Guest Column | May 28, 2013

This One Oversight Will Kill Your Chances For Cloud Success

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By Jay McCall, originally seen on Ingram CloudTalk

Many VARs and MSPs are trying to figure out how to take advantage of their customers’ inevitable shift from on-premise computing to the cloud. And, even though analyst groups like Gartner tell us that the addressable cloud market is going to reach $35 billion within the next few years, it often seems like the channel companies tapping into this opportunity are in the minority.

In my role as CloudTalk blogger, I have the privilege of talking with some of the most successful channel companies around and learning about their business strategies. Even though these companies may emphasize one technology over another or one vertical market over another, I’ve noticed they all share this one thing in common: they take a very consultative sales approach with their customers. I know that you’re probably thinking that that phrase is used so often it’s merely a cliché.  But, make no mistake; it’s absolutely necessary that your cloud sales pitch is preceded by a consultation with your client.

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