Page 42 - How to Sell Cloud Services for Resellers
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Roles and Responsibilities

             Needs      Specification           RFP/Select        Install/Use

            Strategy    Feature, Functionality  Price, Discounts  Bus. Value
             BDM/LoB                                                   BDM/LoB
             TDM/IT
              IT Sales
Degree of
Engagement
In Sales Process

$$ Traditional
     $$ Cloud
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