Welcome!

Eclipse Authors: Pat Romanski, Elizabeth White, Liz McMillan, David H Deans, JP Morgenthal

Related Topics: @CloudExpo, Microservices Expo, Containers Expo Blog

@CloudExpo: News Item

L5 - Solution Selling Enterprise Cloud Computing

A repeatable methodology for solution selling enterprise cloud services

Our sales consulting services help organizations adopt business transformation maturity programs to improve their selling effectiveness. This includes adopting it internally and also incorporating it into client solution programs.

Level 5 Solution Selling integrates i) Solution Selling, the sales best practice developed by Mike Bosworth, which improves the skills of individual salespeople, and ii) a maturity model to transform the overall organization to become more solution sales oriented.

Solution selling
When we began our engagement at PSINet the sales team operation was mainly 'transactional' - A telesales approach focused on shifting high volumes of low revenue level deals, averaging around $10k per annum.

Our remit was to expand the organization into the enterprise sector, which we achieved through establishing a Solution Selling major accounts team. As Mike Bosworth says at the beginning of the book "Solution Selling is about making the way you sell as big an advantage as your product or service", and this team pioneered this approach to penetrate the Fortune1000 blue-chips.

Solution Selling provides a framework for junior 'journeymen' salespeople to evolve from product-centric, feature/benefit selling into the consultative approach required for managing high value, complex outsourcing deals. Our team began bringing in the first $100k+ per annum deals which then grew consistently from there to ultimately become $1m+ Internet outsourcing deals.

Furthermore I expanded the principles of Solution Selling to be 'Strategic Selling', adding another dimension of business benefits that considered the overall goals of the organization, where :

  • We pioneered the development of new products and solutions. We created the first complex web hosting services for the European market.
  • Channel partners - Our channel program established relations across the IT industry, with major partners like IBM and Microsoft, as well as a raft of IT resellers.
  • Vertical industry specialism - Solutions were tailored for key sectors like media and finance.
  • PR - When first arriving from the USA no one had heard of the organization, and so our key blue-chip wins were publicized to establish the brand.

The results of this program was hugely successful, establishing PSINet as the dominant market leader in the new and exploding enterprise web hosting market, ultimately fostering the growth of the London data-centre market.

Level 5 Transform Selling
In particular a key success of the campaign was that it 'lead the charge', in terms of developing new solutions in response to market needs, demonstrating the principle of what Bosorth calls expanding into your 'conceptual territory', ie. breaking new markets as well as servicing existing demand.

Critically this set a precedent for what was possible, and having blazed these trails other salespeople were quick to follow. They also began to seek out and ultimately win these types of larger deals too, later joining the major accounts team.

This established a career path, an organizational structure that catered for staff being assigned to junior, senior and strategic levels of selling, and progressing through them via training and mentorship.

Building this type repeatable structure is the main reason for using best practice maturity models. In the case of Sales there is the BD-CMM, which provides the 1-5 maturity levels for improving this overall Solution Selling capability of the organization.

Furthermore vendors can improve their sales effectiveness by utilizing business transformation models as a value justification framework for Solution Selling their products.

For example this can be used for Unified Communications tools. This case study we developed at BT, Transforming Team Communications, illustrates this eloquently. This documents how the 'bleep process', one of the most inefficient communications processes within the acute clinical environment, was transformed through a UC deployment.

The paper documents the transformation business case, how the UC installation was justified through a clear business case that identifies the process improvements that deliver the cost savings that pay for it. This business case approach is the backbone of Solution Selling, which is contrast to a product-centric feature/benefit selling and provides a repeatable methodology for building these engaging proposals.

Next - Solution Selling Enterprise Cloud Computing
Following on we'll be defining a program that repeats the approach we utilized at PSINet to build the first enterprise web hosting market, to do the same for this era of Cloud computing.

More Stories By Cloud Best Practices Network

The Cloud Best Practices Network is an expert community of leading Cloud pioneers. Follow our best practice blogs at http://CloudBestPractices.net

IoT & Smart Cities Stories
The platform combines the strengths of Singtel's extensive, intelligent network capabilities with Microsoft's cloud expertise to create a unique solution that sets new standards for IoT applications," said Mr Diomedes Kastanis, Head of IoT at Singtel. "Our solution provides speed, transparency and flexibility, paving the way for a more pervasive use of IoT to accelerate enterprises' digitalisation efforts. AI-powered intelligent connectivity over Microsoft Azure will be the fastest connected pat...
There are many examples of disruption in consumer space – Uber disrupting the cab industry, Airbnb disrupting the hospitality industry and so on; but have you wondered who is disrupting support and operations? AISERA helps make businesses and customers successful by offering consumer-like user experience for support and operations. We have built the world’s first AI-driven IT / HR / Cloud / Customer Support and Operations solution.
Codete accelerates their clients growth through technological expertise and experience. Codite team works with organizations to meet the challenges that digitalization presents. Their clients include digital start-ups as well as established enterprises in the IT industry. To stay competitive in a highly innovative IT industry, strong R&D departments and bold spin-off initiatives is a must. Codete Data Science and Software Architects teams help corporate clients to stay up to date with the mod...
At CloudEXPO Silicon Valley, June 24-26, 2019, Digital Transformation (DX) is a major focus with expanded DevOpsSUMMIT and FinTechEXPO programs within the DXWorldEXPO agenda. Successful transformation requires a laser focus on being data-driven and on using all the tools available that enable transformation if they plan to survive over the long term. A total of 88% of Fortune 500 companies from a generation ago are now out of business. Only 12% still survive. Similar percentages are found throug...
Druva is the global leader in Cloud Data Protection and Management, delivering the industry's first data management-as-a-service solution that aggregates data from endpoints, servers and cloud applications and leverages the public cloud to offer a single pane of glass to enable data protection, governance and intelligence-dramatically increasing the availability and visibility of business critical information, while reducing the risk, cost and complexity of managing and protecting it. Druva's...
BMC has unmatched experience in IT management, supporting 92 of the Forbes Global 100, and earning recognition as an ITSM Gartner Magic Quadrant Leader for five years running. Our solutions offer speed, agility, and efficiency to tackle business challenges in the areas of service management, automation, operations, and the mainframe.
The Jevons Paradox suggests that when technological advances increase efficiency of a resource, it results in an overall increase in consumption. Writing on the increased use of coal as a result of technological improvements, 19th-century economist William Stanley Jevons found that these improvements led to the development of new ways to utilize coal. In his session at 19th Cloud Expo, Mark Thiele, Chief Strategy Officer for Apcera, compared the Jevons Paradox to modern-day enterprise IT, examin...
With 10 simultaneous tracks, keynotes, general sessions and targeted breakout classes, @CloudEXPO and DXWorldEXPO are two of the most important technology events of the year. Since its launch over eight years ago, @CloudEXPO and DXWorldEXPO have presented a rock star faculty as well as showcased hundreds of sponsors and exhibitors! In this blog post, we provide 7 tips on how, as part of our world-class faculty, you can deliver one of the most popular sessions at our events. But before reading...
DSR is a supplier of project management, consultancy services and IT solutions that increase effectiveness of a company's operations in the production sector. The company combines in-depth knowledge of international companies with expert knowledge utilising IT tools that support manufacturing and distribution processes. DSR ensures optimization and integration of internal processes which is necessary for companies to grow rapidly. The rapid growth is possible thanks, to specialized services an...
At CloudEXPO Silicon Valley, June 24-26, 2019, Digital Transformation (DX) is a major focus with expanded DevOpsSUMMIT and FinTechEXPO programs within the DXWorldEXPO agenda. Successful transformation requires a laser focus on being data-driven and on using all the tools available that enable transformation if they plan to survive over the long term. A total of 88% of Fortune 500 companies from a generation ago are now out of business. Only 12% still survive. Similar percentages are found throug...