Everyone wants a piece of the cloud. So now you want your piece. It is one thing to build it. It is an entirely other thing to position and sell a solution within it. Other challenges include how to staff the right supporting organization and creation of team compensation plans that drive desired behaviors.
On Tuesday, April 16, 2013, Mike Shook and Will Shook of Accelerence, LLC went over the business rational for cloud. They also discussed how to sell cloud solutions and your product or a solution within it. Will and Mike discussed ways to counteract the confusion and uncertainty the cloud can bring and offered specific value propositions and selling techniques to hit the ground running. They touched on getting started with a cloud services strategy, cloud sales processes and barriers to entry.
Overall, the presentation went over why the cloud is hot, selling cloud followed by selling your solution, defining value in the face of confusion and tips on how to do effective competitive research.
You can listen to a complete recording of this presentation at aspeevents.webex.com. Select “View Event Recordings” in the top right corner and then search by title. You can also download the slides from this presentation by visiting our Web Seminar Archives.
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