Selling Solutions To The Business User

Written by Heidi Alert
Corporate Manager Sales & Marketing Strategies, Teleios Systems Limited

Over the last period of time, I have been talking to a wide variety of Microsoft Partners throughout the Latin America Region. Partners find themselves at various stages of the journey to the Cloud – some simply starting with moving customers to Office 365 and providing Project Services like migration services. Some Partners are also carving out a place in offering Managed Services to their customers. Regardless of where a Partner finds themselves in the journey, there is one question that we heard repeated over and over again: “How? How do we make money in the Cloud?”

Microsoft has been encouraging partners to add value and create unique solutions to offer customers. However, creating custom solutions is a rather daunting task to most partners. It is usually assumed that there will be a requirement for a lot of time, investment and acquisition of new resources to do this. Thankfully, this is not the case. With Teleios QuikWorx (QuikWorx), partners are able to create and deliver solutions on Office 365 in a matter of hours, with the current resources they have. Think about that. This time tomorrow, your customers could be using a solution on Office 365 that was built by you today. Even if a partner has software development capacity, QuikWorx is able to reduce time to market by over 50% on average. This is a game changer.

However, access to this resource is only half the battle.

But Who is Buying Cloud-Based Solutions?

The secret to success is knowing WHO to sell it to in your customer’s organization. I’ll give you a hint – it’s not primarily IT.

IDC put together an infographic with data from 2013-2015 (link to full infographic available by clicking on the image). In this study, they predict that by 2016, Line-of-Business buyers will be directly involved in 80% of new IT investments. They also found that these same Line-of-Business buyers are 1.4X more likely than IT buyers to seek out partners when buying Cloud Solutions. This means that they need your help!

Traditionally, Partners have well established trust and relationship with members of IT, and this is important. But the demand for solutions is coming from somewhere else: the business users.

Ask your sales team if they know the Chief Marketing Officer, the Human Resources Manager, the Chief Financial Officer. These are the teams that are demanding (and buying!) solutions. These are the people your sales teams need to be talking to.

The Time for Change is Now!

There has never been a better time to transform your business and offer Cloud-based solutions. In fact, at a recent Microsoft West Indies Partner Conference, new stats were released and there are over 10 Million O365 users in Latin America. Even more astounding is that this number is showing a year over year growth rate of over 80%!

With Teleios QuikWorx, Partners can now create and deliver solutions for Office 365, add value to customers, stand out from competitors and earn significant, recurrent revenue.

There is a quote I love from Carol Bard that states, “Though no one can go back and make a brand new start, anyone can start from now and make a brand new ending.”

Heidi Alert heads the QuikWorx Sales for Latin America.