Page 46 - How to Sell Cloud Services for Resellers
P. 46
Business Decisions Makers - Level of Conversation
Business Processes – Sales and Business Processes – Sales and
Marketing, Supply Chain Management, Marketing, Supply Chain Management,
Customer Care… Customer Care…
Office Apps Production Finance Applications
Apps Apps running on
Infrastructure as a
Servers Storage Bandwidth
Service
Business Model
• Capital purchase of discrete Business Model
• Operational expense – Pay as you go
components • Cash flow of income versus expense.
• ROI, payback and IRR • Cloud Service Provider (CSP) carries
• Upfront risk for customer
• Customer responsible for risk.
• CSP responsible for installation, support,
installation, support, and ongoing
and ongoing management
management • Skills focus is on business process and
• Skills focus is on infrastructure
• 70-80% of IT assets are wasted. application deployment
• IT assets are performance optimized
