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Cloud Computing Sales

How to qualify customers, present practical solutions, and close deals in the hottest technology market
4.1 (50 ratings)
Instead of using a simple lifetime average, Udemy calculates a course's star rating by considering a number of different factors such as the number of ratings, the age of ratings, and the likelihood of fraudulent ratings.
169 students enrolled
Created by Stephen Turner
Last updated 5/2016
$19 $50 62% off
30-Day Money-Back Guarantee
  • 2.5 hours on-demand video
  • 19 Supplemental Resources
  • Full lifetime access
  • Access on mobile and TV
  • Certificate of Completion
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What Will I Learn?
Sell Cloud Computing solutions to skeptical companies who keep their computing resources on-premise.
Tap into the rapidly changing Cloud Computing landscape and why it is so important to see how a solution will help your clients with their business model.
Build skills in lead generation, building a pipeline, qualifying prospects, eliciting requirements, and proposing solutions that are practical to implement.
Have more informed conversations with prospects, clients, sales engineers, solutions architects, business analysts and even the C-suite. Be fluent about topics such as information governance, big data, data warehouses, data lakes, extract-transform-load (ETL), databases, analytics, business intelligence/data discovery, business process re-engineering, web services, microservice architecture (MSA), 12 factor, service-oriented architecture (SOA), enterprise service bus, and the difference between virtual machines (VMs) and containers.
Apply the latest methodologies to create value for customers and shareholders with Enterprise Value Integration. C-level clients respond to members of their team and vendors proposing solutions that create value.
Participate in decisions whether to use Waterfall or Agile/Scrum project management techniques.
Stay involved in projects to assure they are successful and case studies can be produced that quantify the value created.
View Curriculum
  • Apply the latest methodologies to create value for customers and shareholders with Enterprise Value Integration. C-level clients respond to value-driven proposals and solutions.
  • The class will have lectures, and quizzes. We will also use a customer relationship management (CRM) application, so if you are not familiar with that, you may want to take a course on Salesforce, SugarCRM, or another CRM.

Are you curious about how the most successful sales people generate Cloud Computing Sales? The course is designed for people who want to transform their lives by effectively selling high-value Cloud Computing solutions to enterprise clients. You will learn detailed ways to generate leads, qualify clients, and prepare proposals, while also better understanding the technologies.

Generate More Transactions by Solving Business Problems
• You will be able to have intelligent and informed conversations with engineers and executives as you solve their business problems with cloud-based technology solutions
• There are 15 quizzes, one after each lecture to remind you of the most important takeaways
• The average lecture is 10 minutes and the course takes 2.5 hours

Cloud Computing is a Fast-growing Market
• Market is projected to more than quadruple in the next decade
• There is a increasing need for sales people, marketers, solutions architects, business analysts, and engineers who can use the right terminology
• You will learn about Application Programming Interfaces (APIs), Microservice Architecture (MSA), Information Governance, Big Data analytics and much more.  

Course Structure Makes It Easier to Apply What You Learn 
There are nearly 200 companies discussed along with real-world case studies. Diagrams are presented in several steps, explained in language anyone can understand. Budgets, CIO technology roadmaps, and implementation processes are described to help you sell profitable solutions. At the end of the course, you will be able to generate case studies that show the value you and your team were able to generate.

If you want to generate transactions by solving business problems with cloud technology solutions, this course will provide unique insights on how to do that. You don't need a computer science degree to take the course, but you have to be driven to sell.

Who is the target audience?
  • Anyone who wants to be in the hottest tech market as a sales person, account executive, sales engineer, solutions architect, or marketing professional.
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Curriculum For This Course
Expand All 16 Lectures Collapse All 16 Lectures 02:25:39
Introduction to Cloud Computing Sales
1 Lecture 10:15

• Ask questions that are relevant to the level of abstraction of the prospect
• See how impact, strategy, business, and technology are recurring themes
• The series has three sections on Cloud Computing Sales:
  - Marketing and Sales Primer
  - Value of Cloud Computing
  - Implementations

Preview 10:15
6 Lectures 46:16

• Defining a market and segments
• Understanding each stage of the sales pipeline
• Seeing where leads come from
• Considering five ways to generate leads

Lead generation and building a pipeline (Lecture 1)

Demonstrate competence in marketing and lead generation for Cloud Computing Sales.

Quiz for Lecture 1 on lead generation
3 questions

• Sales forecasting
• Campaigns
• Marketing automation
• Web analytics
• The right time to follow-up
• Intelligence & insights
• Reports & dashboards

Vital customer relationship management (CRM) skills (Lecture 2)

Prove your knowledge of Customer Relationship Management (CRM) software.

Quiz for Lecture 2 on CRMs
2 questions

• Learn about lead qualifications models such as Budget, Authority, Need, and Timing
• Don't talk about technology before you qualify a suspect or prospect

Qualifying prospects by asking the right questions (Lecture 3)

Ask the right questions to qualify sales leads.

Quiz for Lecture 3 on qualifying prospects
3 questions

• Qualify prospects by phone, email, and videoconference
• Calculate the actual costs for meetings 

Never waste time with a bad meeting (Lecture 4)

Meeting when its really needed.

Quiz for Lecture 4 on meetings
1 question

• If you can understand the strategy of the prospect's company, it will allow you to have a context for their business model
• This is one of the most important lectures in the series, because it will help you ask more strategic questions, and so you can provide more than just technology solutions
• As a result of the intelligence you gather, your proposals will be able to describe the problem and solution in terms that C-level clients will appreciate

How a client's business model impacts their cloud options (Lecture 5)

Business model innovation in the age of Cloud Computing.

Quiz for Lecture 5 on business models
6 questions

• Proposals should define the problem being solved
• Prospect-specific content should be customized
• Much of the other content should be generic for all clients

Proposing solutions that are practical to implement (Lecture 6)

Preparing proposals for prospects interested in migrating to the cloud.

Quiz for Lecture 6 on proposals
2 questions
6 Lectures 01:06:03

• See a budget for on-premise systems of an average Fortune 500 company
• Understand line items on the budget and what those technologies presently do
• Get to the bottom of why they have not already made a transition to the Cloud

7. Migrating from On-Premise Systems

All about on-premise computer systems.

Lecture 7 Quiz
2 questions

• See where scores of vendors fit into the marketplace
• Service models, specifically IaaS, PaaS, SaaS, and XaaS
• XaaS includes many categories and vendors
• Deployment options such as private, hybrid, and public cloud

8. Cloud Computing Service & Deployment Models

Service models and deployment options.

Lecture 8 Quiz
3 questions

• Who should be on the vendor's team?
• Who are the people who work for the CIO or CTO?
• What caused the role of the CIO to become more important?

9. Vendors, Job Responsibilities, and the CIO

The rise of the CIO

Lecture 9 Quiz
1 question

• See three examples of roadmaps
• Ask specific questions based on what you learn
• Ask about security and the role of the CISO
• Security should not be an afterthought

10. Information and Application Roadmap (don't forget Security)

Roadmaps & Security

Lecture 10 Quiz
2 questions

• Information has value that needs to be assessed before moving to the cloud
• Metadata plays an important role in tracking changes to data, which can impact value
• Look at the ways many enterprises currently store data, including data warehouses
• Characteristics of big data and how data lakes are becoming more popular
• Big data analytics and how it should be used to improve operations

11. Information Governance & Big Data Analytics

Information Governance and Big Data

Lecture 11 Quiz
2 questions

• How Application Programming Interfaces (APIs) create new value chains
• APIs enable Web Services to connect machines to one another
• Context for Web Services, Cloud Computing, Enterprise Service Bus (ESB), Service-Oriented Architecture (SOA), and Microservice Architecture (MSA)
• Learn how business processes define services and compare monolithic applications of the past with MSA

12: APIs, Web Services, MSA, SOA, ESB, and Business Processes

APIs, Web Services, MSA, SOA, ESB, and Business Process Management.

Lecture 12 Quiz
3 questions
3 Lectures 23:05

• Compare Waterfall to Agile methodologies
• Learn about Containers in relation to Virtual Machines (VMs)

Project management, waterfall, agile, and containers (Lecture 13)

Agile Three Ways.

Quiz for Lecture 13 on project management
3 questions

• Business Process simulation enables re-engineering and Six Sigma
• Optimization to two factors or variables 
• Create much more value in migrations to the cloud
• Be the first in your company to talk about Enterprise Value Integration

Enterprise Value Integration SM (Lecture 14)

Enterprise Value Integration

Quiz for Lecture 14 on Enterprise Value Integration SM
4 questions

• Plan to publish a case study for each client from the initial proposal
• The proposal should include a definition of the business problem to be solved and how the vendor plans to solve the problem
• This same definition can be re-purposed in a case study
• The value of the solution should be quantified
• Testimonials are an important part of the case study

Building case studies that quantify value delivered (Lecture 15)

Measuring and Reporting on Value Created with Case Studies.

Quiz for Lecture 15 on case studies
4 questions
About the Instructor
4.1 Average rating
50 Reviews
169 Students
1 Course
Specializes in Cloud Computing Business Models and Marketing

Stephen Turner holds a Master of Science in Information Systems Management and has worked with clients such as The Walt Disney Company, Cost Plus World Market, Robert Mondavi Winery, WD-40 Company, The Clorox Company, Yahoo, PeopleSoft, Ariba, McAfee, and Adobe. Technology research on cloud computing, information governance, big data analytics, metadata, and open-source business models have been published by Journal of Technology Research, Academy of Science and Engineering, Journal of Management and Marketing Research, and Pennsylvania Bar Institute. Also served as a marketing book reviewer for Library Journal and a member of the faculty of the CMO Council. Judge in the Communication Arts Design Annual and was keynote speaker at AIGA SF Portfolio Day.

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