How ‘Cloud School’ Helps A Longtime VAR’s Sales Force Move Into New Era

How important is going through a cloud education program for channel partners looking to see success selling cloud?

Harding: It's vital. As a CEO, I've been wanting my sales team to engage with their customers and have conversations around cloud, but they just wouldn't do it because they didn't have the confidence. Cloud university solved that and gave them the confidence to go into the marketplace and put it out there.

I've had some hilarious phone calls with salespeople who have not gone through Cloud university trying to speak about cloud. These are people who have been in the industry tor years, but they're saying the wrong thing and their lunch is getting eaten. It's easy to blow it, but it's also easy to learn it. But, you do have to put some mental coin into it.