Six key steps for establishing best cloud service practices

We recently conducted a survey on various partners dedicated to cloud development practices and found that most of our partners are trying to find their own paths, but they are not very clear about how to lead their sales teams. There are many marketing hype about cloud computing, including the influence of cloud computing on the market and the business model of partners. Partners lack specific strategic tools to drive this transformation business.

To successfully build cloud practices, partners must increase sales speed, shorten sales cycles, and adopt vertical methods. Next, we will share with you the key to establishing the best cloud practices:

Raise and answer questions within the company. A simple internal question can help the company achieve its goals. For example, what products and services does your company provide? Which markets are you targeting? What advantages will it bring to customers? What's unique about you? What after-sales services do you provide?

Cloud computing

Shorten the sales cycle and reduce the sales cost. The best practices we can see include: using internal telemarketing for the small and medium-sized enterprise market; combining multiple steps into one event so that the sales process does not exceed three steps; and use web conferencing tools (such as Live Meeting) to work with your website to promote your company and products.

Precise management is the key. Create a sales, marketing, and operation form for your cloud practices, create targets, track results, and record the weekly sales calls, quote times, and sales status.

Turn vertical. Analyze your existing customer base and determine whether you have a certain level of professional knowledge in the market you can explore. Every partner should have at least one vertical product; your marketing and sales costs will decrease and your revenue will increase. In fact, through vertical methods, you can certainly increase your sales performance by three times in three years. The specific method is as follows: Find a market and study the competitiveness and regulations, determine market scale, opportunities and business challenges, investigate 10 enterprises, and develop 18-month marketing plans. Our main rule is to become a member of this market, not a supplier.

Solve the sales funnel. Develop a marketing funnel to serve your sales vulnerabilities. You need to know the metrics of each stage of your sales vulnerabilities, such as the opportunities and costs required to achieve your monthly sales targets, the number of ideal customers in marketing vulnerabilities, and the number of activities you need to hold each quarter.

The reward of sales personnel. If your cloud practices are strategic, consider building a quarterly cloud revenue based on the annual income compensation plan. When these numbers are exceeded, a fixed bonus amount is paid. If the customer is a new customer, pay the bonus.

The first decision you must make is why you want to enter the cloud environment. It is critical to make a successful business cloud practice plan strategic and tactical.