Four Steps to the Cloud: Start By Firing Your Sales Team

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Four Steps to the Cloud: Start By Firing Your Sales Team

At XChange Solution Provider 2013, Gartner's Tiffani Bova explains how VARs can move to the cloud and take advantage of hybrid cloud growth and cloud services brokerages.

Read the full story here

IT Owl

Fire the sales force? She's the stupid. Educate the sales force, give them incentives to sell cloud? That will go to the bottom line -- if you have a revenue model coming from the magically cloud move!

RobWright

Bova's point during her presentation was that educating and re-training your sales team on a cloud model can be very costly and time-consuming, and most VARs don't have that time/money to spend.

And I would add that a lot of said education/training isn't very good, and that many SPs are finding that their sales people who operate on a product sales approach (margins, quotas, etc.) don't WANT to change.

Bob N.

IT Owl,

If you were at the presentation you would understand the context of her comments. She made a compelling case about the need for a different breed of sales people and different compensation models when it comes to cloud services versus traditional hardware and software marketing. I suggest that you read the article and not just the headline. There is a great deal of information there that you just might find useful.