The cloud sales approach that works best focuses on the business needs of the customer and does not pitch a specific product or approach.
The sales approach that does not work is pitching a specific solution or product in the absence of understanding customer needs and the I.T. environment.
Once you have a clear understanding of what your customer needs, then your system engineer can analyze how to best support their outcome and identify the technology that you’ll use to implement that outcome. It’s most likely you’ll offer a blend of technologies to get the outcome your customer’s looking for.
Your system engineer brings value to the sales process identifying what types customer applications and I.T. functions can and should be moved to the cloud and then figure out how to best navigate the I. T. transition and cloud deployment.
You can best do this working in conjunction with your systems engineer, working as a cloud tag team. While you uncover the business issues and desired outcomes, your S.E. will review the current I.T. environment, and assess the potential I.T. and business outcome of moving to the cloud, along with the current cost base. They’ll determine how to best get the business outcome needed and recommend a cloud action plan.
You’ll then work with your S.E. to combine your findings with their observations to help create a powerful and compelling presentation and proposal. Only then will you recommend a specific product or solution and implementation plan.
You never want to promise a potential outcome or solution can’t implement. Doing so is going to kill your cloud practice fast.