Cloud Champion - Week 12: Upsell and Cross Sell
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Cloud Champion - Week 12: Upsell and Cross Sell

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This is round twelve of our Cloud Champion course, focusing on change management. ...

This is round twelve of our Cloud Champion course, focusing on change management.

Cloud Champion is Microsoft Australia's 12-week step-by-step program to help our partners be successful with selling Cloud solutions. For more information on the course, please visit www.aka.ms/CloudChampionBlog.

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Cloud Champion - Week 12: Upsell and Cross Sell Cloud Champion - Week 12: Upsell and Cross Sell Presentation Transcript

  • Cloud Champion Summary Change Management Ready to Make $$$s
  • THECLOUDCHAMPIONJOURNEY Full agenda listed on www.aka.ms/CloudChampionBlog Join MPN Training Time Eye on the Opportunity Transform the Business Go To MarketDemo ArmyCompeteSell Cloud Deploy Cross Sell/Upsell Virtualisation Change Management
  • What is the solution? What can it do for me? Prove it. Use it. Buy it. Move it. Use it, support it. The Customer’s Experience
  • What is the solution? What can it do for me? Prove it. Use it. Buy it. Move it. Use it, support it. Awareness. Benefits/personalization. Demo, trial. Case studies, references. Training. Measure usage. Bundled packages. Carefree cloud. Activation portal. Training, applications. Change Management The Customer’s Experience
  • 1 Every change in an organisation is a business change.
  • • Engage executive sponsorsSponsorship
  • 2 Define the change.
  • • Articulate the business case • Define behavioral changes • Define success criteria Planning and Sponsorship
  • 3 Create a communications plan.
  • 4 Communicate extensively.
  • • Inspire and drive new behaviors • Plan communication tactics Awareness
  • 5 Get the right people on board.
  • • Organize champions • Open feedback channels Awareness
  • 6 Develop a customised training plan.
  • • Know your audience • Sketch out a training schedule • Deliver training • Open feedback channels Learning
  • • Provide ongoing support • Assess user satisfaction • Measure usage and adoption Readiness and adoption
  • 7 Use a methodology. Stick to it.
  • 8 Assume nothing. Acid test everything.
  • 9 Have a Plan B.
  • 10 Celebrate often.
  • 11 Follow Up.
  • Download the toolkit. http://aka.ms/CloudChampionChange
  • Recommended Next Steps…
  • Q&A