Page 69 - How to Sell Cloud Services for Resellers
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Supporting Student Notes
1. Cost Saving – usually obvious, easy to measure
2. Productivity Improvements – collaboration, work from home, travel
reductions etc – harder to measure but still quite tangible
3. Business Benefits – business agility, competitive edge or employee
moral, customer loyalty – usually seen as less tangible but can’t be used
if can’t be measured.
4. Stress these aren’t IT benefits, but BDM benefits, so if our only tool to
improve the financial picture is to “find additional returns” we’ve got to
have these conversations
