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Your sales process MUST be repeatable and address 3 critical areas:
Opportunity Generation Sales Closing Account Management
Opportunity generation for Cloud In general, the revenue associated More than ever before, your team
based Solutions can be very with Cloud opportunities tends to be needs to focus on the account
different than traditional hardware smaller in the first year. Therefore, management role. Renewals are
focus sales. Your organization your selling process needs to be critical for the recurring sales model.
should put plans in place to address: updated to ensure that you maintain You need to decide:
the proper sales coverage. The
• Higher velocity deal flow and critical differences that need to be • Will AM be managed by the sales
qualifications investigated are: team or a dedicated AM staff?
• Web based POCs and/ or demos • Less customization • Do my processes support a goal
of 90+% renewal rate?
• New customer acquisition using • Focus on fast qualification
Cloud as a catalyst • Do you have an customer cloud
• Speed to closure expansion / adoption plan?
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