Page 44 - How to Sell Cloud Services for Resellers - HSCR
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Roles and Responsibilities

              Needs        Specification         RFP/Select           Install/Use

             Strategy    Feature, Functionality     Price, Discounts   Bus. Value
              BDM/LoB                                                        BDM/LoB
               TDM/IT
               IT Sales

Degree of
Engagement
In Sales Process

$$ Traditional
     $$ Cloud
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