In the B-to-B marketplace, software suppliers and their solution provider partners have discovered that to stay competitive, they need to transition from selling traditional perpetual-license, on-premise solutions to selling cloud solutions. Because cloud solutions are sold as a recurring revenue stream vs. a one-time transaction or upfront fee, significant adjustments to solution providers’ sales strategy are required. This brief defines the ideal sales team for a cloud solution provider (CSP), including roles, responsibilities, success metrics, and compensation structure.
Download this Research Brief to learn:
- How to successfully sell channel cloud solutions, by adapting to a new sales paradigm that incorporates relevant sales roles into their organizations
- How to evaluate your partners’ sales readiness by determining whether these roles exist, then building enablement programs to help them transition to the cloud
- How to ensure that the solution provider’s cloud business receives uninterrupted focus, while preserving the mission of legacy on-premise sales
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