Why Your Sales Team Has                         Trouble Selling Cloud                                         Starring Sus...
Susie loves to sellAll content is the confidential and proprietary property of Progentus, LLC and may not be reproduced or...
Susie loves to Win!        She loves to sell the things the          company wants her to sellAll content is the confident...
Believe it or not!All content is the confidential and proprietary property of Progentus, LLC and may not be reproduced or ...
Susie’s problem…All content is the confidential and proprietary property of Progentus, LLC and may not be reproduced or di...
We tell Susie,                        “To get back lost profit…”All content is the confidential and proprietary property o...
“You have to learn to sell                              solutions!”All content is the confidential and proprietary propert...
Susie frustrates us!All content is the confidential and proprietary property of Progentus, LLC and may not be reproduced o...
Why can’t Susie sell solutions?All content is the confidential and proprietary property of Progentus, LLC and may not be r...
Why?        Human NatureAll content is the confidential and proprietary property of Progentus, LLC and may not be reproduc...
What makes Susie tick?All content is the confidential and proprietary property of Progentus, LLC and may not be reproduced...
Maslow’s Hierarchy of NeedsAll content is the confidential and proprietary property of Progentus, LLC and may not be repro...
All content is the confidential and proprietary property of Progentus, LLC and may not be reproduced or distributed withou...
All content is the confidential and proprietary property of Progentus, LLC and may not be reproduced or distributed withou...
All content is the confidential and proprietary property of Progentus, LLC and may not be reproduced or distributed withou...
All content is the confidential and proprietary property of Progentus, LLC and may not be reproduced or distributed withou...
All content is the confidential and proprietary property of Progentus, LLC and may not be reproduced or distributed withou...
Susie is pretty happy!All content is the confidential and proprietary property of Progentus, LLC and may not be reproduced...
Susie is pretty happy!     You can’t teach an old dog new tricks.All content is the confidential and proprietary property ...
Unless things really bomb!All content is the confidential and proprietary property of Progentus, LLC and may not be reprod...
How can we help Susie?         Cater to her basic human needsAll content is the confidential and proprietary property of P...
How can we help Susie?          Stop asking her to sell different and            give her a different thing to sell       ...
Susie is an awesome at…             Figuring out the customers needs, turning               around a quote and getting an ...
So why mess up a good thing?                          Let Susie sell cloud the same way!All content is the confidential an...
That’s just productizing services!All content is the confidential and proprietary property of Progentus, LLC and may not b...
Productizing is                   CommoditizingAll content is the confidential and proprietary property of Progentus, LLC ...
Productizing is                   CommoditizingAll content is the confidential and proprietary property of Progentus, LLC ...
Susie hates commodities         Susie longs for the days when her customers                          relied on herAll cont...
The new “Special Sauce”          Why do your customers want to do business                          with you?All content i...
The definition of a Solution  Dictionary.com defines it as:                               "The act of solving a           ...
The definition of a Solution  Dictionary.com defines it as:                               "The act of solving a           ...
Your opportunity                   9 out of 10 CIOs interviewed by CIO                        Magazine say they will be   ...
All content is the confidential and proprietary property of Progentus, LLC and may not be reproduced or distributed withou...
The Golden Key! The most important thing you can do...All content is the confidential and proprietary property of Progentu...
How do you establish value?  • Understand the business impact of your    offering  • Define the questions you need to ask ...
Every customer is unique!   Every customers reason      for purchasing is           unique!All content is the confidential...
Talk about what matters               Customers do projects for two reasons…All content is the confidential and proprietar...
The power of communications     A study conducted by Indiana University proves marketing without alignment actually lowers...
All content is the confidential and proprietary property of Progentus, LLC and may not be reproduced or distributed withou...
All content is the confidential and proprietary property of Progentus, LLC and may not be reproduced or distributed withou...
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Why your sales reps are having trouble selling cloud by Jeffrey Nessen, Chief Executive Officer of Progentus, LLC

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This presentation is focused on educating the VAR community on what it takes to sell cloud solutions. Specifically it will address why the solution development team has such a hard time teaching their existing product sales reps to sell cloud solutions. The presentation will be educational to the VAR, OEM and Distributor's executive team, solution development team and the sales teams with information all of them can use to immediately increase sales of cloud solutions.

The presentation starts with a comical but true look at the decade-plus long fight between the two sides of the VAR business. Next it explains why the tension has been there for so long and what successful companies have done to overcome the challenge. We then cover how the industry is trapped in the world of speeds and feeds but by shifting to value based selling can help drive cloud solution sales. The presentation concludes with examples of establishing your own value proposition and demonstrating it to you customers.


Jeffrey Nessen,
Chief Executive Officer of Progentus, LLC
Mr. Nessen has worked in and with Information Technology for the last 22 years. The first ten years of his career were spent in the IT departments of some of the most demanding companies in Southern California. During his time in IT he held jobs from Operations to IT Director in small, medium and large companies. Jeff worked to create the most dynamic and responsive teams for each company that employed him. After a decade in IT, Jeff’s passion for helping create world class solutions lead him to the vendor side of the IT equation. For the last 12 years Jeff has helped hundreds of customers with their IT road-maps and budgets. Starting out as a Professional Services manager for one of the largest IT distributors in the world and progressing to managing strategic departments in a large global solution reseller Mr. Nessen has continued in his endeavor to create teams that could help customers implement their strategic vision. After two members of his team started Progentus, it was only a matter of time before their paths would once again align. Jeff joined Progentus in November of 2011 as the Chief Executive Officer with the goal of bringing the same type of strategic vision he has throughout his career to this rapidly growing IT services company. His vision has already lead Progentus to create several new solutions and service offerings that are driving change in the rapidly evolving IT channel.

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Why your sales reps are having trouble selling cloud by Jeffrey Nessen, Chief Executive Officer of Progentus, LLC

  1. 1. Why Your Sales Team Has Trouble Selling Cloud Starring Susie Sales As told by Jeff Nessen, CEO, ProgentusAll content is the confidential and proprietary property of Progentus, LLC and may not be reproduced or distributed without express written consent. MSV 1.0
  2. 2. Susie loves to sellAll content is the confidential and proprietary property of Progentus, LLC and may not be reproduced or distributed without express written consent. MSV 1.0
  3. 3. Susie loves to Win! She loves to sell the things the company wants her to sellAll content is the confidential and proprietary property of Progentus, LLC and may not be reproduced or distributed without express written consent. MSV 1.0
  4. 4. Believe it or not!All content is the confidential and proprietary property of Progentus, LLC and may not be reproduced or distributed without express written consent. MSV 1.0
  5. 5. Susie’s problem…All content is the confidential and proprietary property of Progentus, LLC and may not be reproduced or distributed without express written consent. MSV 1.0
  6. 6. We tell Susie, “To get back lost profit…”All content is the confidential and proprietary property of Progentus, LLC and may not be reproduced or distributed without express written consent. MSV 1.0
  7. 7. “You have to learn to sell solutions!”All content is the confidential and proprietary property of Progentus, LLC and may not be reproduced or distributed without express written consent. MSV 1.0
  8. 8. Susie frustrates us!All content is the confidential and proprietary property of Progentus, LLC and may not be reproduced or distributed without express written consent. MSV 1.0
  9. 9. Why can’t Susie sell solutions?All content is the confidential and proprietary property of Progentus, LLC and may not be reproduced or distributed without express written consent. MSV 1.0
  10. 10. Why? Human NatureAll content is the confidential and proprietary property of Progentus, LLC and may not be reproduced or distributed without express written consent. MSV 1.0
  11. 11. What makes Susie tick?All content is the confidential and proprietary property of Progentus, LLC and may not be reproduced or distributed without express written consent. MSV 1.0
  12. 12. Maslow’s Hierarchy of NeedsAll content is the confidential and proprietary property of Progentus, LLC and may not be reproduced or distributed without express written consent. MSV 1.0
  13. 13. All content is the confidential and proprietary property of Progentus, LLC and may not be reproduced or distributed without express written consent. MSV 1.0
  14. 14. All content is the confidential and proprietary property of Progentus, LLC and may not be reproduced or distributed without express written consent. MSV 1.0
  15. 15. All content is the confidential and proprietary property of Progentus, LLC and may not be reproduced or distributed without express written consent. MSV 1.0
  16. 16. All content is the confidential and proprietary property of Progentus, LLC and may not be reproduced or distributed without express written consent. MSV 1.0
  17. 17. All content is the confidential and proprietary property of Progentus, LLC and may not be reproduced or distributed without express written consent. MSV 1.0
  18. 18. Susie is pretty happy!All content is the confidential and proprietary property of Progentus, LLC and may not be reproduced or distributed without express written consent. MSV 1.0
  19. 19. Susie is pretty happy! You can’t teach an old dog new tricks.All content is the confidential and proprietary property of Progentus, LLC and may not be reproduced or distributed without express written consent. MSV 1.0
  20. 20. Unless things really bomb!All content is the confidential and proprietary property of Progentus, LLC and may not be reproduced or distributed without express written consent. MSV 1.0
  21. 21. How can we help Susie? Cater to her basic human needsAll content is the confidential and proprietary property of Progentus, LLC and may not be reproduced or distributed without express written consent. MSV 1.0
  22. 22. How can we help Susie? Stop asking her to sell different and give her a different thing to sell the way she knows how.All content is the confidential and proprietary property of Progentus, LLC and may not be reproduced or distributed without express written consent. MSV 1.0
  23. 23. Susie is an awesome at… Figuring out the customers needs, turning around a quote and getting an order… In like 2 days!All content is the confidential and proprietary property of Progentus, LLC and may not be reproduced or distributed without express written consent. MSV 1.0
  24. 24. So why mess up a good thing? Let Susie sell cloud the same way!All content is the confidential and proprietary property of Progentus, LLC and may not be reproduced or distributed without express written consent. MSV 1.0
  25. 25. That’s just productizing services!All content is the confidential and proprietary property of Progentus, LLC and may not be reproduced or distributed without express written consent. MSV 1.0
  26. 26. Productizing is CommoditizingAll content is the confidential and proprietary property of Progentus, LLC and may not be reproduced or distributed without express written consent. MSV 1.0
  27. 27. Productizing is CommoditizingAll content is the confidential and proprietary property of Progentus, LLC and may not be reproduced or distributed without express written consent. MSV 1.0
  28. 28. Susie hates commodities Susie longs for the days when her customers relied on herAll content is the confidential and proprietary property of Progentus, LLC and may not be reproduced or distributed without express written consent. MSV 1.0
  29. 29. The new “Special Sauce” Why do your customers want to do business with you?All content is the confidential and proprietary property of Progentus, LLC and may not be reproduced or distributed without express written consent. MSV 1.0
  30. 30. The definition of a Solution Dictionary.com defines it as: "The act of solving a problem, question, etc."All content is the confidential and proprietary property of Progentus, LLC and may not be reproduced or distributed without express written consent. MSV 1.0
  31. 31. The definition of a Solution Dictionary.com defines it as: "The act of solving a problem, question, etc."All content is the confidential and proprietary property of Progentus, LLC and may not be reproduced or distributed without express written consent. MSV 1.0
  32. 32. Your opportunity 9 out of 10 CIOs interviewed by CIO Magazine say they will be out of the infrastructure business in 10 years. For the next 5 years they will be looking for solutions that bring them real business value All content is the confidential and proprietary property of Progentus, LLC and may not be reproduced or distributed without express written consent.All content is the proprietary and confidential property of Progentus, LLC and may not be shared without express written consent. This notice must remain intact MSV 1.0
  33. 33. All content is the confidential and proprietary property of Progentus, LLC and may not be reproduced or distributed without express written consent. MSV 1.0
  34. 34. The Golden Key! The most important thing you can do...All content is the confidential and proprietary property of Progentus, LLC and may not be reproduced or distributed without express written consent. MSV 1.0
  35. 35. How do you establish value? • Understand the business impact of your offering • Define the questions you need to ask your customers • Analysis of how the answers impact your customers business • Quantify the metrics that are appropriate for your customers situationAll content is the confidential and proprietary property of Progentus, LLC and may not be reproduced or distributed without express written consent. MSV 1.0
  36. 36. Every customer is unique! Every customers reason for purchasing is unique!All content is the confidential and proprietary property of Progentus, LLC and may not be reproduced or distributed without express written consent. MSV 1.0
  37. 37. Talk about what matters Customers do projects for two reasons…All content is the confidential and proprietary property of Progentus, LLC and may not be reproduced or distributed without express written consent. MSV 1.0
  38. 38. The power of communications A study conducted by Indiana University proves marketing without alignment actually lowers gross profit! Alignment of Marketing, Sales, Strategy, Professional Services and overall company mission generates the highest profit.All content is the confidential and proprietary property of Progentus, LLC and may not be reproduced or distributed without express written consent. MSV 1.0
  39. 39. All content is the confidential and proprietary property of Progentus, LLC and may not be reproduced or distributed without express written consent. MSV 1.0
  40. 40. All content is the confidential and proprietary property of Progentus, LLC and may not be reproduced or distributed without express written consent. MSV 1.0

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