Page 39 - CPBT - iland

Summary - sales & marketing

• Align Cloud services value propositions with specific customer's strategy
for cloud deployment models and adoption maturity

• Develop multiple go-to-market messages based on specific drivers and
inhibitors to address the requirements of decision makers and budget
holders

• Develop buyer personas and pain/gain mapping for key stakeholders -
recognise that purchasing authority for Cloud initiatives will not always
be in the control of the IT organisation

• Invest in sales enablement to increase abilities to assess customer
pains/gains and align with solution value/business outcome