Page 74 - Partner Business Transformation Workshop Refresh
P. 74
Sales process
Opportunity Generation Sales Closing Account Management
Opportunity generation for Cloud In general, revenue associated with More than ever before, your team
based Solutions can be very different Cloud opportunities tends to be needs to focus on the account
than traditional hardware focus sales. smaller in the first year. Update your management role. Renewals are
Your should plans to address: selling process to ensure that you critical for the recurring sales model.
maintain the proper sales coverage. You need to decide:
• Higher velocity deal flow and The critical differences that need to
qualifications be investigated are: • Will AM be managed by the sales
team or a dedicated AM staff?
• Web based POCs and/ or demos • Less customization
• Do my processes support a goal of
• New customer acquisition using • Focus on fast qualification 90+% renewal rate?
Cloud as a catalyst
• Speed to closure • Do you have an customer cloud
expansion / adoption plan?
