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 CHANNEL PARTNERS TM ™ Business Value of the Cloud a channel partners event Your Guide To The Show! Stay connected to the Cloud Partners show before, during and after the event. • Show Floor Map • Show Agenda • Events • News • Education Sessions • Alerts • Exhibitor Listings So what determines what can be done today? factors equally important to a cloud sale include timing, consensus between key client stakeholders (since most cloud sales require multidepartment buy-in), enthusiasm regarding the cloud (which should be significantly increased by a competent assessment), financial realities, constraints and cloud vs. on-premise tCO analyses, technical feasibility and restrictions, and specific pain points mapping to business priorities. it's important to arrive at these core answers and align them with your technical findings to determine the timing and positioning of solutions you propose. the importance of asking the right questions and engaging the client early on in the process cannot be overstated. While analyzing the business and technical needs and developing the solution, you must simultaneously identify the spearheads to make the first set of sales and pick your battles with respect to the rest. this strategy also leads to a list of other likely potential future sales into the same account. in fact, refreshing, versioning and revisiting your cloud assessment periodically is one of the best ways to increase your traction in an account. • And More! Sponsored by: 3 GOAL: Use the Assessment As An opportUnity to position yoUrself higher Up the vAlUe ChAin As A strAtegiC BUsiness And teChnology Adviser t he cloud assessment is the optimal time to show the client the caliber of your strategic thinking and to address other aspects of the client's business by "getting into the client's head." the most rudimentary way to accomplish this goal is by following these guidelines: do ® • involve all key stakeholders in the process. Certain stakeholders may have a much greater influence over the cloud sale than they may have had over prior technology sales • introduce exciting technologies unfamiliar to the client. Cloud technologies reach far beyond plain vanilla iaaS, Saas, PaaS and related categorizations. Over time, you can develop your practice to the point where you can get the most technically savvy it director excited, and the value of enthusiasm in a cloud sale cannot be overstated. MOBILE APP • Map cloud solutions directly and closely to key business challenges as articulated by the client's decision makers themselves • Make the numbers work for the client through a sophisticated tCO analysis • incorporate solutions that position you to be the person or entity your client turns to when contracts turn over or when new technologies or vendors become available

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