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Cloud is not just for IT –

Sell to IT for business, sell to LoB to build enterprise architectures 2

From Selling to IT only To Selling to both IT and LoB (Line of Business)

• IT normally looks for quick wins if • Selling to business will help you do three things:
not taken as a strategic approach 1. analyse and discover all possible outcomes

driven by IT and LoB 2. create better ROIs by finding the sleeping budgets

3. position yourself as a trusted advisor
• IT normally looks for cost cuttings if

not driven by LoB and their vision • Objection handling with IT around cloud limits you to cost

savings and won’t
• Creating appealing ROI for your

customers and only integrate IT • Cloud becomes a strong ROI-winning solution if used and

outcomes is more difficult as cloud understood by LoB users – not only by IT
is not a cost cutting – cloud is a

strategic approach and needs to be

positioned as such

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