Page 33 - PBT - Partner Business Transformation
P. 33
Sales Process
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
should put plans in place to updated to ensure that you maintain model. You need to decide:
address: the proper sales coverage. The
critical differences that need to be • Will AM be managed by the sales
• Higher velocity deal flow and investigated are: team or a dedicated AM staff?
qualifications
• Less customization • Do my processes support a goal
• Web based POCs and/ or demos of 90+% renewal rate?
• Focus on fast qualification
• New customer acquisition using • Do you have an customer cloud
Cloud as a catalyst • Speed to closure expansion / adoption plan?
