Ventes de l'informatique en nuage

Aperçu

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.

Programme

• Introduction à l'informatique en nuage
Aperçu des concepts de l'informatique en nuage
Avantages et défis de l'adoption du cloud
Principaux modèles de services cloud : IaaS, PaaS, SaaS
• Comprendre les besoins des clients
Identifier les points de douleur des clients
Analyser les applications spécifiques à l'industrie
Études de cas : Adoption réussie du cloud
• Fournisseurs de services cloud
Vue d'ensemble des principaux fournisseurs de cloud (AWS, Azure, Google Cloud)
Comparaison des offres et des modèles de tarification
Écosystèmes de partenaires et relations avec les fournisseurs
• Stratégies de vente pour les solutions cloud
Développer une proposition de valeur
Construire une approche de vente consultative
Techniques de communication et de négociation efficaces
• Considérations juridiques et de conformité
Réglementations sur la confidentialité et la sécurité des données
Exigences de conformité pour différentes industries
Gestion des risques dans les environnements cloud
• Connaissances techniques pour les professionnels de la vente
Comprendre les bases de l'architecture cloud
Indicateurs de performance clés et SLA
Introduction aux stratégies d'optimisation des coûts
• Établir des relations avec les clients
Techniques pour nourrir les pistes
Gérer les attentes et les retours des clients
Rétention à long terme et gestion des comptes
• Créer des propositions cloud personnalisées
Identifier les objectifs et exigences des clients
Concevoir des solutions et présentations sur mesure
Démontrer le ROI et l'impact commercial
• Surmonter les objections courantes
Aborder les préoccupations concernant les coûts et la complexité
Gérer le scepticisme vis-à-vis de la sécurité et de la fiabilité
Transformer les objections en opportunités de vente
• Outils et ressources de vente pour le cloud
Outils d'automatisation de la vente et de CRM
Exploiter les études de cas et les histoires de réussite
Apprentissage continu et développement professionnel
• Projet final : Développer une stratégie de vente cloud
Créer un plan de vente complet
Simuler un pitch de vente et un engagement client
Session de révision par les pairs et de retour d'expérience
• Clôture du cours et certification
Récapitulatif des apprentissages clés
Ressources post-formation et lectures complémentaires
Examen de certification et cérémonie de clôture du cours

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Enseigné par

Stephen Turner

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Matières

Programming