Page 99 - Application-led Cloud Sales - ALCS 7 AUG

Summary of Module 4

• Use the Cloud Decision Framework to identify key Stakeholders and
concerns

• Formalise a Sales Process for Cloud to engage all Stakeholders
• Involve Professional Services to understand and calibrate the

customer’s state of readiness for Cloud
• Align your Value Proposition with Stakeholder concerns
• Close with a Call-to-Action!