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Posts tagged: cloud sales

Mar 28

2017

Step 8: Enable Your Sales Team

Step 8: Enable Your Sales Team

This is the final post in our 8-part blog series, 8 Steps to Help Channel Partners Build and Execute a Profitable Cloud Business. In the old sales model before the cloud, customers told Sales what they wanted, and then Sales had it built or found a partner to provide it. But as we’ve discussed in […]

Mar 28

2017

Step 8: Develop Your Marketing Strategy

Step 7: Develop Your Cloud Marketing Strategy

This is part 7 of our 8-part blog series, 8 Steps to Help Channel Partners Build and Execute a Profitable Cloud Business. “We do word of mouth marketing. We have a ton of customers and we stay busy all the time.” That kind of marketing strategy might have been just fine for reselling traditional IT […]

Mar 28

2017

Step 6: Build Your Operational Processes

Step 6: Build Operational Processes

This is part 6 of our 8-part blog series, 8 Steps to Help Channel Partners Build and Execute a Profitable Cloud Business. You’ve come a long way since building your cloud solution, picking your vendors, developing your KPI-based financial plan, and getting executive buy-in. But this is where many VARs make the mistake of thinking […]

Mar 28

2017

Step 5: Financial Planning and Analysis

Step 5: Financial Planning and Analysis

This is part 5 of our 8-part blog series, 8 Steps to Help Channel Partners Build and Execute a Profitable Cloud Business. You’ve built a cloud sales financial plan based on KPIs, reviewed it, and you’re satisfied with it. Your sales team is ready to dive in and get started. But is everyone on the […]

Mar 28

2017

Step 4: Establish KPIs as Lead Indicators

Step 4: Establish KPIs as Lead Indicators

This is part 4 of our 8-part blog series, 8 Steps to Help Channel Partners Build and Execute a Profitable Cloud Business. $1,000,000 – or any number that aligns with your cloud sales strategy – sounds like a great revenue goal, but how will you get there? It’s not a good strategy to pull a […]

Mar 28

2017

Step 3: Develop Your Pricing Model

Step 3: Develop Your Pricing Model

This is part 3 of our 8-part blog series, 8 Steps to Help Channel Partners Build and Execute a Profitable Cloud Business. When it comes to pricing, the bottom line is to think about the future. How easily and cost effectively can you manage the operation of your cloud solution — and how can you […]

Mar 28

2017

Step Two: Choose Your Vendor Partners

Step 2: Choose Your Vendor Partners

This is part 2 of our 8-part blog series, 8 Steps to Help Channel Partners Build and Execute a Profitable Cloud Business. A lot of partners make the mistake of picking the vendors first and then coming up with a solution to sell. Ingram Micro advises to do the exact opposite. Build your best go-to-market […]

Mar 28

2017

Step One: Build Your Solution

Step 1: Build Your Solution

This is part 1 of our 8-part blog series, 8 Steps to Help Channel Partners Build and Execute a Profitable Cloud Business. You can’t be everything to everybody when it comes to reselling cloud services – not if you want to grow your business, that is. In “Step One: Build Your Solution,” we’ll look at […]

Mar 28

2017

New Blog Series: Build a Profitable Cloud Business in 8 Steps

8 Steps to Help Channel Partners Build and Execute a Profitable Cloud Business

Overview Everybody wants to be in the cloud, right? Chances are your sales team is on the phone nearly every day with decision makers looking for cloud solutions for specific business challenges. So why are so many value added resellers (VARs) and managed services providers (MSPs) struggling with profitability and rising operational costs in an […]

Aug 19

2015

How to Develop a Tactically Sound Cloud Sales Strategy

Every cloud practice depends on sales for survival. With the IT market transitioning from project-based to cloud-based assignments, solution providers face the challenge of shifting their sales strategies and communicating the value-add of cloud to their customers. Adjusting to the transition means developing a tactically sound sales strategy to stay competitive in today’s IT market. […]