All companies are becoming software companies as digital transformation increases reliance on software and technology. The path to cloud migration involves refactoring, rearchitecting, or rebuilding applications to prioritize them for rehosting or modernizing on platforms like Azure. Traditional solution selling focuses on understanding recognized customer needs through open questions, while insight-based selling believes salespeople should lead with disruptive ideas to make customers aware of unknown needs.

7. All companies are
software companies
Satya Nadella, Microsoft

8. Watts S. Humphrey, Software Engineering Institute
Every business is a
software business

9. 디지털 대변혁(Digital Transformation)

17. 30년전 컴퓨터 입문서의 관점

18. 초딩의 관점

19. From our perspective, Computing

25. Journey to the cloud

26. The path to the Cloud

27. Your transformation journey
Refactor | Rearchitect | Rebuild
App-oriented modernization triggers
(driven by app prioritization)
Rehost (‘lift-optimize-shift’)
IT-oriented migration triggers
(driven by timelines)

28. Partner Opprtunity Assessment for Azure Service Providers

29. Key Business Outcomes For Azure Partners

30. Traditional solution selling is based
on the premise that salespeople
should lead with open-ended
questions designed to surface
recognized customer needs.
Insight-based selling rests on the
belief that salespeople must lead
with disruptive ideas that will make
customers aware of unknown
needs.
“
“
“전통적인 솔루션 판매에 있어 영업사원들은 고객의 요구를 정확하게 파악하기 위한 개방형 질문을
어떻게 만들지를 리딩해야 했다. (미래의) 통찰을 기반으로 한 판매에서는, 영업사원이라면 고객조차 알지
못하는 요구사항을 알도록 만드는 파괴적 아이디어를 리딩해야 한다."
"HBR's 10 Must Reads on Sales" Harvard Business Review , 2017