Selling Cloud Solutions


Selling Cloud Solutions

In this highly interactive workshop, you''ll learn the basics of cloud computing and how to identify common business opportunities that cloud services can address. You''ll learn how to identify customer needs and how your cloud service offering benefits the customers'' needs. Through guided exercises, you''ll sort out your unique selling proposition and learn how to overcome cloud sales objections. The exercises present a real-world connection using situations that can occur in your day-to-day marketing, selling, and sales support role.

Students should be able to:

  • Identify and define common terms and definitions of cloud computing.
  • Identify and describe opportunities and challenges of selling cloud solutions and best practice approaches to positioning Cloud, Hybrid Cloud and Multicloud.
  • Describe, identify, and position cloud deployment (Hybrid Cloud, Multicloud, Public and Private) and service models (IaaS, PaaS, SaaS).
  • Identify and position types of cloud services and differentiate the importance and use for different deployment models.
  • Identify and articulate common business challenges and opportunities that can be addressed by cloud, before incorporating within a positioning strategy plan.
  • Identify and describe best practice approaches to uncovering customer needs, relative to cloud.
  • Use a question-asking process to uncover customer needs focused on Hybrid and Multicloud.
  • Describe and demonstrate completion of positioning planning template to articulate a company''s cloud/cloud product offering and the benefits to the customer.
  • Build a cloud positioning, sales approach and questioning strategy using provided templates.
  • How to take what''s been learned through this course and put it in to practice through use of scenarios, case studies and provided templates.

  • Sales persons, account managers, and national account managers selling cloud services
  • Sales consultants, sales engineers, and systems engineers supporting the sale or implementation of cloud services
  • Support staff, help desk, and technical support
  • Cloud provider marketing and sales managers
  • Service providers, consultants, consulting firms, and system integrators consulting on cloud computing


  • Course introduction
  • Module 1: Cloud computing overview
    • Module introduction
    • Cloud story
    • Cloud computing
    • Cloud models
    • How businesses use cloud
  • Module 2: Selling cloud solutions
    • Module introduction
    • Best practice approach to uncovering customer needs
    • Overcoming objections
  • Module 3: Building your cloud strategy
    • Module introduction
    • Positioning cloud solutions
    • Developing your action plan
    • Course conclusion


Module 1

  • Challenge: Identify the value proposition(s) that distinguish a cloud service from competitors
  • Walkthrough: Identify the top reasons why customers purchase cloud solutions
  • Challenge: Determine your positioning strategy
  • Challenge: Identify needs of the customer

Module 2

  • Challenge: Create a Business Model Canvas (BMC)
  • Walkthrough: Identify the impact of external trends
  • Walkthrough: Identify the business benefits of cloud
  • Challenge: Identify concerns your customer has with cloud

Module 3

  • Challenge: Explore cloud solutions with TDMs and BDMs
  • Challenge: Identify proof of concept options


Whether you need assistance scheduling a class for yourself or for your group, GCA's Education Account Manager's will craft a customized training solution to meet the needs of your organization.