The New World For Solution Providers
In the quest to build more recurring revenue, solution providers have had to take different approaches to their sales strategies and tactics.
That's especially true for channel partners that have been around since the pre-cloud days. As they have expanded their service offerings, there's a stronger need to get to know their customers and would-be customers, approaching each engagement with the primary goal of building a relationship rather than executing a transaction.
That has changed how sales staffs are paid, for example. Manak Ahluwalia, president and CEO of Aqudeuct Technologies, in Waltham, Mass., says his sales representatives are incented more to sell recurring revenue business "greater than anything else within the organization."
Here are five tips on changing sales strategies and tactics to accommodate recurring revenue.