Summary
To successfully sell channel cloud solutions, partners must adapt to a new sales paradigm that incorporates relevant sales roles into their organizations. Suppliers can evaluate their partners’ sales readiness by determining whether these roles exist, then building enablement programs to help them transition to the cloud. A separate cloud sales leader and team ensure that the solution provider’s cloud business receives uninterrupted focus, while preserving the mission of legacy on-premise sales.
Log in to continue reading
Client log in
Welcome back. Log in to your account to continue reading this research.
Become a client
Become a client today for these benefits:
- Stay ahead of changing market and customer dynamics with the latest insights.
- Partner with expert analysts to make progress on your top initiatives.
- Get answers from trusted research using Izola, Forrester's genAI tool.
Purchase this report
This report is available for individual purchase ($1495).