The "unofficial" official agenda for CLOUD LIVE! has been released. We’ve got a really great set of speakers and participants joining us on Thursday, August 14, so if you haven’t signed up already, you can do so right here.
8:30 – 9 a.m.: Keynote
9:30 – 10:30 a.m.: Panel 1: The Cloud Eco-System
More and more cloud solutions require multiple parties. Platform vendors, software vendors, hardware vendors, integration partners…all needing to come together to deliver a complete and seamless solution to the customer. What role does the sales partner play in this? Is there a need for a Cloud GC (general contractor) that quarterbacks the deal, that marshals all the necessary parties? What are the dangers/pitfalls of that approach and how do you avoid them? Is this danger or differentiator?
11:00 – 12:00 p.m.: Panel 2: Having the Cloud Business Conversation
Cloud can be a very technical sale and having the technical prowess is key. However, too often we overlook the critical business drivers that are behind the Cloud decision. Being able to position the right business outcomes with C-level executives can separate you from other technical sales people who are pigeon-holed in the world of bits and bytes. You can lead a horse to water AND you can make him drink…if you know the right levers to pull. In this panel, we’ll discuss the hidden conversations that must be had with senior executives in order for any Cloud transition to get traction.
12:30 – 1:30 p.m.: Panel 3: Voice to Compute
Many sales partners are very comfortable with the voice conversation, whether it be legacy telco or next gen SIP or Hosted IP. We know the decision makers involved and the issues driving deals forward. We’re comfortable with the TCO arguments and the overall financial model. However, moving from this conversation to compute can be dicey. The vocabulary is different. The decision makers/influencers may change. The selling process changes as I may need to engage supplier resources earlier and rely on them more heavily. Does the pivot require a different skill set? Do I learn it, or partner for it? Moving from voice to compute can blow open opportunities, but can also blow up deals. How do you do the former without the latter?
2:00 – 3:00 p.m.: Panel 4: Vertical Selling: Healthcare, Finance, and Hyper Growth Companies
The better you can speak someone’s language, the more likely they’ll assume you know how to solve their problems. Vertical selling is all about knowing the common issues, priorities, and drivers behind technology decisions. Whether it be knowing how to speak to senior level executives in regulation-rich verticals like healthcare and finance, or understanding what is driving hyper growth companies and the unique challenges they face, there are common and predictable patterns you can leverage. In this session, we’ll discuss exactly the terminology, technology, objections and drivers that will help you win time and time again.