Page 13 - HSCR

Changes from traditional engagement?

• Our Mindset – Product, Service & Solution to Business Value

• Size of Initial Deal – start small and grow – “consumption”

• Who we talk with – TDM and BDM and Users

• What we talk about

• Timing

• Buyer tactics – Trial/POC

• Customer Satisfaction – “cloud services” = service industry

• Customer Loyalty

• Commission Plan

• Sales Style.