Page 53 - BT - How To Sell Cloud Services

Traditional Sales vs Consumption Model:

Steps to a Successful Sale

Traditional Solution Sale Consumption Model Sale

1. Identify the Opportunity 1. Identify the Opportunity

2. Propose Solution 2. Propose Solution

3. Compete for Business 3. Compete for Business
Versus
4. Win the CPE Sale 4. Win the Platform Sale

5. Hope you can come back and 5. Structure a Fair Consumption
find another big project Agreement

6. Start over 6. Drive User Adoption of Micro-
Transactions

7. Continue drawing incremental
revenue.