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Successful cloud solution providers have made significant adjustments to their selling motion in order to realize the
efficiencies in selling cloud based solutions, but one constant remains:

The partners that can address customer solutions across on-premise, private and public cloud environments have
the greatest opportunity to be successful.

Sales Model Sales Process Sales Team & Sales Messaging Sales
Skills Compensation

• Can you afford to • The closing process • Can you be successful • Are your sales reps • Sales Compensation
maintain your current needs to be much with a hardware capable of leading a has been noted as
selling process? shorter and SHOULD oriented sales team? consultative based one of the areas that
be repeatable. cloud discussion? should be addressed
• Should you create a • How do you handle immediately. Sales
separate sales Account • Is cloud outlined as a motivation can be the
organization? Management? Cloud core capability?. difference between
Expansion / Adoption? success and failure.

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