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.
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.