{"id":68001,"date":"2025-07-10T13:59:37","date_gmt":"2025-07-10T12:59:37","guid":{"rendered":"https:\/\/www.n-able.com\/?p=68001"},"modified":"2025-09-09T17:57:37","modified_gmt":"2025-09-09T16:57:37","slug":"podcast-beyond-the-horizon-why-your-cloud-sales-pitch-is-failing-and-how-to-fix-it","status":"publish","type":"post","link":"https:\/\/www.n-able.com\/es\/blog\/podcast-beyond-the-horizon-why-your-cloud-sales-pitch-is-failing-and-how-to-fix-it","title":{"rendered":"PODCAST: Beyond the Horizon: Why Your Cloud Sales Pitch Is Failing (And How to Fix It)"},"content":{"rendered":"<p>N&#8209;able Head Nerd Joe Ferla sits down with Stefanie Hammond, Head Sales &amp; Marketing Nerd, to explore how MSPs can reposition, price, and bundle their services in the cloud era\u2014without leaning on tech jargon. This episode is a sales masterclass for MSPs navigating the shifting SaaS and cybersecurity landscape.<\/p>\n<p><strong>In this <\/strong><strong>episode\u2026<\/strong><\/p>\n<p>In the first episode of N&#8209;able\u2019s Cloud Podcast Series, Joe Ferla kicks things off by addressing a common challenge MSPs face\u2014not with the tech itself, but with how to <em>sell<\/em> it. To explore this further, he brings in Stefanie Hammond, N&#8209;able&#8217;s Head Sales and Marketing Nerd, to unpack how MSPs can rethink their sales strategies as cloud adoption and end-user awareness skyrocket.<\/p>\n<p>Drawing from insights gathered at recent Empower events and real-world MSP conversations, Joe and Stefanie dive deep into how cloud migration is disrupting traditional pricing and bundling models. Stefanie emphasizes that MSPs should stop selling based on features or products and instead focus on outcomes\u2014namely, productivity and peace of mind through cybersecurity.<\/p>\n<p>From bundling strategies and per-user pricing to the evolving buyer psychology in a semi-educated tech market, this episode delivers tactical, experience-driven advice. Joe also underscores the importance of value-based selling, automation, executive business reviews, and adapting sales approaches in a rapidly changing industry.<\/p>\n<p>Whether you&#8217;re a veteran MSP or just beginning your cloud transition, this conversation is packed with actionable insights to help you differentiate in a crowded market.<\/p>\n<\/p>\n<p><strong>Key Topics Covered<\/strong><\/p>\n<ul>\n<li>The shift in MSP sales strategy from selling tech to selling outcomes<\/li>\n<li>Why cloud adoption is disrupting traditional pricing and packaging models<\/li>\n<li>The case for per-user pricing vs. per-device pricing<\/li>\n<li>How increased user awareness is changing the sales conversation<\/li>\n<li>Operational efficiency and automation as revenue multipliers<\/li>\n<li>Importance of Executive Business Reviews (EBRs) in client retention<\/li>\n<li>Risk acceptance and how to price for cloud-related security gaps<\/li>\n<li>Why value-based selling outperforms product-based selling<\/li>\n<li>Stefanie\u2019s book club and continuous sales education for MSPs<\/li>\n<\/ul>\n<p><strong>Listen on <a href=\"https:\/\/podcasts.apple.com\/us\/podcast\/why-your-cloud-sales-pitch-is-failing-and-how-to-fix-it\/id1747403359?i=1000716658681\" target=\"_blank\" rel=\"noopener\">Apple Podcasts<\/a> | <\/strong><a href=\"https:\/\/open.spotify.com\/episode\/1Be8RHHRHPaP634TRcvED6\" target=\"_blank\" rel=\"noopener\"><strong>Spotify<\/strong><\/a><\/p>\n<p><span style=\"text-decoration: underline\"><strong>Related events<\/strong><\/span><\/p>\n<ul>\n<li><strong>Click here to join one of Stefanie <a href=\"https:\/\/www.n-able.com\/events\/office-hours-business\" target=\"_blank\" rel=\"noopener\">Office Hours<\/a><\/strong><\/li>\n<li><strong>Or here to keep up to date on the latest <\/strong><a href=\"https:\/\/www.n-able.com\/events?filter_event-type=boot-camp\" target=\"_blank\" rel=\"noopener\"><strong>Head Nerd Boot Camps<\/strong><\/a><\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<p><em>Disclaimer: This podcast provides educational information about issues that may be relevant to information technology service providers. Nothing in the podcast should be construed as any recommendation or endorsement by N&#8209;able, or as legal or any other advice. The views expressed by guests are their own and their appearance on the podcast does not imply an endorsement of them or any entity they represent. Views and opinions expressed by N&#8209;able employees are those of the employees and do not necessarily reflect the view of N&#8209;able or its officers and directors. The podcast may also contain forward-looking statements regarding future product plans, functionality, or development efforts that should not be interpreted as a commitment from N&#8209;able related to any deliverables or timeframe. All content is based on information available at the time of recording, and N&#8209;able has no obligation to update any forward-looking statements. <\/em><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Discover how MSPs can successfully sell cloud services by focusing on value, outcomes, and modern pricing strategies. Featuring N-able Head Nerds Stefanie Hammond and Joe Ferla.<\/p>\n","protected":false},"author":24,"featured_media":0,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"inline_featured_image":false,"footnotes":""},"class_list":["post-68001","post","type-post","status-publish","format-standard","hentry","topic-cloud-computing","topic-head-nerds","topic-sales-strategies"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v27.2 (Yoast SEO v27.2) - https:\/\/yoast.com\/product\/yoast-seo-premium-wordpress\/ -->\n<title>PODCAST: Beyond the Horizon: Why Your Cloud Sales Pitch Is Failing (And How to Fix It) - N-able<\/title>\n<meta name=\"description\" content=\"Stefanie Hammond and Joe Ferla discuss how MSPs can successfully sell cloud services by focusing on value, outcomes, and modern pricing strategies.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.n-able.com\/es\/blog\/podcast-beyond-the-horizon-why-your-cloud-sales-pitch-is-failing-and-how-to-fix-it\" \/>\n<meta property=\"og:locale\" content=\"es_ES\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"PODCAST: Beyond the Horizon: Why Your Cloud Sales Pitch Is Failing (And How to Fix It) - 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