Looking to grow your cloud channel ecosystem? Start with your customers before wasting everybody’s time.

Cloud Alliances Advisory, Cloud Sales Advisory, SIs

As an alliance leader for your ISV, you know that you need to grow your mix of cloud, technology (ISV) and consulting partners. You open your inbox and are excited to find an introduction from your cloud partner manager at AWS, Azure or Google Cloud to one of the leading cloud consulting firms in your…

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Why A Common Cloud Sales Language Is Key To Ecosystem Success And Positive Client Outcomes

Cloud Sales Advisory, Public Cloud, Sales,

I remember my first day as a sales manager at AWS in 2010. Our sales team was pretty small compared to AWS today, but it was the most diverse ecosystem of client and partner profiles that I worked with in my career to date and it had little organizational structure. Holding some of my first…

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