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Sales Implications
Successful cloud solution providers have made significant adjustments to their selling motion in order to realize the
efficiencies in selling cloud based solutions, but one constant remains:
The partners that can address customer solutions across on-premise, private and public cloud environments have
the greatest opportunity to be successful.
Sales Model Sales Process Sales Team & Sales Sales
Skills Messaging Compensation
• Can you afford to • The closing process • Can you be • Are your sales reps • Sales Compensation
maintain your needs to be much successful with a capable of leading a has been noted as
current selling shorter and hardware oriented consultative based one of the areas that
process? SHOULD be sales team? cloud discussion? should be addressed
repeatable. immediately. Sales
• Should you create • How do you handle • Is cloud outlined as motivation can be
a separate sales Account a core capability?. the difference
organization? Management? Cloud between success
Expansion / and failure.
Adoption?
