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Description
CEOs at major technology companies are publicly touting cloud solutions as a significant source of organic growth and consequently subjecting their company's cloud offerings to intense scrutiny. Although technology providers are able to sell almost anything with a "cloud" label, buyers are widely dissatisfied because of unmet expectations. In this webinar, Forrester outlines a methodology built for sales enablement professionals to take an outside-in approach to lining up solutions with both buyers' stated demands and buyers' unstated, but critical, underlying needs.
Agenda:
- Creating successful cloud offerings is becoming vital.
- Recognize the risks of unmet customer expectations.
- Build accurate perspectives of buyers' needs and expectations.
- Frame your go-to-market approach using outside-in perspectives.
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