advice for cloud partners
DESCRIPTION
As most sales professionals know, when you sell on price, you immediately diminish the value of the service you’re offering. And yet, at the advent of the cloud a few years ago, that was the selling point used most often to communicate the value of the cloud. So, how do you differentiate yourself from your competition? Check out this presentation. Want to know more? Follow our blog at http://success.coredial.com/blog or find us on LinkedIn, Twitter or Google+TRANSCRIPT
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Success Starts HereADVICE for CLOUD PARTNERS
coredial.com
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DON’T SELL ON PRICE
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When you sell on price you
DIMINISH THE VALUE OF YOUR PRODUCT
because…
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It negatively impacts
LONG TERM ROI
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A RECENT STUDY by KPMG showed:
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SELL ON THE ADVANTAGES it can bring to the
business
1
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CLOUD IS MUCH MORE
than just another IT cost reduction lever
2
Source: http://www.kpmg.com/Global/en/IssuesAndInsights/ArticlesPublications/ cloud-service-providers-survey/Documents/the-cloud-takes-shapev3.pdf
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Business Executives see the cloud as a way to
INCREASE AGILITY AND BE MORE EFFICIENT
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CLOUD COST SAVINGS OPEN THE DOOR,
but they are not the driving force.
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2 OUT OF 3 customers embrace the cloud to
improve communications and drive business process transformation
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IN OTHER WORDS...
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Your prospects are
FOCUSED ON VALUE
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Conversations with the prospective customer should
FOCUS ON IMPROVED BUSINESS AGILITY:
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How cloud communications can
OPTIMIZE THE PRODUCTIVITY OF THEIR WORKFORCE
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PRICE WILL ALWAYS be part of the discussion
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BUT SHOULD NOT BE THE STARTING POINT
+
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IT’S THE FINAL PIECE OF THE PUZZLE
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Want more information on how you can
ADD VALUE TO YOUR CLIENTS BUSINESS with cloud communications?
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