Cloud Channel Training WorkshopSource: CompTIA
The Cloud Channel Training Workshop is a one-day fast-track course intended to help solution providers take advantage of the substantial business opportunities in delivering cloud solutions to customers, and to help them recognize the differences between selling traditional software licenses and offering cloud services. Workshop attendees learn how to develop a successful services practice in support of cloud solutions by leveraging best practices on how to market and sell cloud solutions and manage ongoing customer relationships.
- Executive Overview
The executive overview provides a summary of the entire workshop that is intended to help solution providers transform their business to the cloud. This module provides high-level findings in the following: market opportunities, a glossary of terms, why customers want the cloud, key aspects to transforming a traditional solution provider business, potential business challenges and overcoming obstacles.
The marketing overview helps solution providers understand the implications of cloud computing on their marketing strategy and to align marketing goals, tactics and investments with a new cloud services sales model. Workshop attendees explore various marketing approaches to cloud solutions, discuss marketing messages, learn how to target new buyers, review marketing tactics and walk away with a marketing readiness checklist.
- Sales Execution
The sales execution module helps solution providers gain a better understanding of how to build a successful cloud business practice; recognize some of the differences associated with selling traditional software licenses and cloud services; develop the knowledge to make decisions on how best to approach sales in the cloud environment; and understand the best practices from experienced cloud solution providers on sales and sales organizations.
- Services Delivery
The services delivery module helps solution providers understand how to align their service offerings, needs and price points as well as develop insights into staffing, pricing and organizational considerations when operating in a cloud environment. Five main areas include: service team structure, the services lifecycle, on-going services opportunities, developing operating services/implementation process and long term client relationships.
- Operations Management
The operations management module helps solution providers recognize many of the operational elements of their business that need to be modified as they build a cloud business including: deal economics, cash/revenue flow, creating effective sales compensations plans, and establishing operating metrics and evaluators.