Don't Prolong Your Decision To Sell Cloud Backup
The Business Solutions magazine article, "Don'tAssume Your Salespeople CanSell Cloud Backup," stresses that your success as a subscription-based IT service provider hinges on your sales team. In the article, Tiffani Bova, VP, distinguished analyst at Gartner, says only about 30 percent of salespeople will be able to make the transition from the type of selling they did with traditional IT sales and the type of consultative selling required for selling recurring revenue solutions and services. Looking at the potential hurdles involved with selling cloud backup and other subscription-based IT services will cause some resellers to want to postpone their migration to managed services indefinitely. However, you need to consider that risk as well.