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MSP sales: Cloud business calls for new tactics, skills

27 Sep 2017

This rise of cloud computing is transforming the MSP sales landscape, cloud solutions providers and other channel partners. Here is how to cope.

The task of hiring and retaining successful salespeople has become increasingly challenging for IT service providers dealing with changing business service models that call for different sales skills.

That's the view of industry experts who contend the shift to cloud computing has significantly changed the nature of sales for managed service providers (MSPs) and other channel partners. In the past, customers purchased specific software and hardware products from vendors such as IBM, the former Hewlett-Packard Co. and Cisco. But today, small, medium and large businesses are transferring more of their operations to cloud platforms, curtailing traditional purchases. Such customers increasingly buy cloud services in a subscription model. That approach can involve longer MSP sales cycles as sales representatives convince their clients to buy solutions that involve ongoing service agreements for the use of hardware and software as a service.

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