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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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Do you Benefit from Business by Referral?
Partners face many of the same challenges and it is no secret that a common frustration is the lack of high quality leads they generate. Competition is high, buyers are still nervous about the economy and the introduction of the Cloud has many people confused. People just aren’t actively looking to make a change at a high enough rate to satisfy Partner needs.
So what do we do?
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Don’t be lulled into a false belief that cloud computing is simply an evolution in customer technology consumption; it is nothing less than a transformational shift in the balance of power between buyers and sellers. Sales professionals that don’t understand this change and fail to adapt their prospect and customer engagement models accordingly will find themselves on the outside of a significant customer re-investment cycle wondering why their historical tried and true sales strategies and tactics are no longer effective. Cloud adoption is as much about redistribution of risk as it is about reducing the cost and complexity of technology.
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Brought to you by Cloud Computing
Living here in the Pacific Northwest I have more experience with clouds then I would like to really admit. They come in many shapes, sizes and intensities and each has their own individual purpose.
I look at the cloud front approaching our customers (VAR’s, ISV’s and SI’s) as the leading edge of a hurricane, a Category 5 Hurricane, something that can and will reshape this landscape from what it is now to something most cannot contemplate.
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