Ventas de Computación en la Nube

Resumen

The Hottest Tech Market:

Close more and better deals by understanding clients' business objectives + technology roadmap What you'll learn:

Sell Cloud Computing solutions to skeptical companies who keep their computing resources on-premise.Tap into the rapidly changing Cloud Computing landscape and why it is so important to see how a solution will help your clients with their business model.Build skills in lead generation, building a pipeline, qualifying prospects, eliciting requirements, and proposing solutions that are practical to implement.Have more informed conversations with prospects, clients, sales engineers, solutions architects, business analysts and even the C-suite. Be fluent about topics such as information governance, big data, data warehouses, data lakes, extract-transform-load (ETL), databases, analytics, business intelligence/data discovery, business process re-engineering, web services, microservice architecture (MSA), 12 factor, service-oriented architecture (SOA), enterprise service bus, and the difference between virtual machines (VMs) and containers.Apply the latest methodologies to create value with Enterprise Value Integration.

C-level clients respond to members of their team and vendors proposing solutions that create value.Participate in decisions whether to use Waterfall or Agile/Scrum project management techniques.Stay involved in projects to assure they are successful and case studies can be produced that quantify the value created. VERSION2.0:

NEW&IMPROVEDCOURSEBASEDONSTUDENTFEEDBACKAre you curious about how the mostsuccessful sales people generateCloud Computing Sales?The course is designed for people who want to transform their lives by effectivelyselling high-valueCloud Computing solutions to enterpriseclients.

You will learn detailed ways qualify prospects based on asking the right questions about what they already have and what they want to do. You will also learn what to include in a proposal from both a business and technical perspective.

Generate More Transactions by Solving BusinessProblems•You will be able to have intelligent and informed conversations with engineers and executives as you solve their business problems with cloud-basedtechnology solutions• There are 15 quizzes, one after each lecture to remind you of the most important takeaways• 16 assignments have been created to allow a student to focus on a SaaS vendor and its competitors• The assignments also allow students to learn about CRM applications, video conferencing software, and more• The average lecture is 11 minutes and the course takes three hoursPreview the course and watch the Introduction to see the assignments. Homework is for sales people, not engineers, programmers, or data scientists.

The assignments revolve around the things cloud computing account executives need to know how to do, such as working with a customer relationship management (CRM) platform, qualification, lead scoring, researching, understanding client business models, and following the competition. Register for the course after watching the Introduction.

There are no surprise assignments. You can see them all in the Introduction.Cloud Computing is a Fast-growingMarket• Marketis projected to more than quadruple in the next decade• There is a increasingneed for sales people, marketers, solutions architects, business analysts, and engineers who can use the right terminology and understand the concepts that enable the cloud to work• You will learn about Application Programming Interfaces (APIs), Microservice Architecture (MSA), InformationGovernance, Big Data analytics and much more• There are several downloadable files you can use immediately – including a CSVfile with contacts at dozens of cloud computing firms that can hire you!• Learn about famous vendors such as Amazon Web Services, Microsoft Azure, Salesforce, Hubspot, as well as many others with an downloadable poster with 27 categories of service models and vendors in each•Downloadable content also includes a research report for SaaS sales people and open source software business models• Open source has impacted the world of the cloud – as evidenced by the recent acquisition of RedHat by IBMCourse Structure Makes It Easier to Apply What You LearnThere are nearly200 companies discussed alongwithreal-world case studies.Diagrams are presented in several steps, explained in language anyone can understand.

Budgets, CIOtechnology roadmaps, and implementation processes are described to help you sell profitable solutions.At the end of the course, you will be able to generate case studies that show the value you and your team were able to generate.WatchtheINTRODUCTORYLECTURE(at no cost) to learn about "customer churn,"compensation and incentive structures for account executives, and questions you can ask of a sales manager in the hiring process or review period. Know when a SaaS business model is working, what it needs to do to make changes, and when churn might doom a SaaS company that hires you.

Churn impacts your compensation, so it is the most important thing you can learn to impact as a sales pro in the SaaS ecosystem.If you want to generate transactions by solving business problems with cloud technology solutions, this course will provide unique insights on how to do that. You don't need a computer science degree to take the course, but you have to be driven to sell.

Programa

• Introducción a la Computación en la Nube
Descripción general de los conceptos de computación en la nube
Beneficios y desafíos de la adopción de la nube
Modelos clave de servicios en la nube: IaaS, PaaS, SaaS
• Comprensión de las Necesidades del Cliente
Identificación de puntos críticos del cliente
Análisis de aplicaciones específicas de la industria
Estudios de caso: Adopción exitosa de la nube
• Proveedores de Servicios en la Nube
Descripción general de los principales proveedores de nube (AWS, Azure, Google Cloud)
Comparación de ofertas y modelos de precios
Ecosistemas de socios y relaciones con proveedores
• Estrategias de Venta para Soluciones en la Nube
Desarrollo de una propuesta de valor
Construcción de un enfoque de venta consultiva
Técnicas efectivas de comunicación y negociación
• Consideraciones Legales y de Cumplimiento
Regulaciones de privacidad y seguridad de datos
Requisitos de cumplimiento para diferentes industrias
Gestión de riesgos en entornos de nube
• Conocimiento Técnico para Profesionales de Ventas
Comprender los conceptos básicos de arquitectura en la nube
Métricas clave de rendimiento y SLAs
Introducción a estrategias de optimización de costos
• Construcción de Relaciones con los Clientes
Técnicas para cultivar prospectos
Gestión de expectativas y retroalimentación del cliente
Retención a largo plazo y gestión de cuentas
• Creación de Propuestas Personalizadas en la Nube
Identificación de objetivos y requisitos del cliente
Elaboración de soluciones y presentaciones personalizadas
Demostrar ROI e impacto empresarial
• Superación de Objeciones Comunes
Abordar inquietudes sobre costo y complejidad
Manejo del escepticismo hacia la seguridad y la fiabilidad
Convertir objeciones en oportunidades de ventas
• Herramientas y Recursos de Ventas en la Nube
Herramientas de CRM y automatización de ventas
Aprovechamiento de estudios de caso y historias de éxito
Aprendizaje continuo y desarrollo profesional
• Proyecto Final: Desarrollo de una Estrategia de Ventas en la Nube
Creación de un plan de ventas integral
Simulación de una presentación de ventas y compromiso con el cliente
Sesión de revisión y retroalimentación entre pares
• Cierre del Curso y Certificación
Resumen de los aprendizajes clave
Recursos post-curso y lecturas adicionales
Examen de certificación y ceremonia de finalización del curso

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Impartido por

Stephen Turner

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Materias

Programming