Page 15 - How to Sell Cloud Services for Resellers

Supporting Student Notes

• Where we engage typically
• The importance of engaging earlier
• The difference between our engagement model and a BDM – the

disconnect in focus/interest
• The change in sales revenue from spike to consumption based, growing

revenue stream
• Again stress difference between traditional engagement and importance

of relationship

• Some thing are going to have to change to be successful, that’s what
today is all about.