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How to Sell Cloud – 3 Critical Requirements
As more and more organizations decide they want to pro-actively position their solutions for consumption in the cloud, I thought I’d take some time to pass on a few of the main messages I’ve been hearing from businesses that buy cloud solutions. To follow are three critical requirements from a customer perspective that must be met in order for them to make a buying decision in favor of a cloud solution.
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Summer is ending, back to school signals the start of the Fall Selling Season or does it?
Take a quick look back and compare the following benchmarks for your company over the past four years:
- The number of new customer additions (new license sales only – not transfer of VAR)
- The number of deals you chased that you didn’t win.
- Your cost of sale (includes all your sales rated costs + marketing costs dived by the number of net new customer additions).
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There’s something about boarding a plane to another continent that causes one to reflect on how things are different (and the same) in different parts of the globe. As I head to post-Olympic London, I can’t help but wonder about whether the inflection point for Cloud demand has been passed in both Europe and North America.
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Are you ready for the Microsoft Worldwide Partner Conference?
With WPC just around the corner, many Partners are wondering what big changes are coming. With the highest attendance expected in years, the 2012 Microsoft WPC is a must-attend. The buzz word right now is cloud, so in honor of the “next big thing” in the ERP industry, we’ve put together some of our best cloud resources. Happy reading!
- How to Sell Cloud – 3 Critical Requirements
Tim Heintzman - Is Your Business Pro-active About Cloud Computing
Tim Heintzman - Developing Your Own IP In The Cloud: Part 1
Ross Allen - Developing Your Own IP In the Cloud: Part 2
Ross Allen - The Road Ahead: Looking at the Future of Cloud
Bruce Ciarleglio - Monetization In The Cloud
Tim Heintzman - Forget Software As A Service, Think Of Software As A Utility
Dana Willmer - How Deep is Your Hole? The Cloud and its Impact on Business
Bruce Ciarleglio - Transitioning to a Cloud-based CRM or ERP Business
Ross Allen - There’s Risk In Those Clouds, But Not for Customers
Mark Stuyt - SI Revenue at Risk
Dana Willmer - Are You Waiting for the Clouds to Part?
George Brown - Are Those Clouds in the Sky… or the Winds of Change? Part 1
Tim Heintzman - Are Those Clouds in the Sky… or the Winds of Change? Part 2
Tim Heintzman - Are You Cloud-Ready?
Dana Willmer - The Forecast Calls for Cloud – Modify your Implementation Methodology to Adapt
Cathy Brown - The Re-Architecting of the Channel
George Brown
- How to Sell Cloud – 3 Critical Requirements
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Recently, I worked with some Dynamics Partners in Africa. Like Partners everywhere, they seek to aggressively grow their businesses to gain the twin benefits of scale and market position, so they can survive and prosper in the long term. They are keenly aware that growth is not optional, and that the industry is materially changing underneath them.
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The November / December timeframe is traditionally a time of year when lots of executives layout plans for the upcoming new year.
With the cloud of the tip of everyone’s tongue, I thought this might be a great opportunity to reflect on where we have been and where we are headed. Those folks who have heard us talk about cloud will recognize the following slide.
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Are You Thinking Outside The Box For Your Next Cloud Solution?
Many companies are preparing to bring great new solutions to the market, often leveraging the technology advantages that Cloud based development and deployment platforms offer. However, as business owners and product managers prepare for the launch of their new solutions, inevitably the question of how much can or should we charge comes up.
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