Six key to building the best cloud services practice

Our recent survey of various partners working on cloud practice found that most partners are trying to find their way, not exactly how to lead their sales team. There are many marketing hype about cloud computing, including the impact of cloud computing on the market and the impact on the partner business model. Partners lack specific strategic tools to drive this transformational business.

To successfully build cloud practices, partners must increase sales speed, shorten sales cycles, and consider vertical approaches. Below, we share some of the key to building the best cloud practices:

Ask and answer questions within the company. Ask simple questions internally to help the company achieve its goals, such as what products and services do you offer? What markets are you looking for? What are your unique strengths? What kind of service do you offer?

&http://www.aliyun.com/zixun/aggregation/37954.html ">nbsp; Shorten sales cycle and reduce sales cost. The best practices we see include: Targeting the SME market, using internal telemarketing, merging multiple steps into one event, making the sales process no more than three steps, and using Web conferencing tools, such as Live Meeting, to promote your company and products in combination with your site.

Precision management is the key. Create a sales, marketing, and operations form for your cloud practices, creating goals and tracking results, recording weekly sales calls, quotes, and sales.

Turn perpendicular. Analyze your existing customer base and determine if you have a certain level of expertise in the market you can explore. Each partner should have at least one vertical product; Your marketing costs will fall and your income will increase. In fact, with the vertical approach, you can certainly increase sales by three times times in three years, by finding a market, studying competitiveness and regulation, identifying market size, opportunities and business challenges, investigating 10 companies, and developing 18-month marketing plans. Our main rule is to become a member of this market, not a supplier.

Solve the sales funnel. To develop a marketing funnel to serve your sales vulnerabilities, you need to know the metrics for each phase of your sales vulnerability, such as the opportunity and cost to achieve a monthly sales target, the number of ideal customers in a marketing vulnerability, the number of activities you need to hold each quarter, and so on.

The remuneration of the sales staff. If your cloud practices are strategic, consider a yearly revenue based reward plan to build a quarterly cloud income. When these numbers are exceeded, a fixed bonus amount is paid. If the customer is a new customer, pay a bonus commission.

The first decision you have to make is why you want to enter the cloud environment, which is critical for successful business cloud practice planning, strategic and tactical. (邹铮 Compilation)

(Responsible editor: The good of the Legacy)