Page 67 - How to Sell Cloud Services for Resellers - Virtual

Engaging with Business Decision Makers

Chief Pain Points Questions Implications
Financial
Cash Flow and 1. How much of your IT Most CFOs are
Officer Financial spend is funded using unaware of the benefits
Performance Capex? of Cloud Services.
These questions use
2. How are you planning to the language of finance
improve cash flow by to get them interested
switching to an Opex (Opex, Capex, Cash
model for IT and flow, risk).
communications? This makes it easier to
engage and gives you
3. What would be the the opportunity to
advantages of having your educate a valuable ally.
IT delivered on a pay as
you go basis?

4. How would it help the
cash flow if you were able
to fund your IT expense
as needed?

5. How would it help if we
could show you a way of
reducing the risk of
implementing IT projects?