Selling the Cloud

As described in this Bain article, the market opportunity for Cloud services is still very ripe:

As the market for commercial cloud services reached $27 billion in 2011, many incumbent technology providers stood on the sidelines, hesitant to embrace this opportunity. That means only about 20% of the market for public and private cloud services belongs to incumbents today. It’s still early days, and it’s not certain whether those with the initial lead will continue to win.

Our program is intended to provide end-to-end support for  providers looking to exploit this trend.

 

Cloud Revenue Strategies

This ‘Cloud Go To Marketing System’ features:

A. DESIGN CAPABILITIES

1. Customer and Market Intelligence

  1. Customer Segmentation
  2. Customer Insights
  3. Market and Competitive Intelligence

2. Value Proposition Definition

  1. Offering Definition
  2. Customer Messaging Definition
  3. Definition of sales and support model

B. DELIVERY CAPABILITIES

1. Product/Service Management

  1. Category management
  2. Portfolio/lifecycle management
  3. Product development

2. Pricing

  1. Pricing strategy
  2. Product pricing
  3. Pricing tactics

3. Branding and Marketing

  1. Branding
  2. Category marketing
  3. Demand generation

4. Salesforce and Channel Management

  1. Channel mix
  2. Targeted offering
  3. Resource deployment
  4. Tools
  5. Performance Management

5. Post-sales Support

  1. Customer support
  2. Process improvement and innovation

Solution Selling Cloud Computing

Solution Selling helps sales teams build additional skill levels for closing larger, more complex deals via a consultative sales approach, in addition to the product-centric selling approach common to junior teams.

Read more in this 9 page PDF white paper.

The CBPN program can be called upon to:

  • Expand sales pipeline – Equip salespeople with the skills and tools required to expand their targeted ‘prospecting territory’, able to open more doors at a senior VP level and proactively initiate more business-driven project opportunities.
  • Win more deals – Better control the selling process through alignment with the buyers ‘three phases’ of procurement, and closing through Business Value Justification. Be able to quote up more complex configurations and use this process as the ‘Vision Engineering’ process for closing the buyer.
  • Provide tools and job aides – Template materials to support this approach, including proposal documents, ROI calculator spreadsheets and so on.

Solution Accelerators

ESaaS – Enterprise Search as a Service

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