Page 14 - HSCR

Sales Style - CPE versus Cloud Services

• TDM and BDM

• TDM - traditional and business relevance
• BDM – early engagement

• Value Based Selling– Account AND Deal Management

• Understand their business
• Earlier engagement

• Drive Consumption – getting closer to the end user
• Order Fulfillment and Demand/Opportunity Creation – ”Trusted Advisor”

• Service/Platform Evaluation not Product Evaluation

• Less about technical merits

• More about service delivery

• POC - Testimonials, References and Referrals

• Better/Different Qualification