Cloud Computing Value Selling

First post -

Who are your favorite personas to meet/consult with( in terms of getting pipeline progression) & who are your least favorite personas? Why?


For example - I find discussing infrastructure with IT Directors that are tied to legacy solutions are usually pretty attached to their legacy solutions & require other groups(i.e. engineering director that sees the value of cloud computing) to get the ball moving.



๐Ÿฐ War Stories
0
CadenceCombat
Tycoon
3
Account Executive
I echo your feelings about IT stakeholders. They are my least favourite to deal with.
CuriousFox
WR Officer
1
๐ŸฆŠ
IT can be hard nuts to crack or even build relationships with. I still like meeting with them though. They always teach me something new.
dopeness
Executive
1
Regional Field Rep
IT can be very very partner focused, so warm intros from resellers is always huge and can help get people to look away from legacy solutions.
SalesPharaoh
Big Shot
0
Senior Account Executive
Finance Directors since they only focus on rates rates, even if the team bought into the product. In this case i had the eng and product team gave the go ahead but the real decision makers were finance team who ran the negotiations.ย 
6

Selling at conventions

Advice
15
10

Selling for an IT reseller

Question
8
10

Selling niche software vs general software?

Discussion
11
Would you rather sell
58% Niche software in a niche industry
42% Broad software for many industry
144 people voted