If you want to target the sme's I might suggest just separating out your value, set a few simple tiers and make it easy to plug a cloud backend in (only needs one provider at first). This way your value and cost is direct and obvious and you're not left managing a fleet of vm's. This probably increases the total cost a little as there's less sharing, but a lot of medium org's can manage that internally and it's much easier to convince a manager to spend $xx/$xxx a month rather than $xxxx or more