Selling Cloud Solutions

Group Training

Group Training

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Sales persons, account managers, and national account managers selling cloud services
Sales consultants, sales engineers, and systems engineers supporting the sale or implementation of cloud services
Support staff, help desk, and technical support
Cloud provider marketing and sales managers
Service providers, consultants, consulting firms, and system integrators consulting on cloud computing

Students should be able to:

Identify and define common terms and definitions of cloud computing.
Identify and describe opportunities and challenges of selling cloud solutions and best practice approaches to positioning Cloud, Hybrid Cloud and Multicloud.
Describe, identify, and position cloud deployment (Hybrid Cloud, Multicloud, Public and Private) and service models (IaaS, PaaS, SaaS).
Identify and position types of cloud services and differentiate the importance and use for different deployment models.
Identify and articulate common business challenges and opportunities that can be addressed by cloud, before incorporating within a positioning strategy plan.
Identify and describe best practice approaches to uncovering customer needs, relative to cloud.
Use a question-asking process to uncover customer needs – focused on Hybrid and Multicloud.
Describe and demonstrate completion of positioning planning template to articulate a company’s cloud/cloud product offering and the benefits to the customer.
Build a cloud positioning, sales approach and questioning strategy using provided templates.
How to take what’s been learned through this course and put it in to practice through use of scenarios, case studies and provided templates.

Course introduction
Module 1: Cloud computing overview
- Module introduction
- Cloud story
- Cloud computing
- Cloud models
- How businesses use cloud
Module 2: Selling cloud solutions
- Module introduction
- Best practice approach to uncovering customer needs
- Overcoming objections
Module 3: Building your cloud strategy
- Module introduction
- Positioning cloud solutions
- Developing your action plan
- Course conclusion

Module 1
Challenge: Identify the value proposition(s) that distinguish a cloud service from competitors
Walkthrough: Identify the top reasons why customers purchase cloud solutions
Challenge: Determine your positioning strategy
Challenge: Identify needs of the customer

Module 2
Challenge: Create a Business Model Canvas (BMC)
Walkthrough: Identify the impact of external trends
Walkthrough: Identify the business benefits of cloud
Challenge: Identify concerns your customer has with cloud

Module 3
Challenge: Explore cloud solutions with TDMs and BDMs
Challenge: Identify proof of concept options