customers expect more—so support and service matter.
Modern cloud sales isn’t about closing deals. It’s about opening relationships.
Step 1: Sell Outcomes, Not Licenses
Customers don’t care about SKUs. They care about results.
Instead of pitching “50 Microsoft 365 Business Premium licenses,” try this:
“Let’s streamline your team’s collaboration, secure your data, and reduce IT overhead—all with a solution that scales as you grow.”
Focus on:
Business outcomes
Productivity gains
Security improvements
Cost predictability
Tip: Use case studies and ROI calculators to make the value tangible.
Step 2: Make Onboarding Effortless
The first 30 days are critical. If customers don’t activate and adopt, they’re likely to churn.
Here’s how to make onboarding stick:
Offer guided setup or white-glove onboarding
Provide training resources or webinars
Assign a customer success contact
Set clear success milestones
Bonus: Automate onboarding emails and check-ins using your CRM or cloud management platform.
Step 3: Monitor Usage and Engagement
You can’t manage what you don’t measure. Use tools to track:
License activation rates
Feature usage
Login frequency
Support tickets
If usage drops, it’s a red flag. Reach out proactively with tips, training, or a check-in call.
Cloud in the Channel integrates with leading cloud platforms to give you visibility into customer usage—so you can act before it’s too late.
Step 4: Build in Renewal and Expansion Triggers
Don’t wait until the renewal date to engage. Instead:
Set reminders 90, 60, and 30 days out
Review usage and value delivered
Identify opportunities to upgrade or expand
Offer incentives for early renewal or bundling
Pro tip: Use automated workflows to trigger renewal campaigns and upsell prompts.
Step 5: Bundle for Stickiness
The more services a customer uses, the less likely they are to churn. Create bundles that combine:
Core cloud subscriptions (e.g., Microsoft 365, Google Workspace)
Security add-ons (e.g., backup, MFA, endpoint protection)
Support services (e.g., helpdesk, training, monitoring)
Example Bundle:
“Modern Workplace Starter Pack”
Includes Microsoft 365, cloud backup, endpoint security, and 24/7 support.
Cloud in the Channel helps you build and price bundles that are easy to quote, sell, and scale.
Tools That Make It Happen
Here’s how Cloud in the Channel supports your journey from license to lifetime value:
Feature
Benefit
Cloud Subscription Management
Provision, monitor, and renew licenses in one place
Automated Billing
Reduce admin and ensure accurate invoicing
Customer Portals
Let clients self-serve, manage users, and view usage
Reporting & Alerts
Stay ahead of churn risks and upsell opportunities
Bundling Tools
Create value-added packages with ease
Explore the full platform at cloudinthechannel.com
The Payoff: More Revenue, Less Churn
When you shift from selling licenses to delivering outcomes, you:
Increase customer satisfaction
Reduce churn
Grow average deal size
Build long-term relationships
And most importantly—you become indispensable.
Conclusion
Cloud sales isn’t about the quick win. It’s about the long game.
By focusing on onboarding, engagement, and value delivery, you can turn every cloud subscription into a recurring revenue engine.
At Cloud in the Channel, we give you the tools, insights, and automation to make it happen—so you can spend less time chasing renewals and more time building relationships
Ready to grow your cloud business? Let’s talk.
Learn more about our Cloud Solutions on cloudinthechannel.com
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