Selling cloud solutions isn’t the same as selling traditional IT goods and services. Cloud solutions require more business sense, financial savvy and patience. What is more, not every sales professional has the skills, knowledge and temperament for cloud selling. In this series of videos, we help solution providers understand the traits and qualities that make an effective cloud sales professional, and the techniques and incentives required to train and motivate them properly.
In this video, a Channel Partners expert outlines why on-prem and cloud sales are different—and why the people who market them are as well. In this video you’ll learn the traits that make an ideal cloud salesperson, and the skills they must develop. With hints on whom to hire, how to train them and the metrics required to measure their performance, this video will clear away the fog of what makes an effective sales pro and what doesn’t.
You may have heard that consultative-orientated, cloud selling is very different than transaction-oriented on premise equipment selling. But exactly how? In this session, Channel Partners interviews a sales executive who has built an effective cloud sales team. We ask how it was done, what policies were embraced and what advice would be recommended to others.
Cloud selling straight from the source. Sungard AS details how its cloud innovations will help partners close more deals, increase customer satisfaction and even out this revenue flow.
Johan Milbrink is a Senior Director at Presidio Networked Solutions, and has sales, go-to-market, and product management responsibilities for the Presidio Managed Cloud solution, which is a hybrid cloud management and orchestration platform. He has a passion for catching market transitions and creating new and differentiated solutions to be delivered to all of Presidio's clients. He has significant experience in solutions development and selling, product management, professional services, practice management, service delivery, and business development.
John Siefert is the president of Informa Exhibitions in the U.S., responsible for the strategic direction of the division, working alongside the executive management team on content, Web, event, financial and operational performance. In 2010, Siefert took over the CEO role of VIRGO (which was acquired by Informa LLC in 2014), after a 15-year career with United Business Media where he ran the InformationWeek Business Technology Network. His expertise is in transitioning traditional media organizations into multimedia information distribution companies that align the content being delivered with the context of the delivery vehicle — be that in digital, print or face-to-face environments — while optimizing content marketing programs that enable powerful return for advertisers and sponsors.
Carmen Sorice III is Senior Vice President, Channels at Sungard Availability Services (Sungard AS). Sorice joined Sungard AS in 2008 to build and launch its channel business. Since that time, Sungard AS has grown its channel business at a 30% CAGR and channel partners have become an integral part of Sungard AS' go-to-market strategy. More than 50% of Sungard AS' new logo sales bookings in 2014 were closed with channel partners - up from 10% in 2008. Sorice's experience and success in building channel programs has been recognized by CRN, which named him to their list of Top 20 Networking Channel Chiefs in 2008, Top 20 Storage Channel Chiefs in 2009 and 2010, and Channel Chief in 2013 and 2014. Carmen received the 2013 Circle of Excellence Award from Virgo Publishing for vision, innovation and advocacy in the channel. In 2014, Carmen was invited to serve on the Channel Partners Advisory Board.
Kris Spadea is a Senior Solutions Engineer for the Channels Organization at Sungard Availability Services (Sungard AS). Kris joined Sungard AS in 2012 to run their new Cloud Services Deal Desk. Since that time, he has functioned as an Enterprise Cloud Specialist, and driven Cloud sales nationwide in both the Commercial and Enterprise segments. Kris earned his way into President's Club for Sungard AS in his first eligible year selling Cloud services, and has now transitioned into a Senior Engineering role evangelizing Sungard AS's services to partners nationwide.
Art Wittmann, Channel Partners content director, has more than 20 years of experience in high-tech publishing. He was the director of InformationWeek Reports, where he oversaw both the business and content of InformationWeek’s research and reports business, and has also served as editor-in-chief of Network Magazine, IT Architect and Network Computing. Prior to his work in IT journalism, Wittmann was associate director of the Computer Aided Engineering Center at the University of Wisconsin, Madison.