The Important Position of Buyer Success in Enterprise Migrations


By Stacey Farrar, Product Advertising Supervisor at BitTitan

Cloud adoption has skyrocketed lately—and information exhibits no indicators of slowing down. For instance, in response to Gartner, Inc., “spending on public cloud providers is forecast to develop 20.4% in 2022 to complete $494.7 billion, up from $410.9 billion in 2021,” and in 2023, Gartner, Inc. predicts that end-user spending will attain practically $600 billion.

Regardless of the various benefits of the cloud (similar to {hardware} value financial savings, eliminating software program upkeep, and rising the scalability and efficiency of purposes), migration might be daunting for firms of any measurement. In any case, migrating 1000’s of enterprise customers is a extremely seen venture that brings important complexity and time constraints.

There are a number of facets MSPs and IT professionals should contemplate when managing migrations. For instance, the variety of customers. The variety of customers will increase the quantity of knowledge that might want to transfer. And relying on how outdated the IT setting is, legacy enterprise programs is likely to be outdated and exhausting to sift by way of. One other problem is the complexity of the system. The bigger the enterprise, the extra providers and {hardware} it might want to assist its IT setting. Each system has its personal “gotcha” (unexpected venture snag), which bigger enterprises encounter virtually 100% of the time. These “gotchas” make it difficult to remain on funds and timeline, that are important for a profitable migration.

If a venture goes sideways and unexpected snags happen, how is the migration crew or MSP supposed to beat the unknown variables whereas scrambling on a decent deadline? How can MSPs mitigate a scenario the place they face not delivering what they promised after securing a hard-fought venture bid?

When rubber meets the street, having a devoted useful resource to assist troubleshoot and resolve unexpected issues is essential, particularly when timelines are tight, and reputations are on the road.

The Very important Position of a Buyer Success Group

Buyer success groups are specialists in planning and executing migrations for enterprises and small- to mid-sized companies. Buyer success groups are engaged from the start and supply specialised information to make sure a profitable migration. They do that in three necessary methods: (1) assessing the information and figuring out what must migrate to the cloud, (2) planning and strategizing, and (3) offering a snapshot of what the migration will seem like as soon as it’s underway. Buyer success groups can guarantee migrations are well-planned, environment friendly, and obtain desired outcomes. They’ll additionally proactively determine potential roadblocks earlier than they happen. Utilizing cloud migration software program may also help, however alone, is not going to safeguard towards unexpected roadblocks. It’s important to have the assist of a buyer success crew to keep away from hidden venture prices, keep on funds, and prioritize the migration of important apps and information.

And not using a assist crew, firms danger the migration’s success. There are a number of methods a cloud migration can go off the rails. Gartner names six.

  1. Improper Group: An organization might need educated IT workers, together with safety, pc networks, and technical assist specialists. Nonetheless, they’re usually untrained in cloud migrations and unfamiliar with on a regular basis intricacies that may disrupt a migration.
  2. Rushed App Evaluation: A migration is like portray a home—the exhausting work is prepping the venture. Although time-consuming and typically tedious, preparation is crucial to seamless execution and attaining the specified end result. It’s the identical with a migration. The migration crew should perceive the apps the group makes use of, the sort and measurement of knowledge they retailer, and what they should migrate. If migration groups rush this course of, they will encounter important hurdles down the street.
  3. Improper Emphasis: A part of the preparation course of is knowing what information must migrate to the brand new cloud-based system and the place it might want to reside. If a migration crew doesn’t clearly perceive what info is most necessary and the place it must go earlier than the migration begins, they are going to probably waste money and time.
  4. Poor Touchdown Zone: Failing to correctly architect and implement the underlying cloud “touchdown zone” environments into the suitable migrated workloads can improve safety and compliance prices. Contemplate forward of time the right way to map information securely and appropriately to customers so it’s straightforward to handle.
  5. Mistimed Work Effort: If a migration crew doesn’t correctly plan and scope, it received’t have a practical timeline and funds for the venture. This may usually lead the migration to value extra money and take longer than meant. Normally, the extra experience from a buyer success crew is the distinction between venture success and venture chaos.
  6. Hidden Prices: Many organizations really feel they’re saving cash by migrating independently—however the reverse is often true. For instance, an IT director at an enterprise firm as soon as proposed that the group migrate to a brand new system. The IT director instructed higher administration that the inner IT crew was well-equipped to deal with the migration independently. Nonetheless, the migration was nowhere close to full one 12 months later (and $2 million over funds). Fortunately, the IT crew requested for skilled assist from migration specialists and had been in a position to get the venture again on monitor and reduce extra prices.

MSPs and IT professionals who associate with a buyer success crew can safeguard towards challenges or hiccups that threaten to derail the migration. Offering hands-on management from the very starting, a buyer success crew may also help enterprises successfully and effectively migrate to the cloud and modernize operations. Unknown variables will nonetheless occur, however buyer success professionals may also help mitigate and overcome them.


Stacey Farrar is a Product Advertising Supervisor at BitTitan, the place he oversees go-to-market technique and product messaging for MigrationWiz. His areas of experience embody cloud automation, SaaS, product advertising and marketing and administration, digital advertising and marketing, buyer engagement, and enterprise improvement.



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