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.
• 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
• Defining a market and segments
• Understanding each stage of the sales pipeline
• Seeing where leads come from
• Considering five ways to generate leads
Demonstrate competence in marketing and lead generation for Cloud Computing Sales.
• Sales forecasting
• Marketing automation
• Web analytics
• The right time to follow-up
• Intelligence & insights
• Reports & dashboards
Prove your knowledge of Customer Relationship Management (CRM) software.
• Learn about lead qualifications models such as Budget, Authority, Need, and Timing
• Don't talk about technology before you qualify a suspect or prospect
Ask the right questions to qualify sales leads.
• Qualify prospects by phone, email, and videoconference
• Calculate the actual costs for meetings
Meeting when its really needed.
• 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
Business model innovation in the age of Cloud Computing.
• Proposals should define the problem being solved
• Prospect-specific content should be customized
• Much of the other content should be generic for all clients
Preparing proposals for prospects interested in migrating to the cloud.
• 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
All about on-premise computer systems.
• 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
Service models and deployment options.
• 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?
The rise of the CIO
• 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
Roadmaps & Security
• 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
Information Governance and Big Data
• 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
APIs, Web Services, MSA, SOA, ESB, and Business Process Management.
• Compare Waterfall to Agile methodologies
• Learn about Containers in relation to Virtual Machines (VMs)
Agile Three Ways.
• 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
• 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
Measuring and Reporting on Value Created with Case Studies.
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.