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Integrated approach to Selling Cloud Solutions

           Sales                                          Many successful Cisco Cloud Resellers view      This model may be best for you
                                                          cloud solutions as simply another delivery      organization if you :
Solution Solution Solution                                option and have trained their existing sales
 Sales Sales Sales                                        force to effectively handle selling cloud       • Have a services focused sales
  Rep Rep Rep                                             solutions.                                        team

                                                                                                          • Sell business or vertically oriented
                                                                                                            solutions

                                                                                                          • Focus on customer solutions (vs.
                                                                                                            tech sales)

                                                          Separate Sales Team to drive focus on Cloud Solutions

      Sales                                               The transition from on-premise to Cloud or      This model may be best for your
                                                          recurring revenue services requires focus       organization if you :
Traditional Cloud Sales                                   across the sales teams.
                                                                                                          • Generate 85% or more of your
Team         Team                                         A number of successful Cisco Cloud                revenue from product resell
                                                          Resellers created a separate sales
                                                          organization to drive focus to avoid conflicts  • Have a transaction focused sales
                                                          and maintain focus on the current business.       team

                                                                                                          • Are just starting the migration to
                                                                                                            selling services or managed
                                                                                                            services

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