Archives for Tag “Cloud”

Digitalization of Cloud Sales – from IT to BUSINESS

November 18th, 2015

The appearance of disruptive cloud solutions has evoked a paradigm shift in terms of how software is purchased and consumed. Previously, the IT department purchased infrastructure and solutions and the business was forced to use it as provided. Today, businesses select cloud solutions according to their needs and often rent them without consulting the IT department. Such a change in buying behavior...

Cloud Sales: A Job for Superman?

October 29th, 2015

This year at SAP Connect, futurologist and motivational speaker Dietmar Dahmen made an interesting suggestion to IT solution providers: be more like Superman. In the same way that Superman sheds his Clark Kent disguise to take on a steady stream of new villains, providers need to be prepared to cast aside the shackles of the on-premise business to embrace cloud sales opportunities....

Success in B2B Pull Marketing: Clear Communication of Value can Work Wonders

Against the backdrop of an internet filled with innumerable bites of content that are being tweeted, liked and shared across a wide array of platforms, it’s a tough task to pique someone’s interest in, say, a human resources management software. For cloud software providers this is a major problem because their businesses need a large volume of customers to remain financially viable....

From On-Premise to Cloud: 6 Points for a Successful Transformation

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A company that wants to position itself as a cloud solutions provider would do well to consider the following points:A successful cloud sales strategy affects the entire company, not just the sales team.The changes to the sales process will affect the entire business and are far more pervasive than they appear on the surface.Success in the cloud business means developing a direct...

Battle of the Cloud: How to Win Customers

March 31st, 2015
Yavoriv, Ukraine (July 26, 2011) -- U.S. paratroopers from the 173rd Airborne Brigade Combat Team out of Vicenza, Italy train along side Ukrainian Paratroopers at the International Peacekeeping and Security Center (IPSC) in Ukraine as part of Exercise Rapid Trident 2011. Rapid Trident is a U.S. Army Europe led Joint Exercise designed to enhance joint combined interoperability with allied and partner nations. (U.S. Army photo by Staff Sgt. Brendan Stephens/Released)

Selling a cloud-based software solution is completely different from the traditional approach to software sales. In the face of tightened budgets and cost-saving initiatives, IT investments today have to compete with projects that appear to be much more business related. In order to ensure that your solution gets a piece of the budget pie, you’ll need to revise your strategy to compete...