Sales Challenges

• Need for a defined sales process with brilliant execution

• Use of a focused “cross environmental services”, i.e. more efficient cross selling and upselling

• Customer and sales confusion on Cloud vs On Premise  issues

• Cloud economic models that impact compensation, COS, etc.

• The need to turn salespeople into consultative / solutions focused resources

• The need for their entire organization to connect “emotionally” within the sales process with customers, partners, and prospects