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SunGard Availability Services - Cloud Series, Part V

In monthly recurring revenue (MRR) models involving cloud, IoT and managed services sales, customer objections often center around the potential risks of deploying new solution stacks. Therefore, from our experience,...

SunGard Availability Services - Cloud Series, Part IV

With the shift to monthly recurring revenue (MRR) models, now more than ever, companies are keenly vested in retaining customers for life. In fact, long-term customer retention and true partnership with customers is...

SunGard Availability Services - Cloud Series, Part III

You've identified who your buyers are within an organization. Now what?

To build a robust cloud practice—one that capitalizes on the opportunity a maturing cloud market presents—you need to be savvy about the value...

SunGard Availability Services - Cloud Series, Part II

Selling technology solutions used to be a rinse and repeat process: engage IT department, pitch speeds and feeds/technology benefits, negotiate price and repeat. But the digitization of business has changed the buyin...

SunGard Availability Services - Cloud Series, Part I

The fact that cloud is entering a stage of early majority creates a tremendous opportunity for partners to earn "trusted advisor" status with their customers and, in doing so, drive new pipeline opportunities. Partner...

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