Monthly Archives: November 2010

Ingram Micro GovEd Cloud Computing Panel Presentation

Here are the slides from my Ingram Micro GovEd Cloud Computing Panel Presentation. It’s a quick introduction to cloud services and some discussion points about the federal government embracing cloud services.

Click to download MarkSASmith_OCE_GovEd_Cloud_PresentationV1.0.pptx

This is the audio of the panel discussion. The panel included Renee Bergeron, Ingram Micro VP Cloud Services, Mark Grossman, Esq. (, and myself. Interesting questions from the audience about hosting, making money with $6 per user pricing models, and how to get started selling cloud.

Click to download IM_GovEd_Cloud_Panel20101112.WMA

Renee talks about the evolution of cloud and Ingram Micro’s offerings and Mark talks about legal considerations in the cloud.

You can register for the How to Start Selling Cloud webinar at

Updated: How to Start Selling Cloud Services Webinar

On Monday, November 15, 9:00 PST – 12:00 EST, I conducted an one-hour webinar for Ingram Micro on how to start selling cloud services.

If you’re trying to figure out how to make the cloud work in your practice, here’s a great place to start.

This informative and entertaining webinar shows business partner owners, executives, sales professionals, and tech staff how to be successful selling cloud services. You’ll learn how to put together your business plan, sales plan, and customer plan. And you’ll be introduced to the vendor-agnostic resources available now to make it happen fast.

If you’re the business owner, you’ll learn what steps to take to launch your cloud practice: what to think about, what questions to ask, and what to do—and when to do it—to make sure that you’re successful.

If you’re a sales professional, you’ll discover how selling cloud is different than selling other types of IT technology and how to get started talking about cloud with your customers.

If you’re a systems engineer or other technical-support staff, you’ll learn about your role in the cloud sales process, and how to best work with your customers for a successful cloud deployment.

Here’s the audio segment of the webinar.

Click to download HowToGetStartedSellingCloud.mp3

New Cloud Education Site Launched by Ingram Micro

Ingram Micro, the largest distributor of hardware and software, announced a new cloud education site for business parter resellers, If you’re not an Ingram Micro partner, you’ll need to register to gain access. You’ll find it’s worth while.

This site features both vendor-specific and vendor-agnostic training content to help you successfully sell cloud services.

A large portion of the vendor-agnostic training content was developed by my company, Outsource Channel Executives, Inc. and you’ll see my smiling face on many of the video-based training modules.

In the business development segment, you’ll find three tracks, one each for reseller partner business owners, sales professionals, and tech professionals.

Renee Bergeron introduces Ingram Micro Cloud online resources.

Cloud Advertising Now in Airports


Just when you thought you had time to figure out how to approach executives about cloud services, cloud vendors start advertising in airports.

This ad is in the Orlando airport and doesn’t do much to help execs understand what cloud is about.

This should be a wake up call if you don’t have a cloud story and strategy.

And… Stand by for a major cloud announcement on Monday.

Channel Models in the Era of the Cloud


Join Tim Harmon from Forrester Research and me as we deliver a webinar about channel partners’ plans, readiness, barriers, and needs as cloud technologies emerge.

We teamed with Forrester on a cloud research project and this one-hour webinar is the first peek at our findings.

Topics in this event:

  • Channel partners’ growth plans
  • The upheaval in the channels
  • The cloud services gold rush is neigh
  • What it means
  • What channel partners want and need

Event playback at

If you don’t have a Forrester account, you’ll need to answer a short questionnaire to access the replay. It’s worth it!

To view the WebEx recording with the PowerPoint presentation, a one-time installation of the WebEx Player is required.

Download and install the WebEx .WRF Player now.

If you have already installed the WebEx Player, you may choose to “Open” or “Save” the file. If you are prompted to choose a program to open the file with, select “ATAUTHOR.”