Motivating and Retaining Your Sales Team

Richard Tubb – IT Business Consultant

What is Cloud Computing?

2

Cloud Provider Examples:

Infrastructure as a Service (IaaS/HaaS)

Platform as a Service (PaaS)

Software as a Service (SaaS)

What do Customers think of Cloud?

So what does this mean to you as a Solution Provider?

“If it’s 1 percent of $3.8 trillion, it’s a lot. If it’s 5, 10, 15,

25 percent – depending on what

market you are talking about – it’s very significant. So

just don’t ignore cloud like it’s not happening to you since you are not hearing it today. Trust me it’s not

zero.”

Tiffani Bova, Gartner January 2011

Cloud isn’t going away!

The new normal

Selling Cloud is different

Cloud buyers can look different

LINE OF BUSINESS

MANAGERS

WEB CENTRIC BUYERS

NEW CUSTOMERS

SAVVY IT LEADERS

Account Management

Sales Compensation

Future Year Annuity payments?

Incentives?

Payment up front?

Education, Education, Education

• Internal Sales Team

• New Customers

• Existing Clients

Questions?

• E-Mail: richard@tubblog.co.uk

• Twitter: @tubblog

• Blog: www.tubblog.co.uk

• LinkedIn: www.linkedin.com/in/richardtubb