A presentation I delivered at the CRN Channel Conference on 13th October, 2011 on how to motivate and retain your Sales Team when selling Cloud IT Services.

1. Motivating and Retaining Your Sales Team
Richard Tubb – IT Business Consultant

2. What is Cloud Computing?
Infrastructure as a Service
Cloud Provider
(IaaS/HaaS) Examples:
Platform as a Service (PaaS)
Software as a Service (SaaS)
2

3. What do Customers think of Cloud?

4. 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
Cloud isn’t 5, 10, 15, 25 percent
– depending on
what market you
are talking about –
it’s very significant.
So just don’t ignore
going away! 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

5. The new normal
Selling Cloud is
different

6. Cloud buyers can look different
LINE OF BUSINESS
MANAGERS
WEB CENTRIC
BUYERS
NEW CUSTOMERS
SAVVY IT LEADERS

7. Account Management

8. Sales Compensation

9. Education, Education, Education
• Internal Sales Team
• New Customers
• Existing Clients

10. Questions?
• E-Mail: richard@tubblog.co.uk
• Twitter: @tubblog
• Blog: www.tubblog.co.uk
• LinkedIn: www.linkedin.com/in/richardtubb