Why your sales reps are having trouble selling cloud.
Session Details
Session Abstract
This presentation is focused on educating the VAR community on what it takes to sell cloud solutions. Specifically it will address why the solution development team has such a hard time teaching their existing product sales reps to sell cloud solutions. The presentation will be educational to the VAR, OEM and Distributor's executive team, solution development team and the sales teams with information all of them can use to immediately increase sales of cloud solutions.
The presentation starts with a comical but true look at the decade-plus long fight between the two sides of the VAR business. Next it explains why the tension has been there for so long and what successful companies have done to overcome the challenge. We then cover how the industry is trapped in the world of speeds and feeds but by shifting to value based selling can help drive cloud solution sales. The presentation concludes with examples of establishing your own value proposition and demonstrating it to you customers.
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