Channel Partners

SEP-OCT 2013

For 25 years, Channel Partners has been a resource for indirect sales channels, such as agents, VARs and dealers, that provide network-based communications and computing services, associated CPE and applications, and managed and professional services

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FEATURE How to t By David Sebestyen Conduct a Cloud Needs Assessment o become a trusted cloud partner, you need to provide independent third-party needs assessments for your clients. a strategic cloud assessment presents an opportunity for you to: • develop mindshare with the client and achieve correct positioning • demonstrate and prove considerable value in a short time frame • Establish a beachhead or get further traction in an account when expertly CondUCted And to the extent the BUsiness reAlity Allows, every CloUd Assessment shoUld strive to AChieve the following three goAls: 1 2 identify which cloud solutions are saleable now vs. later and develop a sales strategy 3 40 ChaNNel paRTNeRs SEPt/OCt 2013 Objectively evaluate the client's it environment and identify corresponding cloud solutions Use the assessment process to climb up the value chain and position yourself in the client's mind as a sophisticated technical and business adviser as opposed to yet another vendor selling products and services.

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