Page 32 - Partner Business Transformation Workshop Refresh

Partner context for Cloud: “all change, please”!

● Commercials: CPE (project) contracts  consumption-based revenues
● Deal model: Bundle, bespoke  standardised, ready to run
● Buyers: IT Mangers & Subject Matter Experts  business buyers
● Marketing: technology features  business value/outcomes
● Sales: selling products & services  driving continuous adoption
● Services: technical expertise  professional services consulting