Multi-Channel Lead Generation Strategies for Cloud Service Providers

Generating leads and converting them into revenues for cloud service providers requires a multi-channel marketing approach. Inbound lead generation focuses on keyword research, website optimization, and relevant content. Outbound lead generation involves targeted messaging to a chosen audience. Evaluating leads based on marketing-qualified leads and closed sales is important. Staying updated with cloud computing trends like hybrid and multi-cloud solutions is crucial. Converting leads into sales requires effective on-page optimization and sales enablement strategies. Creating valuable and engaging content is essential for attracting prospects.


What strategies do you follow for generating leads or converting leads into revenues for cloud service providers? Not sure? Have a glance at this piece of content, to get a brief idea about lead generation tactics for cloud services.
How to generate a lead is an important objective in business. This is a challenging part and becomes complicated when you want to implement lead generation through multi-channel marketing to maximize your efforts.
What is a cloud service? To minimize the managing and maintenance cost as well as to enhance the flexibility of work practices, cloud-based services are more trending. Three basic cloud services are IaaS, PaaS, and SaaS; the first being cloud infrastructure service, second one platform-based and the third one cloud-based software service. However, cloud-based businesses are little different from the conventional businesses. So, cloud-oriented business needs different tactics to increase leads. Multiple channels can be used to enhance the B2B lead generation efforts for cloud providers.
Lead generation can be classified into two primary categories-

Inbound And Outbound


In inbound lead generation, keyword research and website optimization is a must. Keyword research is very important to focus on the lead generation performance for the inbound category. However, on-page and off-page optimization play a crucial role in inbound leads. The on-page factors include Meta tags, keywords, titles, image tags, etc. Apart from these, Google Trends, Keyword Planner, Insight and Alexa are some other inbound tools. Development of relevant content helps in your business more discoverable in search engines, social media platforms, etc. The main focus is to enhance the number of website visitors and converting them into leads.


In outbound lead generation, a target audience is chosen for sending or pushing messages, irrespective of the fact that they have shown any interest for the content or they have asked for the same. This is also called as ‘interruption marketing’. This form of marketing includes mass emailing, display advertising, cold calling, etc. These forms of outbound marketing are usually operated by paid delivery mechanism. The paid delivery mechanism enhances the cost of running a campaign and thus is focused on selling more willingly than educating or helping.
Evaluation of generated leads: In every business, either in cloud marketing or conventional ones, the lead generation is evaluated by two – MQLs or marketing-qualified leads and the number of sales closed. Both of these evaluating factors are important, but keeping a balance in between these two, can be quite beneficial.
Outbound lead geneartion

Latest Cloud Computing Trends

The present age is cloud-based technology and Cloud Computing technology is growing up rapidly. The cloud-based services are growing at a fast pace and are projected to grow by more than 17% in 2019. The figure seems to rise by 90% by the year 2022, as per the report of Gartner.
Some more cloud computing technologies are trending at present, which are Hybrid & Multi-Cloud Solutions and Serverless Computing.
The Hybrid Cloud model is going to offer transition solutions that merge your current infrastructure with private cloud services and open cloud. This enables the organization to shift to Cloud technology at its own pace.
The Serverless Computing or ‘No need Server’ becomes more and more popular. Customers do not need a server now or have to spend some huge amount of money for configuring the technology, as customers can avail the cloud-based platform for a wide range of helpful tools for different applications as well as working data.
Artificial Intelligence Platforms, Cloud Security and improved internet like 5G are other aspects of technology, where more importance will be seen soon. Artificial Intelligence or AI platforms are used for a faster, useful and competent way to work together with data scientists and other team members. This technology is also helpful in preventing duplication of efforts, turning simple tasks into automated ones and succeeding expensive labor tasks like extraction of data or copying.
Cloud Security is also very important. Every year, security is improved and upgraded. The General Data Protection Regulation or GDPR has been introduced and the security concerns have risen. Also, this is one of the important parts of cloud technology for the year 2019. Slow internet connection while working with data is a matter of concern for many businesses and to overcome this, internet providers are working rigorously to bring the best. Technologists are working on the internet speed and 5G network seems to be the next developed network.
Conversion of leads after generating that whatever trends in technology are there and you adopt them, getting the lead is the most important issue. Also, even after getting multi-channel leads, all efforts fail, when leads are not converted effectively. So, converting leads into sales is the biggest challenge for every business, including cloud-based services. On-page optimization is cheap as well as a fast way to enhance conversation rates. The on-page optimization includes dedicated landing pages, loading speed and different ways of messaging to match the conversion communication with channel communication.
Sales enablement strategy can be used for a cloud-based business to enhance maximum ROI conversion rate. Sales enablement is nothing but providing tools, processes, and knowledge to the sales team, required as a selling effort to potential buyers.
No matter what strategies are used for lead generation, creating a pleasant presence is very important. This indicates the use of relevant and good quality contents that boosts up the business. The valuable and striking contents attract the attention of the readers without making unnecessary noise.

To Sum Up

Summarizing the above lead generation strategies and discussions on multi-channel lead generation for cloud providers, a brief list can be made as:
  • The primary focus should be to use the right and relevant content as well as to send the right messages to attract prospects.
  • Which inbound and outbound channels to be used are of prime importance and vary from one business to another. Chose the channels wisely.
  • For each channel, setting goals and objectives is important. Select the goals tactfully.
  • Specify the role that each channel plays in motivating and capturing new prospects.
  • Last but not the least; create a pleasant sound through your contents to get attention, rather than making a loud an unnecessary noise.
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Gaurav Roy

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