This presentation is focused on educating the VAR community on what it takes to sell cloud solutions. Specifically it will address why the solution development team has such a hard time teaching their existing product sales reps to sell cloud solutions. The presentation will be educational to the VAR, OEM and Distributor's executive team, solution development team and the sales teams with information all of them can use to immediately increase sales of cloud solutions. The presentation starts with a comical but true look at the decade-plus long fight between the two sides of the VAR business. Next it explains why the tension has been there for so long and what successful companies have done to overcome the challenge. We then cover how the industry is trapped in the world of speeds and feeds but by shifting to value based selling can help drive cloud solution sales. The presentation concludes with examples of establishing your own value proposition and demonstrating it to you customers. Jeffrey Nessen, Chief Executive Officer of Progentus, LLC Mr. Nessen has worked in and with Information Technology for the last 22 years. The first ten years of his career were spent in the IT departments of some of the most demanding companies in Southern California. During his time in IT he held jobs from Operations to IT Director in small, medium and large companies. Jeff worked to create the most dynamic and responsive teams for each company that employed him. After a decade in IT, Jeff’s passion for helping create world class solutions lead him to the vendor side of the IT equation. For the last 12 years Jeff has helped hundreds of customers with their IT road-maps and budgets. Starting out as a Professional Services manager for one of the largest IT distributors in the world and progressing to managing strategic departments in a large global solution reseller Mr. Nessen has continued in his endeavor to create teams that could help customers implement their strategic vision. After two members of his team started Progentus, it was only a matter of time before their paths would once again align. Jeff joined Progentus in November of 2011 as the Chief Executive Officer with the goal of bringing the same type of strategic vision he has throughout his career to this rapidly growing IT services company. His vision has already lead Progentus to create several new solutions and service offerings that are driving change in the rapidly evolving IT channel.

1. Why Your Sales Team Has
Trouble Selling Cloud
Starring Susie Sales
As told by
Jeff Nessen, CEO, Progentus
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2. Susie loves to sell
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3. Susie loves to Win!
She loves to sell the things the
company wants her to sell
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4. Believe it or not!
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5. Susie’s problem…
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6. We tell Susie,
“To get back lost profit…”
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7. “You have to learn to sell
solutions!”
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8. Susie frustrates us!
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9. Why can’t Susie sell solutions?
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10. Why?
Human Nature
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11. What makes Susie tick?
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12. Maslow’s Hierarchy of Needs
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18. Susie is pretty happy!
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19. Susie is pretty happy!
You can’t teach an old dog new tricks.
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20. Unless things really bomb!
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21. How can we help Susie?
Cater to her basic human needs
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22. How can we help Susie?
Stop asking her to sell different and
give her a different thing to sell
the way she knows how.
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23. Susie is an awesome at…
Figuring out the customers needs, turning
around a quote and getting an order…
In like 2 days!
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24. So why mess up a good thing?
Let Susie sell cloud the same way!
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25. That’s just productizing services!
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26. Productizing is
Commoditizing
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27. Productizing is
Commoditizing
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28. Susie hates commodities
Susie longs for the days when her customers
relied on her
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29. The new “Special Sauce”
Why do your customers want to do business
with you?
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30. The definition of a Solution
Dictionary.com defines it as:
"The act of solving a
problem, question, etc."
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31. The definition of a Solution
Dictionary.com defines it as:
"The act of solving a
problem, question, etc."
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32. Your opportunity
9 out of 10 CIO's interviewed by CIO
Magazine say they will be
out of the infrastructure business
in 10 years.
For the next 5 years they will be looking for
solutions that bring them real business value
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34. The Golden Key!
The most important thing you can do...
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35. How do you establish value?
• Understand the business impact of your
offering
• Define the questions you need to ask your
customers
• Analysis of how the answers impact your
customers business
• Quantify the metrics that are appropriate for
your customers situation
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36. Every customer is unique!
Every customers reason
for purchasing is
unique!
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37. Talk about what matters
Customers do projects for two reasons…
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38. The power of communications
A study conducted by Indiana University proves
marketing without alignment actually lowers gross profit!
Alignment of
Marketing, Sales, Strategy, Professional
Services and overall company mission
generates the highest profit.
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