Selling in ‘The Age of the Cloud’


Selling IT in the age of the cloud is different. That's because how organizations buy IT has changed.
The implications for sellers include:

Longer Sales Cycles

Longer more unpredictable sales cycles are involved.  Often the buyer has a process that he, or she must follow.

Pressure On Price

Buyers are increasingly price sensitive - they want more for less and employ the competitive tender to get it.

More Stakeholders Involved

Managers have less discretionary spend.   Increasingly there is a cross-functional buying team incl. procurement & finance.

More Stalled Deals

Sellers face more surprises and setbacks.  It is more difficult to accurately what deals will close and when.

Get your copy of ‘Selling in the Clouds’ and transform the changes in how IT is bought into opportunities, rather than challenges. Selling-Clouds