Daniel Smith. Selling the cloud.

Cloud Computing Conference - Cloud Slam 2009.
Abstract. Amongst all the talk of what we can do with the cloud and why we should adopt it and the great benefits it can bring and even why people should buy cloud services there is very little guidance of how to sell the services.

We are experiencing the biggest upheaval of business and technology adoption with in many of our life times. While we all can see the future we need to make sales now to make our businesses a reality and just because we have the greatest product, people will not simply buy it, marketing people will happily spend our budget but in this new market getting some basics right will ensure success. Understanding your sales strategy and your sales process will enable this success. But there are some challenges. Are you going to sell direct, how are you going to target a sales team, how do you reach the potential customers and make them buy. Maybe the channel your best route to market but can you deliver what they need to guarantee your success. Can you sell your service on line or do you need to educate the market?
These are just some of the questions that you need to address before you make potentially costly mistakes.
conversations with organizations such as Citrix, Microsoft and Nasstar plc

Video of the session: