Page 78 - How to Sell Cloud Services for Resellers - HSCR
P. 78
Traditional Sales vs Consumption Model:
Steps to a Successful Sale
Traditional Solution Sale Versus Consumption Model Sale
1. Identify the Opportunity 1. Identify the Opportunity
2. Propose Solution 2. Propose Solution
3. Compete for Business 3. Compete for Business
4. Win the Platform Sale
4. Win the CPE Sale 5. Structure a Fair Consumption
Agreement
5. Hope you can come back 6. Drive User Adoption of Micro-
and find another big project Transactions
6. Start over 7. Continue drawing incremental
revenue.
