Page 4 - Cloud Sales Enablement

Cloud Journey (curriculum introduction)

The journey to the Cloud for partners can broadly be broken down in to three steps:
1. Understand
What is the market and opportunity for Cloud? What are the varying partner roles I can play?
What does this mean for my business and what do I need to think about and address?
2. Decide
Having understood the market, the opportunity and Partner type options for Cloud, partners must
decide the role they wish to play and how they will enter the market.
3. Act
Having decided to enter the Cloud Market, Partners must now Act! This includes how to
structure, organise and reward their sales team, and enable their sales organisation.