Guest Blog: 6 Tips on Building a Successful Cloud Practice
By Ken Thoreson, Acumen Management Group, Ltd.
Recently we surveyed a variety of partners who are focused on developing a cloud practice. The results essentially confirmed what I’ve found with my consulting clients: Most partners are simply struggling to find their way and are partly cloudy on the approach to leading their sales teams. There has been a lot of marketing noise about the cloud: its impact on the market, what segments to attack and its impact on the partner business model. Very little has been done to deliver to partners specific tactical tools to drive this transforming business.