Page 35 - CPBT - iland

Key sales and marketing challenges

● Stakeholders

 cloud adoption drivers and inhibitors vary substantially with stakeholder role
 key to understand and solve for multiple target audiences within a single firm

● Timing

 attitudes and plans for cloud deployment models are evolving
 Cloud (& supporting IT) services must meet customer-specific deployment

needs at the right time

● Investments

 variations in spending intentions and investment timing impact audience and
value - need to constantly assess/refine sales messaging, enablement and
initiatives