Page 76 - Partner Business Transformation Workshop Refresh
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Sales messaging
The sales conversation about Cloud opportunities will be very different than the
normal feature, function, benefit and price conversation that is typical in a
traditional hardware sales opportunity. The buying centre is different, too !
• Lower initial cost to Lower Total OPEX vs. • Predictable IT
implement Cost CAPEX Costs used within
operating budgets
• Mid market access Access to Business • Heavy focus on
to enterprise-grade New Growth business outcome
functionality vs. technology
Solutions
