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There are two different approaches when speaking to your customers about Cloud
solutions; first thing is to consider who it is you’re talking to…

New Customers                                             Existing Customers    ~70% of Solution
       Reach                                                                         Providers’
       Engage
       Convert                                                                revenue comes from

                                                                              Existing Customers

                                                          Re-engage           “A significant portion of new
                                                           Educate
                                                                                 business comes from
                                                                                    Cloud Computing.”

                                                          Convert             $10+M NA Solution Provider

                                                                                  Source: IPED CLF March 2012

                                                                              Most Solution Providers
                                                                                     readily admit

                                                                              that they are not good
                                                                                      marketers

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