Three principles for successfully selling cloud services

Grazed from TechTarget. Author: Jason Bystrak.

I recently read a success story about Computer Services Inc. (CSI), a financial services company worth $213 million that acquired a managed services practice two years ago, and is now reporting record revenue growth. What I found most intriguing about CSI’s story wasn’t the immediate success it experienced from selling managed services. It was the initial struggle it had selling cloud services.

What makes CSI’s experience particularly noteworthy is that the company had so many standout strengths: nearly 50 years in business, a staff of 1,100 employees and unmatched expertise in the financial services market. Many smaller IT service providers would assume that it’s these traits — which they don’t possess — that are the reasons why they’re not experiencing success selling cloud services…

What CSI did to break into the cloud market is proof that there’s a more important prerequisite that must be met before one can experience cloud sales success…

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