The main commercial consulting service of our Cloud Ventures group is an outsourced function for Cloud Solution Selling; in a nutshell this means an outsourced sales function combined with a channel partner solutions program designed for the Cloud sector.
Accelerating Cloud solution sales
The basic idea is to package leading edge Cloud technologies into various IT outsourcing solutions, which will then be sold through web hosts and telcos as delivery partners.
An initial list of solutions includes:
- Enterprise 2.0 collaboration
- E-commerce and Legacy app migration
- Mobile Private Cloud
- Identity and Access Management
- Archiving for email, Sharepoint
- Cloud Desktop
- Cloud Migration consulting services
Our solution partners will help define the details of each of these, and add others, so we’ll need a logo, Powerpoint slides, proposal/white paper template material, availability of pre-sales resources etc.
In particular we want to create a powerful set of resources and support for sales training, so that the service provider salespeople and their support teams are able to quickly develop and progress qualified opportunities in their target markets, and share this throughout their organization as a repeatable methodology.
This will include a Sales Qualification Questionnaire and other materials to cover:
- Understand the value proposition for enterprises migrating to Cloud services
- Application Assessment services to convert interest to concrete migration plans
- Calculate and document compelling TCO and ROI proposals