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Software Sales in the Cloud
How to Succeed
By: Karin Wilson
Jan. 8, 2013 08:00 AM
Businesses live and die by their ability to sell. When it comes to cloud computing, this is no different. The benefits associated with selling in the cloud are shorter time to market, revenue streams that don't tend to fluctuate, and a shortened sales cycle. Despite common belief, the key to successful selling in the cloud doesn't rely on the technology infrastructure behind the scenes -- the real key is in billing.
Monetizing the Agreement
Function Before Form
Having a customer relationship management process in place will also allow for easier access to things like entitlements and product updates; and it will make the procedure to cross sell easier because a CRM solution allows a business to target a perfect niche user, based on their previous habits.
Service Before Sales
Focus on the fundamentals of making it easy for the customer to buy. By giving the best service possible before and after the sale, selling in the cloud will be one of the most profitable and predictable revenue sources your business can leverage.
Research for this post was provided by Rand Group, an ERP software solution provider in Houston, Texas.
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